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Sep, 20 2018 | Lead Generation, Referral Sales

Are You Tracking the Right Referral Metrics?

Do you have the wrong KPI? If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. Meetings are an important activity metric, but your team will never fill […]

Aug, 30 2018 | Newsletter, Referral Sales

There’s No Such Thing as a Warm Call: August Referral Selling Insights

Referrals are HOT, HOT, HOT! Stop rationalizing. There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Your outreach is cold […]

Jul, 29 2018 | Newsletter, Referral Sales

Don’t Ignore Your Best Sales Leads: July Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? I’m not a mind-reader, but I already know your answer. No one has […]

Jul, 20 2018 | Referral Sales

Want to Get Referrals? (Don’t Do This)

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem. It’s the misguided […]

Jul, 05 2018 | Referral Sales

Why Referrals Cut Through the Sales Prospecting Noise

My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Forget closing. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies […]

Jul, 01 2018 | Referral Sales

Get Leads Without Cold Calling: June Referral Selling Insights

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. It has been for years. But why? […]

Jun, 22 2018 | Referral Sales

Now You Can Learn How to Close More Business with Referrals!

Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and […]

Jun, 14 2018 | Referral Sales

How to Grow Your Referral Network

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. There’s a lot of great […]

Jun, 07 2018 | Referral Sales

How to Build Trust and Generate Leads with a Referral Program

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at […]

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