Hubspot

JULY 14, 2011

He's the author of Duct Tape Marketing as well as his latest book, The Referral Engine. In this episode, we chat about: The secret to getting more referrals. Strategic partners and referrals. Educating referral sources on your ideal customer. The Secret to Getting More Referrals. Give them that exposure.

Referrals 72

Referrals Engineering Strategize Education 72

Hubspot

APRIL 25, 2023

A career in management consulting is glamorous. But the consulting career path also has its challenges. Mika Kim , a former consultant at one of the Big 4 consulting firms, reports working an average of 12 hours per day. Consulting isn’t for everyone. Table of Contents What is consulting? What is consulting?

Consult 78

Consult Hospitality Healthcare Management Consulting 78

Salesforce

FEBRUARY 14, 2025

Hyper-personalization is a strategic imperative for success. Why hyper-personalization matters To stay hyper-relevant in todays marketplace, businesses need to be able to deliver tailored messaging and experiences.

A/B testing 98

A/B testing CTR Click Through Rate Healthcare 98

The 5% Institute

MAY 24, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. How To Be A Good Sales Advisor #4 – Strategic Planning. Once you know who your ideal audience, the next step in learning how to be a good sales advisor, is strategically planning how it is you’ll reach them.

Niche 137

Niche Referrals Objectives and Key Results Strategic planning 137

The 5% Institute

JULY 28, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. How To Be A Great In Sales #4 – Strategic Planning. Once you know who your ideal audience, the next step in learning how to be great in sales, is strategically planning how it is you’ll reach them.

Niche 145

Niche Referrals Objectives and Key Results Sales 145

Score More Sales

AUGUST 11, 2011

Consulting. Others are strategizing on and successfully growing revenues. Use an automated system to set next actions with clients and strategic partners too. Remember that strategic (or referral) partners can refer you many companies over time, so why are you not contacting them on a regular basis? Sales Tools.

Niche 103

Niche Strategize Cross-sell Referrals 103

Score More Sales

JUNE 17, 2011

Consulting. Gets narrower as you move to the right, at Interested / Consulted With / Qualified / Selected / Closure / Reference. For services providers, live events , including but not limited to networking events are a great place to find strategic partners who can refer you business. Sales Tips and Strategies to Grow Revenues.

Pipeline 107

Pipeline Contact Referrals Consult 107

The 5% Institute

JUNE 7, 2023

B2B sales consulting plays a pivotal role in helping businesses achieve their sales goals and optimize their revenue generation process. This comprehensive guide explores the world of B2B sales consulting, providing valuable insights, strategies, and tips for success.

Consult 52

Consult B2B Growth Strategic partnership 52

Score More Sales

JANUARY 14, 2012

Consulting. Thirty Thousand Dollar Haircut – Power of Referrals. Sometimes it’s a match made in heaven (I’ve connected people who have gone on to be great business partners and I’ve connected consultants to their biggest new customer. Download our no-cost ebook on building strategic partners.

Referrals 58

Referrals Consult B2B Contact 58

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Gain Insight.

Inside sales 92

Inside sales Referrals Niche Territory 92

Sales Gravy

SEPTEMBER 1, 2023

Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. To plan for the future, dedicate time to strategic planning based on research, conversations, and feedback from past clients.

Prospecting 111

Prospecting Strategic planning Referrals Strategize 111

Heinz Marketing

NOVEMBER 30, 2021

By Brittany Lieu , Marketing Consultant at Heinz Marketing. A useful ICP is a strategic document that takes more than just an internal brainstorm session. Most referrals. How do you sell if you don’t know who you’re selling to? Validating Your ICP with Data. The keyword there is data. Putting in the Research. Predictive Data.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Jeff Shore

MAY 16, 2018

20:11] Referrals and being present. [26:13] Lisa Copeland sold her award-winning dealership in 2016 to share her knowledge and expertise as a speaker, consultant, and sales expert. Her consulting firm Lisa Copeland Global Enterprises (L.C.G.E.) 4:48] Meet Lisa Copeland. [6:00] 9:20] Selling the emotion of the experience. [14:20]

Presentation 103

Presentation Referrals Consult Price 103

Score More Sales

JUNE 12, 2013

Most people do not capture and track a list of people who could be considered strategic referral partners – those who like you and champion you and your business. Additionally, few business professionals regularly seek out strategic referrers – they are busy looking for one customer here, and another customer there.

Referrals 89

Referrals Strategize Networking CRM 89

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Get an external referral to an executive. Get an internal referral to an executive. and get ON Twitter, ok?).

Prospecting 109

Prospecting Referrals Hospitality B2B 109

Score More Sales

NOVEMBER 14, 2014

Home in on who your buyers and referrers are. Years ago I created an e-book called Winning Teammates (download for free) and encourage you to read it if you don’t have a clear idea on how to gain referrals through strategic partners. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Referrals 99

Referrals Inside sales Up-sell Education 99

Women Sales Pros

SEPTEMBER 19, 2018

Build a compelling communication (e-mail) that can be used with prospects as a touch point and also to line up trade show meetings, referrals, and follow-up. Number of possible referral partner contacts. About Lisa Magnuson: Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account revenue building.

Referrals 97

Referrals Contact Follow-up Strategize 97

Heinz Marketing

MAY 24, 2023

Customer Insights for Strategic Decision-Making: When times get tough, businesses need to make smart decisions that help them make the most money and work like a well-oiled machine. Customer Referral Programs: Get your satisfied customers to spread the word about your awesome products or services. And guess what?

Growth 111

Growth Customers Referrals Niche 111

PandaDoc

MARCH 25, 2025

Complex sales examples Complex sales are common in SaaS, B2B, and service industries, such as with the following: Software with customizations, options, or add-ons Financial or consultative services Selling products or services to large organizations Whats the difference between complex and transactional sales?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners.

Referrals 100

Referrals Sales Advertising/ Marketing B2B 100

Score More Sales

FEBRUARY 29, 2012

Consulting. Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. The idea is to identify 25-75 individuals who can refer what you do to many others – and tag them as referrers.

CRM 69

CRM Referrals Contact Strategize 69

Sales Hacker

SEPTEMBER 23, 2021

From referral and affiliate programs to consultants and agencies. Larger enterprises that want to eliminate the day to day tactical responsibilities from their IT team so they can focus on more strategic technology initiatives. IT consultant. What is a channel partner?

Commission 120

Commission Manufacturing Negotiate Contract 120

ConversionXL

JANUARY 26, 2017

” In one case study, retention marketing software firm Windsor Circle shared how much one of its clients benefitted from strategic post-purchase emails. Incentives and prompts for your referral program. The revenue implications of a strategically crafted receipt are huge too. A request for customer feedback. Image Source.

Cross-sell 120

Cross-sell Retail Referrals Education 120

Score More Sales

JANUARY 4, 2013

Number of qualified strategic or referral partners that you talk with. Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. Number of qualified appointments or demos that you set up.

Territory 89

Territory Appointment Referrals Outside Sales 89

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

FEBRUARY 28, 2024

Instead, I ended up to be promoted to the post of Director of Strategic Planning at the corporate HQ. Later, I would jokingly say that working in the role of the Director of Strategic Planning for an international corporation was my way to obtain the business acumen instead of getting an MBA.

Customers 139

Customers Contract Consult Up-sell 139

Score More Sales

MAY 9, 2014

Find Strategic Referral Partners. Rather than one prospect here, and one prospect there, a strategic referer does not do what you do but they know who your buyer is. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Territory 88

Territory Referrals Inside sales Sales 88

Score More Sales

DECEMBER 24, 2013

connecting to strategic referrers who can help you with many more opportunities than a single one? Sure there are updates to be made, research to be done, and administrivia to take care of. I’m simply saying this -. Identify what you are strongest at -. talking to decision makers?

Inside sales 91

Inside sales Pipeline Referrals Sales 91

Score More Sales

JULY 20, 2011

Consulting. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Free Consultation. Sales Tips and Strategies to Grow Revenues. by Lori Richardson on July 20, 2011. Sales Tools.

Cross-sell 91

Cross-sell Consult Niche B2B 91

Score More Sales

DECEMBER 16, 2013

Get and Stay in Front of Potential Buyers and Referrers. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners. Read these three posts for more information: The Big 8 For Social Sellers on LinkedIn. Build Sales with these LinkedIn Resources.

Niche 102

Niche Referrals Sales Represent 102

Martech

JULY 3, 2023

Well-strategized, thoroughly researched and carefully tailored GTM efforts provided greater operational advantages. Unfortunately, they never took our longer-term strategic advice to expand their point solution into a platform. What to do instead… Strategic planning and planning for contingencies are back in fashion.

Go To Market 109

Go To Market GTM Strategize Growth 109

Partners in Excellence

MARCH 8, 2024

The only course I saw on sales (this was back 1974-76) was about strategic selling and sales management; nothing about the personal psychology of selling, which I later came to see as critical. I settled into management consulting (“those who can, do; those who can’t, teach or consult”).

Sell 103

Sell Non-Profits Trust Consult 103

Score More Sales

JANUARY 14, 2013

Secondly, you could attract the eye of a strategic partner or a great referrer – someone who can refer you to many new customers. See Winning Teammates ( get your free download here ) if you want to learn more about how to build business through strategic connections – it is very powerful. So how is your summary looking?

Referrals 81

Referrals Strategize Sales Consult 81

Score More Sales

APRIL 14, 2014

Strategic partners in that industry or geography who can refer multiple people your way. Referrals to those in your target market. Unless you get 100% of your business through referral, you need to be prospecting every day. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside sales 79

Inside sales Referrals Appointment Sales 79

Hubspot

APRIL 5, 2018

Lee Frederiksen , Managing Partner at Hinge Marketing , talks about the importance of brand building, reputation and visibility in the market for getting referrals from top clients. "8/10 of firms have received a referral from people they have not worked with" ( Click to Tweet ).

Non-Profits 78

Non-Profits Referrals Legal Healthcare 78

Heinz Marketing

APRIL 25, 2024

Can you use them to make strategic decisions about your marketing efforts and your website? Traffic Sources: Understanding where your website visitors are coming from (organic search, paid advertising, social media, referrals, etc.) I didn’t feel I could make many sound and strategic decisions based on these alone.

Service 69

Service E-commerce Referrals Lead generation 69

Score More Sales

MARCH 8, 2012

Channel partners, strategic partners and referral partners all can affect revenue in your pipeline. A recent post discussed referral partners. Is there a board or other advisors involved, and if so, can you get in front of them? Know thy prospect. It is job #1. Your partners.

Pipeline 81

Pipeline Referrals Sales Prospecting 81