Referrals convert at a higher rate than any other source of leads. LeadIQ recently surveyed 100 sales leaders, where 81% of respondents believe that their sales team does not ask for enough referrals. While many companies hold Sales Development Representatives (SDRs) responsible for prospecting, the truth is that Account Executives (AES) are prospecting too by filling their pipeline with referrals whenever possible, or at least they should be.

92% of people trust referrals from people they know, and 73% of executives prefer to work with sales professionals referred by someone they know. After all, business relationships are made through networking and partnerships. It is imperative that sales professionals do everything in their power to build out relationships and referrals.

When and how do you ask for a referral? Read our eBook to find out.

Things you’ll learn:

• Why referrals are a crucial aspect in filling AEs pipeline.
• When’s the best time to ask for referrals.
• How to ask customers and non-customers for referrals.