Referral-Selling Articles

  • [Missed Connections] Referral Selling Insights from May

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

    I didn’t really know anyone, except through social media. We’d shared content, commented on each other’s posts, and corresponded a few times. But I didn’t expect the reaction I got when I met more than 24 of my social media connections this month in London at the Sales Innovation Expo.

    It was like we’d known each other for years. We didn’t just shake hands and say hello. There were hugs

  • Do You Make Time for Your Sales Reps to Practice?

    clock-95330_640No one wins the game without putting in the practice.

    “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal

    Practice? Who me?

    Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice. But we resist practice, even with proof right in front of us. Why? We get paid to sell. Practice time is on our own dime. And who has extra

  • Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

    Social SellingMaximize your net worth via your referral network.

    Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling.

    His response: “What is referral selling?”

    Obviously, he had no clue who I was when he invited me. He is a social selling stalker. As is the person who invites me (and probably the rest of the world) to connect, and then responds immediately

  • Why Specificity Matters for Lead Generation

    cfead4e1-796c-4058-af2f-0d34d5030663Whether you’re crafting a strong headline or asking for referrals, it pays to be specific.

    Lead generation is personal … very personal.

    Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.” You want someone who is smart, hardworking, honest, and loves theater and concerts. Or perhaps someone who loves sports and outdoor adventure. The point is that you know the specific qualities you want in a partner. So, you take the time to make a profile of your ideal mate.

    Sales teams also know exactly what they

  • How Social Selling Got Me 21 Meetings in 2 Days

    Social SellingNever forget that selling is social.

    The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter.

    So, why do they want to meet me?

    Because we began a conversation on social media. Yes, a conversation. We didn’t just connect online; we made a personal connection. That’s the power of

Power of Referrals


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