Referral-Selling Articles

  • [Missed Connections] Referral Selling Insights from April

    CC book 2Here’s what you might have missed from No More Cold Calling last month.

    I ran a Facebook ad for the first time … ever. To celebrate the 10th anniversary of my first book, No More Cold Calling, I offered it on Kindle for 99 cents for one day only—April 14. While I didn’t believe in paid ads, I wanted to spread the word about this offer, and the power of referral selling for lead generation.

    The ad had a tremendous click-through rate. I was curious about the age ranges, and they

  • Lead Generation … Here We Go Again

    Lead GenerationTop Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post.

    “Generating qualified leads is the biggest challenge for my sales team.”

    That’s what I hear from every sales leader. Ineffective lead generation tactics are a huge blot on sales productivity and revenue. But simply filling the pipeline with contacts isn’t enough to correct the problem. Sales reps must generate a consistent stream of qualified sales leads.

    Finally, sales leaders understand that marketing contributes to nurturing and qualifying inbound leads, but sales reps must take responsibility

  • Your Most Burning Referral Questions Immediately Answered

    Content-QuestionsWho should you ask for referrals to drive lead generation?

    “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.”

    Never! That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. And they’re dead wrong.

    I’m asked many questions about how to get started with referrals: What does a referral program look like? What’s the right way to ask for referrals? How do I measure the results of a referral program?

    Below are some

  • [URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

    Don’t miss your chance to cash in on my No More Cold Calling book anniversary!

    One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling™.

    Yes, April 14, 2006 was the official publication date. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” says it all. Actually, it should have read “The Breakthrough Referral System That Will Leave Your Competition in the Dust,” but I didn’t catch the omission in time.

    To celebrate the occasion and express my gratitude for all the

  • Thank You

    513RFs3NEpL._SX328_BO1,204,203,200_Get my No More Cold Calling book for 99 cents.

    No, this is not an April Fools’ Day joke. The offer is for real.

    It’s been 10 years since No More Cold Calling™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, measurable referral program. Lots has changed in the past decade, but the power of referral selling never will.

    To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from

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