Building a Strong Referral Network in a Virtual World

Building a Strong Referral Network in a Virtual World
leadershipteam
Thu, 11/05/2020 – 15:29
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You can hear the heavy breathing and the sound of footsteps pounding the pavement (figuratively) as salespeople race to achieve Q4 and year-end goals.
The questions every seller should ask themselves is: How would do I prefer to build my book of business to achieve sales goals? Should I:
Make lots of cold phone calls and email outreaches?
Or respond to and follow up on warm introductions and leads?
Duh, hello: What do you think? 
Building a referral network is not a new strategy in sales. But it is an under-used strategy in the sales profession, especially in a world where face-to-face conferences and networking events have gone away.
Why?
Because creating a strong network requires influence, sales and emotional intelligence skills. Building and nurturing referral relationships is a sales activity metric