Referral-Selling Articles

  • How to Really Heat Up Your Referral Sales Strategies

    Referral Sales StrategiesReferral selling not working for your team? Here’s what you’re missing!

    Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for you?

    Your Referral Sales Strategies Are Missing Something

    Referrals don’t just happen, at least not at scale. Yes, occasionally a well-served client will mention your company to another buyer, and your team will get a sale without any real effort. But how often does that happen? Unless your company has a systematic, disciplined program in place to

  • Sales Leaders: Are You Really Ready to Learn?

    sales leadersThe sooner sales leaders accept the fact they don’t know everything, the smarter they’ll be.

    As the old saying goes, if you’re not learning, you’re dead. I prefer the former. I thrive on learning and could spend days reading posts online and immersed in books. Of course, I don’t have time for that. And besides, that’s not really learning.

    Learning means acknowledging that we’re really just beginners—showing our vulnerability and embracing our ignorance. It’s like being undressed in public. Embarrassing, to say the least. We’re adults; we have responsibilities; we’re supposed to

  • This Is the Biggest Lead Generation Mistake on Social Media

    lead generationA LinkedIn connection is not a sales lead.

    It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation:

    I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success. In fact, after looking at your profile I would like to loop in our VP of Marketing, (Name), and invite you to our free

  • [Missed Connections] Referral Selling Insights from June

    lead generationHere’s what you might have missed from No More Cold Calling this month.

    The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late.

    Are your sales reps still wasting time with cold prospecting—sending emails and social media requests to strangers who aren’t expecting to hear from them? That’s not going to help build a sales pipeline full of qualified leads.

    Your marketing department does an

  • How Women in Sales Boost the Bottom Line

    Women in SalesWake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage.

    Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. We are hardwired to be nurturers, connectors, and collaborators—all traits that make for great salespeople.

    Yet, many sales leaders are not hiring enough women in sales, or providing support and guidelines for their careers. Why? All

Power of Referrals


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