March 21

Customer Referrals and Your Sales and Marketing Department

Marketing Strategy


For the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue. 

So how do you ask for referrals?  I wrote a post called, "Asking for referrals does more than Generate Leads," based on the Harvard Business Review article, “The One Number You Need to Grow” by Frederick F. Reichheld. 

During two years of research, Reichheld discovered, that the answer to this basic question, ‘Would you recommend our products/services to a business peer?’, correlated directly to growth rates. 

Jim Lenskold and Bill Lee just wrote a practical article on MarketingProfs which builds on Reichhelds’s research and ideas.  MarketingProfs: Turning Customers Into Your Sales and Marketing Department

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

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