Dow
     +156.82
12862.23
+1.23%
 |
S&P 500
     +19.36
1344.90
+1.46%
 |
Wil 5K
     +214.37
14047.18
+1.55%
 |
Nasdaq
     +45.98
2905.66
+1.61%
 |
EAFE
     +0.84
53.91
+1.57%
 |
OPEC Oil
     +0.20
110.82
+0.18%
 |
10Y Yield
     +0.01
1.83
+0.46%
May 17, 2010 4:45 PM

Referrals Are Good, Pass It On | BTalk

By
Phil Dobbie
(MoneyWatch) 
Listen now: Download today's podcast
Jack Daly

Jack Daly


(Episode 497; 15 minutes 04) Lots of businesses don't have a sales target for referral business, yet it's often the easiest route to higher margin customers. The target is important because what's not measured doesn't get done.

That's not me talking. These are the views of sales management expert Jack Daly (visit his blog here). I ask him on today's BTalk why referrals are so important, how you get them and why sales people aren't naturally pursuing them?

Then there are those referrals that can come from online tools like LinkedIn. What's Jack's view on social media as a method of gathering referrals?


© 2010 CBS Interactive Inc.. All Rights Reserved.
.
Scroll Left
Scroll Right More »
CBS News on Facebook
  • Building You a Better Morning

  • CBS This Morning

    "CBS This Morning," anchored by Charlie Rose, Gayle King and Erica Hill, airs weekdays from 7 to 9 a.m. ET and at the same time in other time zones.
    Learn more...