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RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.
15 Ways to Get Referrals
15 Ways to Get Referrals

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently.

We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us. Referrals build a seller's trustworthiness and credibility—two cornerstones of effective selling.

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10 Ways to Improve Your Networking Skills
10 Ways to Improve Your Networking Skills

Much of sales is about making connections.

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Networking Skills: 3 Ways to Get to the Real Decision Maker
Networking Skills: 3 Ways to Get to the Real Decision Maker

We've all been there.

Someone reaches out to you. They're enthusiastic. Ask for information. Want to talk to you on the phone. Ask for a proposal. Tell you they're "genuinely interested" in what you're offering. And "need something concrete to discuss in a meeting that's coming up."

And then...nothing.

The sale doesn't move forward. No decision is made. No further action from your side required. And "they'll be back in touch when they know more."

Here's the thing: sometimes the people we start talking to are not the people we should be talking to.

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