"We're still reaping the benefits from referrals, because the referral practice never stops, but already we can easily measure a 500% ROI from our work with Joanne."

Melody Astley,
Vice President Sales, Finlistics Solutions

Selling is way more complex than ever. Our conversations dig deeper, our solutions are more intricate, buying committees have expanded, and often we partner with other organizations to win business. This is sophisticated selling.

Then why do sales leaders continue to complain that they need more leads in the pipe (They forget to add “qualified,”) and reps aren’t getting meetings with the right people? Here’s why… We all look alike to our buyers. Sure, buyers have changed, the buying process has changed, but our sales process is still in the 20th century.

Whether your prospects are CEOs of Fortune 500 companies, leaders in an SMB or mid-market company, you won’t reach them by cold calling. Well, you might, but it can take up to 15 touches. You won’t see top sales pros diddling around with cold prospecting. The top 10% of sales professionals sell differently. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. They know the best referral programs require a sales culture where referrals are top priority. What is culture, anyway? My favorite definition is simple: “Culture is what people do when no one is looking.” Culture is who you are and what you feel … all the time. It’s “sticky.”


"Joanne took us to the next level with new strategies, skills, and a scalable approach."

John G. Allen,
Executive VP of Sales, G&A Partners

Scaling Referrals: A Proactive Process

Calling high is no longer an option. If you don’t get meetings at the right level, nothing else matters. Referrals don’t just happen, at least not at scale. Telling reps to go get referrals doesn’t work. Sure, sometimes a well-served client will mention your company to another buyer, and your team will get a sale without any real effort. But how often does that happen?

Referral selling is simple, but it’s not easy. Here’s what it takes:

  • A short, specific written referral sales plan
  • Written weekly referral selling goals for your company and for each salesperson
  • Referral selling expertise for your entire organization
  • Metrics to track and measure referral activities and referral results
  • Company and individual accountability for referral results

A referral program isn’t just one more initiative to introduce to your organization. Referral selling is a complete shift. You need a roadmap. All sales leaders and their reps know referrals yield the best business. Yet, less than five percent of organizations have a disciplined, measurable, and systematic referral program. If you’re part of the 95 percent who rate referrals as their best sales leads but don’t have a referral system, you’re leaving money on the table every day and allowing your competition to outmaneuver you. As one of my clients said: “Referrals are a tie-breaker.”


"In one week, I received four referral introductions. Her system works!"

Carole Mahoney,
Founder, Unbound Growth

Adopt Referral Selling

Ready to move referrals from happenstance to happening all the time? Learn how to enroll your customers and your network of colleagues as your outsourced sales team. You’ll reduce your cost of sales, decrease prospecting time, get every meeting with one-call, build immediate trust with your prospects, ace-out the competition, and convert prospects to clients well more than 50 percent of the time.

Stop complaining about the amount of leads in your pipe. Join the 21st century of savvy sales leaders and their reps who commit to working smarter and only talking to people who want to talk to them. Sound too good to pass-up?


The Complete Referral System for Teams

This is a tailored program for companies who have five or more account executives calling on the SMB, mid-market, or enterprise

The Individual Referral Selling Masters Program

An intensive one-on-one course for the solopreneur, start-up founder, small business owner, consultant, individual salesperson, or adviser.

Or contact Joanne for your complimentary, 30-minute session now!

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