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Want prospects who want to hear from you? Get referrals

Who wants to spend their selling time calling at least seven times before reaching a prospect? No one. Here's how to avoid it.

By Joanne Black | Updated on November 17, 2015
Decision-makers will always meet with salespeople who’ve been referred by people they know and trust. (Photo: Thinkstock)

I recently scored a meeting with the CEO of a Fortune 500 company. It took me one call to get on his calendar. Why? I received a referral introduction from his trusted friend and advisor.

During our 30-minute call, I learned what this CEO expected from salespeople and what initiatives he was driving. He referred me to his Global VP, who has been more than willing to help me make connections within the company.

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