Sales Trainers' Series

The #1 challenge salespeople face is getting to their decision-makers quickly. Seasoned reps recognize that getting a meeting before clients know they have a need is even more critical. Some people say it takes seven to 12 touches to reach prospects. Is that how you want your team spending their time?

Every sales leader and sales rep agrees that generating referral leads is the most productive outbound prospecting strategy. Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results.

When sales organizations implement a referral program, 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. It's the one-call referral meeting!

During this webinar, you’ll learn:

• What it takes to master the one-call meeting
• How to get the gatekeeper on your side
• What gets in the way of referral selling
• Why reps can't automate referral leads
• How to jump-start referral selling with your team

Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners build their referral networks, attract more business, decrease operating costs, and ace out the competition.

A captivating speaker and innovative seminar leader, Joanne is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Engage Joanne to speak at your sales meeting on referral selling, or on Big Deals and High Heels: Why Women Are Naturals at Selling for your women in sales roles. To learn more, visit www.NoMoreColdCalling.com, email joanne@nomorecoldcalling.com, or call 415-461-8763. Follow Joanne on Twitter @ReferralSales and invite her to connect with you on LinkedIn.

Dave Stein has worked as a sales representative  sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. Dave’s  first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing Management, Fast Company,  the New York Times, BusinessWeek, Inc., Fortune,  the Wall Street Journal, Harvard Business Review, and Forbes.