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Referral-Selling Articles

  • You’re No Different Than Your Competition

    Don’t believe everything you hear about selling in a digital world.

    You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s. Sure, you might land the deal, but you certainly won’t make an impression.

    The key to differentiation is getting in early—ideally before your prospects even know

  • 5 Reasons Your Team Doesn’t Know How to Get Referrals

    Asking for referrals might be hard, but it pays off big!

    Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Apparently, it’s even harder for many men.

    Two guys in their early 50s recently told me they felt uncomfortable asking. I mentioned that most everyone has call reluctance when asking for referrals, because referrals are so

  • Why Curiosity Is Critical for Sales Success

    What is 7427466391?

    Imagine if you saw this on a billboard along your commute route …

    What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on?

    The curious solved the equation (answer: 7427466391.com) and went to the site, where they found another equation. The few who solved it learned the secret to the strange billboard. It was actually a recruitment ad for Google, and they were invited to submit their resumes. As Eric Schmidt, former Google CEO, once

  • Asking for Referrals Is Darn Personal: December Referral Selling Insights

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

    It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”

    I suppose this is the work I’ve always been doing, but I was reticent to use the term “culture.” I thought clients would view culture change as a long, complex, drawn-out, and expensive task. Sure, it

  • Why Sales AI Won’t Replace Reps Anytime Soon

    We’re not obsolete … yet.

    There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer likes and trusts you, you won’t get the deal. You won’t even get invited to sit at the table. But when you get referrals, the trust your prospects have with their colleagues is transferred to you. You’ve earned

Power of Referrals


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