30 Minutes to President's Club | No-Nonsense Sales How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims | Ep. 296 (Lead)
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Mar 20, 2025 Kelvin Sims, Senior Sales Manager at Vitally.io, shares his expertise in leveraging warm referrals to supercharge sales. He emphasizes creating a clear reference policy to streamline reference calls, which often spiral into chaos. Kelvin discusses optimizing the time between meetings with actionable steps to maintain sales momentum. He highlights using LinkedIn Sales Navigator to identify and facilitate connections, enhancing rapport with prospects. The conversation also touches on strategic introductions and maintaining strong relationships to generate valuable referrals.
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Leverage Your Network for Referrals
- Identify referral opportunities from your team's discovery calls using LinkedIn Sales Navigator.
- Leverage connections with leadership, investors, and past customers to build rapport or identify key stakeholders.
Friday Best Practices
- Create a weekly recap of key wins and learnings from your team.
- Share this information in a central location like Slack or Notion for easy access.
Win Between Calls
- Coach reps to add value between sales calls.
- This includes agenda setting, executive touches, and following up on open questions.