Dec 7, 2023 | Lead Generation, Referral Sales
How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred...
Oct 26, 2023 | Lead Generation, Referral Sales
Referred leads are qualified leads. “If your customers aren’t selling for you, you won’t have customers.” That’s what Steve Silver, vice president and principal analyst at Forrester, said when making his 2025 predictions. No, I didn’t pay him to say that. Every...
Oct 12, 2023 | Lead Generation, Social Media
Emotions surpass emoticons. Digital communication only takes us so far … period. Even the best sales technology isn’t as valuable as business relationships. But it’s easy to forget that in the digital era. These days, people are literally addicted to smartphones, and...
Jul 27, 2023 | Lead Generation, Sales Leadership, Uncategorized
Technology doesn’t close deals. Relationships do. Rachel, a sales VP at a large technology company, was frustrated with her sales team. They weren’t even close to making quota. In fact, they were lagging by 27 percent. She knew they relied almost exclusively on...
May 25, 2023 | Lead Generation, Referral Sales
Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? One IT provider from another? One marketing platform or sales enablement app? One insurance broker, attorney, banker, or consultant? Often you...
Apr 27, 2023 | Lead Generation
Stop ignoring your best source of new revenue Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces,...
