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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right at the tail end of that discovery to make a warm introduction to the key stakeholders. You mentioned something in passing that if you catch something interesting, you might be like, I'm gonna jump in on that deal. How do you decide which deals you're going to jump in on 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?
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.
And if Ben is a true advocate, he's gonna sing your praises. One thing I will caution you with is, with former customers, always check the health and status of that account, right? We don't wanna send people to customers that might be in risk situations or not healthy or happy. And so just double check, hey, are they using the product? Are they happy? “Are they somebody that looks like an advocate” or maybe a nice, you know, sticky scenario? Maybe there's something I hold onto until maybe the timing's better. Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don't die at the last mile. One great way to drive your deals faster
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.
In Referrals