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FOUR ACTIONABLE TAKEAWAYS
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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.
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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.
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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.
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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
