Referrals Are Good, Pass It On | BTalk

Last Updated May 26, 2010 5:37 PM EDT

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?