Referrals Articles

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 […]

Dec, 29 2016 | Referral Sales, Referrals

December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. You may not have heard, but 2017 will be the year of referral selling. Why? Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Technology […]

Dec, 08 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople

How Account-Based Sellers Make Money with a Proven Referral Program

Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are even new acronyms and monikers, such as “land and expand” and “seed and grow.” People talk about it as if it’s […]

Nov, 29 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing […]

Oct, 20 2016 | Referral Sales, Referrals

The #1 Reason Your Referral Program Won’t Work

Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and […]

Oct, 06 2016 | Referral Sales, Referrals

6 Simple Ways a Referral Program Eradicates Top Sales Challenges

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, […]

Sep, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

September Referral Selling Insights—Get Started for $47

Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs. It’s that time for my “Getting Started” package […]

Sep, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Small Business

Are Your Salespeople in the Top 90%?

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “Turn Cold to Gold.” I […]

Aug, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections] Referral Selling Insights from August

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for […]