Score Meetings with Prospects in One Call

Presented by

Joanne Black, The Referral Selling Expert

About this talk

Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs, a 50%+ close rate, and pre-qualified leads in the pipeline. Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they receive introductions from their prospects’ trusted colleagues. Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones. Your business development will never be the same. It's the one-call referral meeting! You will learn: 1.Why referrals are gold—and yet almost no one is investing in their development 2.The biggest reason you’re not getting the referral business you think you’re entitled to 3.3 referral traps to avoid 4.How to jump-start referral selling today

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