How to Get More Referrals

When someone gives a referral, it is an honor and a gift. Every company wants and needs more referrals to grow profitable revenue. Referrals convert better, close faster, and have a higher customer lifetime value than any other type of lead.

Referrals are preferred over salespeople.

More and more buyers are avoiding salespeople during the buying process. Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem.

If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

Salespeople Must Adapt

Salespeople must adapt to new culture and the new world of media to research, prospect, and network by sharing educational content and answering questions. As a result, they’re able to build relationships until prospects are ready to buy. "Solve the customer's problem" must become a mantra.

Adding a B2B Referral Strategy

A revenue growth plan dependent 100% on referrals will probably remain a dream, but achieving greater referral success doesn’t have to be out of the realm of possibility. If have satisfied customers who find value in your product and services and if you have a high Net Promoter Score – you may be closer to a referral engine than you think.

Topics: B2B Sales Infographic B2B Referrals Statistics

The Most Important Skills vs the Most Difficult Skills of a CMO

“Fire the sales & marketing team” may be heard behind closed doors from unhappy and frustrated leadership. The simplest solution is to remove the marginal team and dig into the “deep well” to hire and train fresh candidates.

Before you borrow the infamous phrase “Your fired!” to chop up the sales & marketing team into small pieces, consider how the difficulty and change the role of a CMO is undergoing.

Topics: Infographic Events CMO Training

3 Keys to Making Your Business Thrive

As the economy continues to rebound the focus is shifting toward growth and increasing profitability.  Now is the time to make and implement plans for strategic, profitable revenue growth. 

Topics: Profitability Leadership Infographic Strategic Revenue Growth

Bridge the perception gap to achieve profitable revenue growth

In the ongoing quest for profitable revenue, business owners and executives need everyone in their organization to be an enthusiastic brand advocate. However, not all of the team's perceptions are the same. This infographic highlights the gaps in perception that owners need to continue to work on to "bridge the gap" with their employees.

Topics: Revenue Growth Profitability Infographic

8 Ways to Improve B2B Sales Results Without New Hiring [infographic]

During difficult economic times the trend for most companies is to cut costs vs. become more innovative.  Hiring new people is far from top of mind when the future predicts marginal growth.  The goal is to weather the storm, protect the assets, keep the risks low and stay alert for new revenue opportunities.

Now is the time to think differently and analyze how to improve sales while maintaining the same discipline of cost control and maintain tight hiring practices.  This infographic shows seven basic ways to improve sales results without hiring new people:

Topics: Revenue Growth B2B Sales Infographic