How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims | Ep. 296 (Lead)

30 Minutes to President's Club | No-Nonsense Sales

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FOUR ACTIONABLE TAKEAWAYS

1. 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.
2. 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.
3. 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.
4. 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

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