Referral-Selling Articles

  • Why Reps Hate Asking for Referrals Just as Much as Cold Calling

    cold callingHere’s how to cure your prospecting problem.

    Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals.

    Surprised? I was. What’s to fear about prospecting? After all, I only talk to people who want to talk to me. I use the referral system I developed 20 years ago. It works. But then I remembered …

    One of my first corporate sales jobs was with a global consulting and training firm. The marketing department mailed VHS tapes

  • What Millennials Can Teach Us About Lead Generation

    lead generationIs it time to change the way you’re prospecting?

    I’m not a millennial—not even close—but I love the way they think, act, and react … mostly.

    I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other. How are they ever going to build a referral network or connect with clients if they’d rather type than talk?

    But they certainly have one thing going for them in sales: They question everything.

    In today’s

  • 3 Ways to Guarantee Referral Prospecting Success

    prospectingThink a referral system is easy? Think again!

    All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend.

    That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day.

    The business case for referral selling is loud and clear. When sales reps receive referral

  • March Referral Selling Insights

    women in salesHere’s what you might have missed from No More Cold Calling this month.

    Women’s History Month is almost over, but women make sales history every day.

    There’s a new generation of women in sales, and not just in entry-level roles. Take a look at growing tech companies like Terminus, where the VP of Sales, Tonni Bennett, is a woman, and where every member of the sales team is enthusiastic and committed to doing their best for their customers. They’re also fortunate to have a CRO

  • How Can Tech Companies Attract More Women in Sales?

    women in salesWomen have everything it takes to succeed in sales.

    Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition. Ask them why there aren’t more women in technology sales, and they’re not quite sure. Their answers get vague: Perhaps women don’t have the requisite skills, or they don’t raise their hands enough, or hiring managers don’t know

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