Resources

2 Resources for

referral selling

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How to Ask for a New Contact
How to Ask for a New ContactWhy are we scared of cold calls?I agree with referal selling. However, I also understand the importance of cold calling. I think we need a healthy mix of both in some industries and yet I feel that lately we are being told...
Tags: cold call, cold calling, Referral Selling
Discussion threads 2008-01-17
Better Than Cold Calling...
It's been said repeatedly that B2B sales is all about relationships. However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam. The best way to get into a customer account is through a personal referral. Please note that a...
Tags: Sales, Sales Tools, Sales Force Management, Sales Strategy, Referral Selling, Referral, Cold Calling, Geoffrey James
Blog posts 2008-01-14

Additional Resources

Who to Ask for a Referral.
If you want a great referral, you must ask somebody who already trusts you. This seems obvious, but you'd be amazed at how many times sales pros ask for referrals right after making their first sale - even though they haven't yet proven that they can deliver...
Tags: Referral, Sales Strategy, Benefits, Sales Force Management, Sales Tools, Sales, Human Resources, Geoffrey James
Blog posts 2008-01-18
Who to Ask for a Referral.
Who to Ask for a Referral.Don't forget referrals from other sales people!Geoffrey,Referrals are absolutely working for me - cold calling is just not effective, efficient or interesting. Nice posting - I especially agree with your "Ask for an action" since having someone tell you, "Oh call so-and-so and use...
Tags: referral
Discussion threads 2008-01-18
Ask Your Competitor for a Referral?!?
We've been talking a lot about cold-calling, so I thought it might be worthwhile to hear from the other side -- referral selling. Joanne Black, an expert in referral selling, sent me an intriguing email that's worth sharing.  Joanne thinks you should ask YOUR COMPETITOR for referrals!   Sounds crazy, eh? ...
Tags: Client, Competitor, Geoffrey James, Joanne, Referral, Sales, Sales Force Management, Sales Strategy
Blog posts 2009-04-28
5 Ways to Build Your Referral Network
Every time I post something about cold-calling, the sales trainer Joanne Black complains that I'm giving referrals short shrift.  The truth is that selling IS much easier if somebody else has already greased the wheels. So while I do believe that "Cold Calling Builds Character", only a...
Tags: Network, Customer, Referral, Sales Strategy, Sales Force Management, Networking, Sales, Geoffrey James
Blog posts 2009-05-15
Don't EVER Cold Call Again
In Monday's post, "Better Than Cold Calling" I went through some of the basic ideas about Referral Selling, based upon a conversation I recently had with Joanne Black, author of No More Cold Calling. She gave me a simple, five step process for asking for a personal referral....
Tags: Geoffrey James, Sales, Sales Tools, Referral, Cold Calling
Blog posts 2008-01-16
Referrals as a Sales Strategy
Now that you know how to get a truly effective customer referral see my previous post, here's how to make referrals the core of your sales process, and in the process render your marketing group largely irrelevant: Step 1. Expand referrals beyond your customers. At the...
Tags: Geoffrey James, Sales Strategy, Referral, Sales, Sales force management
Blog posts 2007-09-10
Never Cold Call Again
Never Cold Call AgainSurvey responses!* Taking a Sales Training Class* Meeting with Customers* Using Your CRM System* Making Cold Calls* Getting Coached by your ManagerRE: Never Cold Call AgainMeeting with CustomersTaking a Sales Training ClassGetting Coached by your ManagerUsing Your CRM SystemMaking Cold CallsRE: Never Cold Call AgainI am the...
Tags: COLD CALL, cold calling, referral, sales
Discussion threads 2008-01-14
How to Generate Your Own Leads.
As I've pointed out here and here and here, most B2B marketing activities waste money. Even when marketing groups are doing what they're supposed to be doing - generating qualified leads - they do it in a way that's inherently wasteful. For example, advertising and direct mailing...
Tags: Geoffrey James, Referral, Sales, Marketing, Sales strategy, Sales force management
Blog posts 2007-09-04
References and Referrals are Different
Referral selling (see yesterday's post) is the art of getting your existing customers to do some of the heavy lifting when it comes to developing a new opportunity. That's a really good thing because, in B2B sales situations, the hardest part is breaking the barriers of indifference and...
Tags: Customer Referral, Geoffrey James, Referral, Activity, Reference, Prospect, reference account, Sales force management
Blog posts 2007-09-06
Five Rules for Great Referrals
This is the post you've been waiting for. Here are the five rules for getting referrals that generate sales: Rule #1: Earn trust first. Before asking for a referral, you must establish in the referrer's mind, that you can be fully trusted. To earn that...
Tags: Geoffrey James, Referral, Sales strategy, Sales force management, potential referrer, referrer
Blog posts 2007-09-06
How to Generate Your Own Leads.
How to Generate Your Own Leads.excellentGood work Geoffrey! I am looking forward to the coming blogs on this topicRE: How to Generate Your Own Leads.Is this supposed to be a revelation? Referral business always results in a higher closing ratio than other methods that reach out to prospects that...
Tags: brand, marketing, Own Leads, sales
Discussion threads 2007-09-05
How to Break Into a New Territory
A reader writes: I'm looking for great ideas, and you ALWAYS have them. Our company moved their corporate headquarters to Oklahoma from Texas, where we were the established business in our area. We still have great business coming through Texas, but Oklahoma has not...
Tags: Texas, Oklahoma, Referral, Sales Strategy, Strategy, TVs, Security, Sales, Management, Personal Technology, Home Entertainment, Geoffrey James
Blog posts 2008-05-23
Editing the Brochure is Wasted Effort.
From a reader: [The] Suspense is killing me. Geoff, PLEASE tell me you will address the alternative to selling a thing/solution soon (ie the proper way to describe the value you are selling.) Is it stories about customer success? Is it positioning a system as a "tool" or "means...
Tags: Sales strategy, Advertising & Promotion, Customer relationship management (CRM), Sales force management, Enterprise software, Outsourcing, Geoffrey James, CRM, sales, BearingPoint Inc., software
Blog posts 2007-10-31
Sales Trainers I've Known & Loved
I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio.  He originally emailed the accusation to me, evidently under the misapprehension...
Tags: Sales Trainer, Sales Strategy, Sales Force Management, Sales, Geoffrey James
Blog posts 2008-12-15
The Seven Myths of B2B Marketing
One more post on this subject and then I'm moving on to more practical topics. I've gotten a lot of comments from my so-called "bashing" of Marketing, so rather than answering them individually, here is a list of the seven most common misconceptions about B2B Marketing: ...
Tags: Geoffrey James, Sales, Marketing, Sales Strategy, Marketing Research, B2B, Customer
Blog posts 2008-01-04
Gods of Sales: The Runners-Up!
Yesterday I announced the first annual Sales Machine "Gods of Sales" Search was over.   Next week, I'll be revealing the 5 top winners -- the absolute best of the best in the art of sales. To get you all warmed up, here are...
Tags: Name, Phil McAlister Co., Joe DeLucchi Co., Sales Strategy, Sales Force Management, Sales, Geoffrey James
Blog posts 2008-11-07
Sales Secrets of a $$$$ Call Girl
A while back, I was flying the New York to Boston shuttle, and ended up sitting next to a woman who introduced herself as the CEO of a specialty clothing firm. Late thirties, attractive, and clearly competent.  Anyway, we start talking sales technique and she tells me, just as we're...
Tags: Client, Q, Sales Strategy, Sales Force Management, Sales, Geoffrey James
Blog posts 2009-02-18
Don't EVER Cold Call Again.
My first post (now titled "Better Than Cold Calling") was setting up the ground rules for Referral Selling. Since that's a way to avoid cold calling which most sales pros dislike, so I gave the post a title that seemed like a catchy way...
Tags: Geoffrey James, Sales, Sales Strategy, Sales Tools, Cold Calling
Blog posts 2008-01-16
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