Listen now | It’s every sales leader’s dream to have a team of salespeople that knows where to spend their time, builds half their pipeline through their own prospecting and crushes the competition during the buying process. Jen Bennett has made this dream a reality at multiple companies and shares the keys to her success in this podcast.
If 100% of your customers have similar value props and view each other as direct competitors then referrals probably won't work. Otherwise it's worth a try as the worst thing they'll say is no.
I work in direct advertising sales. Our site is niche. Our TAM is small. Do you think asking for referrals makes sense for our situation? I've always felt funny, as if they wouldn't want to refer business because that could potentially be a competitive threat (since our inventory is capped/limited and scarcity drives prices).
If 100% of your customers have similar value props and view each other as direct competitors then referrals probably won't work. Otherwise it's worth a try as the worst thing they'll say is no.
I work in direct advertising sales. Our site is niche. Our TAM is small. Do you think asking for referrals makes sense for our situation? I've always felt funny, as if they wouldn't want to refer business because that could potentially be a competitive threat (since our inventory is capped/limited and scarcity drives prices).