by Doug Robinson | Apr 28, 2014 | Sales Basics
In part 1 and part 2 of this blog post series, we have established that referrals are the lifeblood of sales. We talked about how well-intentioned sales reps are toward securing referrals, yet how often they fail at actually getting them. We went on to discuss the...
by Doug Robinson | Apr 22, 2014 | Sales Basics
If you will allow me to crack the safe to your memory banks, in Part I of this Securing and Working Referrals series, I spoke about how important referrals are to salespeople, coupled with how difficult they seem for reps to secure in adequate numbers. I mentioned to...
by Doug Robinson | Apr 16, 2014 | Sales Basics
Referrals are your single best source of self-generated or creative prospects. One reason they are so powerful is because statistically, over half of the buying decisions made by people are based on recommendations from friends, family, colleagues, or other customers....