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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 […]

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 […]

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