The Shocking Secret to Make Asking for Referrals Easier

Describe your ideal client.
Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet.
If people don’t know exactly who your team wants to meet, it’s really hard for them to refer you. That’s a shame, because every sales rep wants to learn effective methods of generating leads. Not any leads, but leads that are qualified. Referral introductions are as qualified as leads can get.
More Doesn’t Mean You Hit the Jackpot
The key to increasing revenue and achieving quota isn’t cramming the top of the funnel with as many prospects as possible—qualified or not. It’s an exercise in futility and wasted time. It stalls your process, and it isn’t how to generate leads.
Sales velocity is important,