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Referral Sales Articles

Nov, 16 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Actually Scale Your Referral Business

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at […]

Nov, 08 2018 | Business Development, Lead Generation, Referral Sales, Women in Sales

Do Words Make a Difference for Women in Sales?

Watch what you say, and do what you say.  “I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain […]

Nov, 02 2018 | Business Development, Lead Generation, Referral Sales

4 Reasons You Shouldn’t Get the Referral on LinkedIn

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her. This time, she […]

Oct, 28 2018 | Newsletter, Referral Sales

Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral Selling Insights)

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on the list. No harm, no […]

Oct, 25 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership

Are You Always “On”? (Here’s Why You Shouldn’t Be)

Too much work and not enough play makes … Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. No wonder salespeople check email on vacation, first thing in […]

Oct, 18 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership

Why You Need to Make Time for Asking for Referrals

Getting referral business should be top priority in your sales prospecting techniques Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and […]

Oct, 11 2018 | B2B, Business Development, Referral Sales

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers? Reps have their cold call list, and they go […]

Oct, 04 2018 | B2B, Business Development, Lead Generation, Referral Sales

They Actually Said My Sales Lead Generation Is Old School

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I don’t usually use […]

Oct, 01 2018 | Newsletter, Referral Sales

Are You Social or Selling? September Referral Selling Insights

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social. LinkedIn is the place to […]

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 […]

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