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  1. Peter Gustafsson
    2023-03-16 @ 21:43

    How to Ask for High-Quality Sales Referrals: 6 Key Tactics

    Why Sales Referrals Work

    Sales referrals work because they help bridge the trust gap between you and the referred prospect. According to Nielsen, people are four times more likely to buy when referred by a friend. And 92% of people trust referrals from people they know.

    In the absence of a referral, you’re a stranger to that prospect, they have no basis for trusting you. Think about Steve the painter: without a referral, he is just some strange guy at your front door holding a paintbrush.

    The benefit of a referral is that it leverages the goodwill between the referred customer and the referring person. A referred prospect already has confidence in you, your company, or your product. Thus, referred prospects will generally move through the purchase process at a faster rate than cold opportunities. That’s why Steve the painter is so keen on getting them – he knows it’s the fastest way to close business.

    So how can you train your sales team to leverage this power? Like Steve the painter, start by focusing on your current customers.


  2. Peter Gustafsson
    2023-04-17 @ 17:37

    The article discusses the importance of reference selling in B2B sales and how it can be used to build trust and credibility with potential customers. Reference selling involves leveraging existing customers to provide positive feedback about their experiences with a company’s products or services.

    The author notes that reference selling can be particularly effective in industries where relationships and trust play a critical role in the buying process. By using references, sales teams can demonstrate their company’s expertise, track record, and reliability, which can help to overcome potential objections or concerns from prospects.

    To make the most of reference selling, the author suggests several strategies. First, companies should identify their most satisfied customers and reach out to them to ask for references. Second, sales teams should provide their customers with easy-to-use tools for providing feedback, such as surveys or review websites. Third, companies should train their sales reps to use reference selling effectively, by knowing when and how to ask for references, and how to follow up with prospects afterwards.

    The article also discusses the importance of using different types of references depending on the situation. For example, if a potential customer is interested in a specific product or service, the sales team can provide references from other customers who have used that same product or service. Alternatively, if the customer is interested in a particular industry or use case, the sales team can provide references from other customers in that same industry or with similar use cases.

    Overall, the author concludes that reference selling is an important part of the sales process, as it can help to build trust, credibility, and rapport with potential customers. By leveraging satisfied customers to provide positive feedback and demonstrate their company’s expertise, sales teams can differentiate themselves from competitors and close more deals.


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