#440 - How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims
30 Minutes to President's Club | No-Nonsense Sales
March 20, 202537m 11s
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
- Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.
- Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.
- Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.
- Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.
KELVIN'S PATH TO PRESIDENT’S CLUB
- Sr Sales Manager @ Vitally.io
- Sales Manager @ Vitally.io
- Sales Manager @ Drift
- Manager, Renewals & Account Management @ Drift
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts