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 13, 2023 | Referral Sales, Sales Leadership
Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. In the summer of 2015, I got an urgent call from Barry, a colleague...
Feb 28, 2023 | Business Development, Networking, Referral Sales
Asking for referrals feels riskier than cold calling. “I’m not sure why, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s...
Feb 16, 2023 | Lead Generation, Referral Sales
Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. (Yep, that still happens.). Unless your...
Jan 24, 2023 | Lead Generation, Referral Sales
Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of high-tech sales. According to some “experts,” buyers know everything they need to know about our companies, products, and...
Jan 12, 2023 | Lead Generation, Referral Sales
Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to win new clients. Just as importantly, I’ve learned how to turn a loss...
