I hear murmurs from some clients that the economy has been a little harder recently. Not awful, but the old classic of decisions slowing down.
If you want to thrive and lead your team to overachieve despite that or other obstacles, are you genuinely guiding them and holding them to account to use referrals to systematically generate high quality top of funnel leads?
I'll pause to let that sink in: are you genuinely expecting referrals to be the best lead source for every member of your sales team? They should be, 82% of B2B buyers rely on recommendations to find new vendors, so if you don't go to market using referrals to generate leads you're only targeting 18% of available budget.
I'll pause to let that sink in too.ย
Every member of your team should be able to generate leads from referrals which they can pass to your new business team. When was the last time you expected your bookkeeper to help generate new business at nil incremental cost?
Need help to make this simple concept reality? That's what I do.
01/07/25
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Thomas Coles