Podcast episode
How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims
30 Minutes to President's Club20 Mar 202537 min
Description
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively. Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals. Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers. Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask. KELVIN'S PATH TO PRESIDENT’S CLUB Sr Sales Manager @ Vitally.io Sales Manager @ Vitally.io Sales Manager @ Drift Manager, Renewals & Account Management @ Drift RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts 30MPC Training: 30mpc.com/training
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This could be executive touches after that first disco happens where you're just letting the key stakeholder know exactly who you met with, what challenges you're solving for, and where you guys are going next. But more importantly, what you can start to use is your call recordings to understand what questions were asked from people on the team, and then follow up individually with “them to close the loop on any open ends, but also to give them additional insight and value” that you might not have covered on that initial call. There's a couple of things where I'm almost like, I've never done that before. The first one I want to talk about is this sales nap thing. So I just want to get kind of like the logistics straight of it. So you kind of scan every meeting that's been going to held next week.
versus which deals you're gonna cover in pipeline reviews or gone reviews? Think you wanna look at what's the quality of the deal? Is this an ICP fit? Is this somebody that might not look good on surface? How good is that relationship? I know LinkedIn is a great channel for executives, for people that are busy. When I see a connection with somebody that I am very tight with, “I'm immediately sending them a LinkedIn message saying,” hey, just caught Wen to my reps meeting with your team. Do you have a few minutes to chat? I wanna kind of jump in immediately to see if I can get any insights. If I see this as a good deal, if I understand they came in, demo requests, they might've given us some information that they're in a true evaluation. Those are also calls I'm saying, hey, bring me in. I wanna join this.
Winrate vs. Outbound vs. Traditional Inbound. “Remember, any time we had an opportunity to get an investor intro before reaching out” to a company, literally that was a 10 out of 10 times going to be a way warmer conversation, a far more likely discovery call because we were de-risked. I've made the mistake in the past in my sales process where I've told my reps, no references until verbal commitment.
Kelvin, I'm curious. My guess is you're not literally just scrolling through all of their Gong recordings and reading the transcripts and randomly coaching. If I want to start figuring out ways to get a little bit smart about using my call recording platform, what are one or two things that I can start with right away? “Most call recordings are going to have breakdowns of how well your team performed.” The one thing I would start at is, where's the biggest gap in process? I think usually when you talk to a sales leader and they're talking about their reps, it's either we're not getting to power, we're too low level, we don't have enough stakeholders involved, we don't have enough engagement in between meetings. All of these call recording softwares are going to tell you all of this information.
You can use a lot of the AI in these call recording softwares to flag key competitors, flag risk, flag key things that your team wants to look for and automatically upload these into libraries. That way you can quickly identify them as a manager. Show me your favorite. Don't listen to a call straight up and sit through an hour to understand gaps. “Use the data to understand really quickly what's happening with individual reps.” Go back to those specific calls at that specific stage, and then understand what we can be doing better on those calls together. Dude, amazing show. We have to end with the final question, and it is this. We talked about a lot of good habits when it comes to coaching, helping your reps accelerate
We built a playbook with our friends at Responsive on different proposal accelerators that you can use to close deals faster. Grab it in the show notes. Number three, take the 25 discovery calls that your reps have this week, plop them into a spreadsheet, throw it into SalesNav, and identify referral opportunities with your “leadership, your co-founders, your investors, and previous customers.” And then lastly, number four, based on what you find, if you have a really strong introduction, for example, an exec intro, you might go all in and try to bridge that intro right away. Or if it's a slightly weaker one, you might just give it to your reps so that they can build some rapport. All righty, folks.
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