ISP Event - Quick Start Guide
Building A Bigger & Better Pipeline of Opportunities
(from Recommendations, Introductions & Referrals)
It is widely acknowledged by people in sales that getting meetings & winning business (whether that’s new business or more business from existing customers), is easier if you are recommended, referred, or introduced. Studies back this up showing that closure rates are generally higher, decisions are often made quicker, and the discounts expected are frequently lower. This means that organisations who want to build a bigger & better pipeline of business can quickly do so if they are able to create a steady stream of good quality referrals. However, whilst the “sales community” knows this, few do it and even fewer do it consistently well.
We’ve studied this “puzzle” for many years, understand the common barriers and help sales teams fix this problem.
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