How to Generate More Targeted Sales Leads, Referrals and Introductions

Posted by Dave Kurlan on Sat, May 17, 2008 @ 09:05 AM

The ultimate accomplishment for your salespeople is to have a base of clients and customers that are so happy that they generate enough introductions to grow revenue without having to look for new business.  "Look" includes, but is not limited, to cold calling, following up on leads and referrals (no introduction), networking events, leads groups, social network sites, blogging, newsletters, speaking, golfing and more.

Some salespeople excel at this, while others must make cold calls throughout their career. Seth Godin wrote a helpful article that explains why some achieve word of mouth and some don't.  Seth's article explains many of the reasons why your customers may never talk up your company, products or services. 

But what if some of your salespeople are good at this and some aren't?  What's the difference? In my experience, it's simply a case of showing how much you care, going the extra mile, under promising and over delivering, and setting proper expectations. I think it's important for your salespeople to let their clients and customers know early on, that one of your goals is to help them so much that they feel compelled to deliver three new clients just like them.  This forces your salespeople to be more aware of that goal moving forward, providing them with a better opportunity to actually get those introductions.  While that won't work with everyone they sell to, it sure beats the alternative of never getting introductions.

(c) Copyright 2008 Dave Kurlan

Topics: coaching, motivating

Top 15 Ways to Grow Sales When Sales are Down

Posted by Dave Kurlan on Fri, Apr 25, 2008 @ 07:04 AM

When sales at your company have stalled, what do you do?

  1. Do you perform more coaching and training?
  2. Do you provide some additional incentives?
  3. Do you get angry, go on a tirade and push them to produce?
  4. Do you ignore it all and hope it will go away?
  5. Do you dig into the pipeline to see what's coming and determine if it's real?
  6. Do you fire the worst offenders?
  7. Do you hire new people to bring some life to the organization?
  8. Do you go out and close opportunities yourself?
  9. Do you go on joint calls and help your salespeople close?
  10. Do you give a motivational speech and create some urgency?
  11. Do you threaten consequences if something doesn't change?
  12. Do you evaluate the sales force to learn why things are off track?
  13. Do you look for a new position?
  14. Do you offer discounts to get things going?
  15. Do you run a promotion?

What do you do and why do you do it?

(c) Copyright 2008 Dave Kurlan

Topics: coaching, accountability, motivating

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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