Referral Sales Articles

Apr, 20 2017 | Referral Sales, Referrals

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

cold calling

Here’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 […]

Apr, 13 2017 | Lead Generation, Referral Sales

What Millennials Can Teach Us About Lead Generation

lead generation

Is 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 […]

Apr, 06 2017 | Lead Generation, Referral Sales, Referrals, Salespeople

3 Ways to Guarantee Referral Prospecting Success

prospecting

Think 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 […]

Mar, 23 2017 | Referral Sales, Sales Leadership, Salespeople, Women in Sales

How Can Tech Companies Attract More Women in Sales?

women in sales

Women 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 […]

Feb, 02 2017 | Associations, Enterprise, Referral Sales, Referrals, Small Business

How to Land and Expand with Relationships

account based sales tips

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them, “B2B salespeople.” George is among the best, because he understands that […]

Jan, 19 2017 | Referral Sales, Referrals, Sales Leadership, Salespeople

How to Hack Lead Generation with this Simple Principle

lead generation

Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I could picture the sales […]

Nov, 03 2016 | Referral Sales, Referrals

3 Referral Selling Skills All B2B Sales Reps Should Practice

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice—deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time. And who has extra time just floating around? Children practice all the time, without fear. Remember […]