61 (Sell): Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)

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Four Actionable Takeaways: 

* Make your ask as specific as possible (person, company, etc.) when asking for referrals.

* Film a video with your pitch for your contact to pass along to the referral.

* Prep your reference with exact talking points and potential objections.

* Display insights to establish credibility - don’t just ask questions.

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Scott’s Path to President’s Club: 

* Host of The Sales Success Stories Podcast

* Account Director @ Relationship One (where he carries a $3M quota)

* Creator of the Linkedin Sales Stars 100 list

RESOURCES DISCUSSED

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• Things you can steal