Strategic Referral Techniques in Sales Handoffs

FOUR ACTIONABLE TAKEAWAYS

• Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
• Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
• Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
• Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.

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