3 Referral Selling Skills All B2B Sales Reps Should Practice

Ensure your sales team makes time to practice these critical prospecting strategies.
Top B2B sales reps acknowledge that building their professional skills is the reason for their success. They know getting to the top of their game takes practice—deliberate practice. Just like running a marathon, mastering a sport, or becoming a virtuoso musician takes practices, so does building referral selling skills.
But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time, and who has extra time just floating around? Also, practice makes us uncomfortable. Jennifer Long, a senior manager at Harvard Business Publishing Corporate Learning, puts it this way:
Learning something new means being clumsy at it initially, making mistakes, course-correcting, and trying again. It’s uncomfortable. And even when we know the skill is valuable, it often makes our work more difficult at first, causing many leaders to stop trying new things and