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Get Started With Referrals for Account Based Sellers

Get Started With Referrals for Account Based Sellers

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Sales Articles

Sales Leadership, Salespeople »

What Is the Most Effective of Account-Based Sales Strategies?

Hint: It has nothing to do with digital.  At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that […]

Associations, Enterprise, Sales Leadership, Salespeople, Small Business »

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us […]

Associations, Enterprise, Referral Sales, Referrals, Small Business »

How to Land and Expand with Relationships

account based sales tips

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them, “B2B salespeople.” George is among the best, because he understands that […]

Uncategorized »

January Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Did you make any New Year’s resolutions? If so, how’s that working out for you? I don’t believe in New Year’s resolutions, because they’re typically short-lived, forgotten by the end of January. Instead, I create weekly referral goals. Each week I decide […]

Sales Leadership, Salespeople »

Sales Teams Need Face Time—with Prospects and Each Other

sales teams

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to […]

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