Prospecting Best Practices with James Muir
Summary
TLDRIn this interview, John Golem speaks with James Mir, founding CEO of Best Practice International and author of 'The Perfect Close', about the challenges of sales prospecting and the power of referrals. They discuss how marketing message overload and shrinking attention spans have made prospecting harder. Mir emphasizes the effectiveness of referrals, suggesting that salespeople should systematically ask for them and provide specific names to increase the likelihood of success. He also shares insights from his upcoming book, highlighting that referrals lead to higher conversion rates and customer lifetime value, and that salespeople who actively seek referrals can significantly increase their earnings.
Takeaways
- đ Prospecting has become more challenging due to marketing message overload, with individuals exposed to approximately 10,000 sales messages daily.
- đ Attention spans are decreasing; a British study revealed we switch screens 21 times an hour, and Microsoft found our attention span is now shorter than a goldfish's, at 8 seconds.
- đ To stand out, focus on four high-leverage areas often neglected: Market (targeting the right customers), Messaging (ensuring relevance), Medium (using effective channels), and Motivation (aligning sales team incentives).
- đŁïž Referrals are a powerful, yet underutilized, channel for sales. They significantly outperform other channels in converting leads to opportunities.
- đ Referrals not only convert better but also lead to higher customer lifetime value, with referred customers spending on average 133% more than non-referred ones.
- đ€ Building a systematic process for asking for referrals is crucial. This includes doing research to identify potential connections a client may have and asking for an introduction to specific individuals.
- đŒ Salespeople who actively seek referrals can earn between 400 to 500% more than those who do not, highlighting the financial benefits of leveraging this channel.
- đ Referrals are a trusted source, with around 90% of buying decisions involving some form of referral, reflecting a societal trend towards peer recommendations over sales pitches.
- đ Salespeople should not wait until they feel they've 'earned' the right to ask for referrals; the best time is often immediately after a sale when the customer is most excited and satisfied.
- đ James Mir's upcoming book, due in December, will delve deeper into the strategies and tactics for maximizing the effectiveness of referral sales.
Q & A
What is the main challenge in prospecting today according to James Mir?
-The main challenge in prospecting today is marketing message overload, with people being exposed to around 10,000 sales, marketing, and branding messages every day, leading to defenses being built up to protect their time.
How has the human attention span changed recently, and how does it affect prospecting?
-The human attention span has decreased, with a British study indicating that people switch screens on their computers about 21 times an hour, and Microsoft claiming our attention span is now about 8 seconds, less than that of a goldfish. This means that when connected, there's a very narrow window to get a message across in prospecting.
What are the four high-leverage areas that are often neglected in sales according to James Mir?
-The four high-leverage areas that are often neglected in sales are Market (targeting the right customers), Messaging (ensuring the message is relevant), Medium (the channels used), and Motivation.
Why are referrals considered the most effective channel in sales?
-Referrals are considered the most effective channel because they have a significantly higher conversion rate from lead to opportunity compared to other channels like seminars, networking, webinars, and cold calling.
What is the common mistake people make when asking for referrals, according to the discussion?
-A common mistake is asking customers on the spot for referrals without providing context or specific names, which puts the customer in a difficult position to think of someone immediately.
How can salespeople prepare before asking for referrals to increase their chances of success?
-Salespeople can prepare by researching potential referrals using tools like LinkedIn or society rosters to identify specific individuals the customer might know, making the request for an introduction more targeted and less burdensome for the customer.
What is the importance of being systematic when asking for referrals?
-Being systematic in asking for referrals ensures that it becomes a regular part of the sales process, increasing the chances of receiving quality referrals and leveraging this highly effective channel consistently.
Why is it beneficial for salespeople to create connections with their clients' networks?
-Creating connections with clients' networks allows salespeople to leverage their clients' relationships for referrals, expanding their reach and potential for new business opportunities.
What is the significance of the timing when asking for referrals after a sale, as discussed in the interview?
-The best time to ask for referrals is immediately after a sale when the customer is excited and satisfied, as this positive experience can lead to high-quality referrals and helps fill the sales pipeline faster.
How do referred customers compare to non-referred customers in terms of value and behavior?
-Referred customers tend to spend 133% more and have a lifetime value that is 16-25% higher than non-referred customers. They also accelerate the sales process due to the built-in trust and endorsement from the referral.
What is the impact of actively seeking referrals on a salesperson's earnings?
-Salespeople who actively seek referrals can earn between four and five times more than those who do not, highlighting the effectiveness of referrals as a sales channel.
Outlines
đ Introduction to Sales Prospecting and Referrals
John Golem, from Sales Pop and Pipeliner CRM, interviews James Mir, the CEO of Best Practice International and author of 'The Perfect Close', about sales prospecting and referrals. The conversation begins with light-hearted banter about the sunny weather in San Diego and Salt Lake City. James discusses the challenges of modern prospecting, highlighting marketing message overload and shrinking attention spans as key factors making it harder to connect with potential clients. He emphasizes the importance of standing out in a crowded market and getting referrals, which are critical for sales success.
đ The Power of Referrals in Sales
James Mir explains why referrals are the most effective channel for sales, outperforming other methods like seminars, networking, and cold calling. He points out that while referrals are recognized as the best channel, many salespeople overlook them due to forgetfulness or lack of a systematic approach. James suggests creating a process for asking for referrals and shares insights from his research, including the importance of asking for introductions in a specific and non-invasive way. He also addresses common concerns like lack of confidence and fear of asking the wrong way.
đ€ Maximizing Referrals Through Strategic Approaches
The discussion continues with strategies to maximize the referral channel. James emphasizes the importance of doing the research to identify the right person to ask for an introduction and the timing of asking for referrals. He shares his experience from complex B2B sales, where asking for referrals immediately after closing a deal can be highly effective. James also talks about the value of keeping clients in the loop and turning them into champions who continuously provide introductions.
đ Data-Driven Insights on Referrals and Sales Success
James shares compelling data on the conversion rates and sales success linked to referrals, stating that referrals lead to higher conversion rates and that referred customers spend more and have a higher lifetime value. He also reveals that salespeople who actively seek referrals earn significantly more than those who do not. The conversation touches on the importance of not getting caught up in the debate over lead attribution and the value of leveraging referrals to accelerate the sales process and reduce competition.
đ Techniques for Building a Robust Referral System
The final paragraph focuses on techniques to build a robust referral system. James suggests creating environments where sales teams can connect with clients and leverage their networks. He advises against restricting sales interactions with clients, as it limits the use of the most effective prospecting channel. James also discusses the importance of confidence in one's product and the role of referrals in building trust with potential customers. He ends with a teaser about his upcoming book and invites viewers to connect with him for more insights.
Mindmap
Keywords
đĄProspecting
đĄReferrals
đĄMarketing Message Overload
đĄAttention Spans
đĄTargeting
đĄMessaging
đĄMedium
đĄSystematic Referral Process
đĄCustomer Champions
đĄLead Attribution
Highlights
James Mir, founding CEO of Best Practice International, discusses the challenges of sales prospecting and the importance of referrals.
Prospecting is becoming harder due to marketing message overload, with individuals exposed to approximately 10,000 messages daily.
Human attention spans are decreasing, with an average of 8 seconds, shorter than a goldfish's.
Differentiating in sales requires focusing on high-leverage areas that are often neglected, such as targeting the right market.
Referrals as a sales channel significantly outperform other methods, with much higher conversion rates.
Creating a systematic process for asking for referrals is essential for sales success.
Lack of confidence and incorrect asking methods are common barriers to obtaining referrals.
Researching potential referrals beforehand and asking for specific introductions increases success rates.
Referrals can accelerate the sales process by providing built-in validation and often eliminating competition.
Referred customers tend to spend 133% more and have a 16-25% higher lifetime value compared to non-referred customers.
Salespeople who actively seek referrals can earn between 400-500% more than those who do not.
Referrals are a critical and often overlooked channel for lead generation in sales.
Salespeople should not wait until they feel they have 'earned' the right to ask for referrals.
Creating opportunities for clients and sales teams to connect can help leverage referral channels.
Support teams should not act as 'guardians' of clients, restricting sales engagement, as it limits the use of the most effective sales channel.
Referrals are a key dynamic in the buying process, with 90% of decisions involving some form of reference to others.
James Mir's upcoming book on referrals is expected to provide further insights into maximizing this sales channel.
Transcripts
[Music]
all right hello and welcome to another
expert inside interview my name is John
Golem from sales pop online sales
magazine and pipeliner
CRM joining you as usual from a sunny
San Diego not a cloud in the sky today
and today I am joined by James Mir who
is down in lovely Salt Lake City how you
doing James very good very good we have
a little sun today so we're just getting
through the winter h excellent and James
is a founding CEO of best practice
International and the bestselling author
of the number one book on closing sales
the perfect clo and what we wanted to
talk about today is a subject that's
very very dear to a lot of people's
heart and that's
prospecting and getting referrals
prospecting I love just saying that word
because it bring people in a cold sweat
or it's Friday please don't mention that
word prospecting um but uh James so how
has we'll talk about referrals but how
has prospecting itself changed in the
last number of years oh it's definitely
getting harder definitely getting harder
um and if you ask me why that was
there's a ton of things but probably the
number one driver behind what makes
prospecting harder today than it was a
few years ago is marketing message
overload and what the latest data shows
is that we're all all of us getting
exposed to somewhere around 10,000 sales
marketing and branding messages every
single day and so you you just don't get
hit with that many many messages every
day without building up some defenses
and so our clients have all kinds of you
know defenses for protecting against
their U just to protect their time you
know their phone call there's tools for
protecting their social and all that
kind of stuff to keep us from getting
through to them and so that's one of the
biggest things uh that has made it
difficult another interesting thing
that's kind of relatively new is that
the data is showing is that our
attention spans uh are getting shorter
and uh the British study came out last
year that said that we're flipping our
screens on our computers about 21 times
an hour and that corroborates pretty
nicely to Microsoft's claim that our
attentions are now about 8
seconds which is a little bit less than
a goldfish and so what what that means
from a prospecting perspective is that
when we finally do get connected we got
a really really narrow window in order
to get our message across so I'd say
those are it's I mean there's certainly
a lot more drivers that are causing it
to be more challenging but those are two
of the big ones yeah I saw that thing
about the Goldfish um I referenc it in a
in a in a speech a few years ago fact
that we that we had actually dropped
below the Goldfish and at what stage did
we you know were we going to admit to
ourselves that we had gone from
Evolution into Dev
Evolution I think we're firm firmly in
on that trajectory right now um so um
the overload one that you mentioned is
is really interesting because um yeah
when people get overloaded or bombarded
their first instinct is to shut down
right and just is and so people are just
so tired of being of everybody coming at
them so what are some of the ways that
you can differentiate or stand out or
stand out from the noise what what are
some of the things you can do well you
know the the irony is if you ask that
question to most folks say hey how are
you gonna handle that challenge you want
to know what the number one answer you
get is they tell you that they're just
GNA do more more right and do you see
the irony in that right is that is that
the number one challenge is marketing
message overload and then what are we
going to do we're just going to add more
marketing and messages to mix so it's
really kind of irony uh that that's the
number one strategy so the things that
we can do is there's actually some very
good data out there that says that there
are really four areas that are high
leverage and and mostly neglected by uh
across all um sales Industries uh that
produce the best results and they kind
of fall into four categories there's
Market which is really around targeting
that is customers need need to just
spend a little time and figure out what
their most ideal client looks like and
focus on that and the reason for that is
that it's such a high leverage thing is
that any if you put garbage Accounts at
the top of your pipeline it won't matter
if you have perfect demos perfect offers
perfect negotiation anything below that
is not going to work because it's
garbage in at the top to garbage out on
the bottom so um the other is messaging
which is we is what we do say when we
finally get to a customer matters a lot
it's important that it be relevant to
them and then um medium is really about
the channels that we use and um I think
for today one of the mediums that we
want to talk about is referrals and U I
have a um I've done uh quite a bit of
research over the last few years I have
a book on referrals that's uh in the in
the works right now and what I can tell
you is that um if when you look at the
different channels that we typically use
in sales you know like um uh seminars
networking webinars inperson prospecting
St shows cold calling emailing phone all
that referrals as a channel completely
Slaughters every other channel by a
country mile by a country mile I mean
that it is so much farther away in terms
of its conversion from lead to
opportunity that it's even it's hard to
see who second place is and so go ahead
just to and just to um just to stop on
that for a moment right so and here's
the thing about referrals right is the
statistics that you just mentioned there
okay they're by far the best best um
best Channel but yet why is it that
people either they Overlook referrals or
they think it's like oh yeah James
you're my customer do you know anybody
who could also use my product and I ask
you once and I put you on the spot and
you go um not off the top of my head and
now I've said oh well that's it I've
done my I've asked everybody for
referrals and nobody's given me any I
ask that question all the time to my
clients right and almost everybody knows
that referrals as a channel is the best
channel uh and so then I ask you well
okay well so why aren't you doing it
right and so by far the number one thing
that I hear actually is that they just
forget they don't have a a system they
don't have a process and since they
don't have a process or a system that
they're following it's random right and
so the key there then that the takeaway
from anybody listening is that we'll
create a process so that you're
systematically asking for the referrals
that's the number one thing um I often
hear that people are they lack
confidence and so they don't want to ask
because they're not confid well all I
would say about that is you got to get
sold on your solution or you're never
going to be successful in sales so if
you can't get behind your product right
then probably time to switch products um
another thing that you kind of intimated
is that uh it they're worried that
they're asking in the wrong way or they
do ask in the wrong way and when they
ask in the wrong way they bomb out and
so the answer to that of course is just
ask in the right way and in a way that
won't get you rejected and um I'm we can
share that with your audience here today
but what I can tell you is I I've read
every book on referrals this out right
now and um what 90% of those books will
tell you is you're supposed to say hey
who else do you know that can buy my
stuff at some point right and what I can
tell you with me and my own teams I have
tried and failed at almost every way you
can think of of um of getting referrals
and if you do anything kind of anything
like hey who else do you know that can
buy my stuff you're gonna bomb out and
the reason for that is it that's
actually harder work to answer that
question than you might think right if I
said hey who who are all the people you
know that own a uh own a BMW right
that's hard work for for the person to
do and so the the solution is when you
go research before you ever meet the
person go research who they know and you
can use LinkedIn to do that or you can
use Society rosters to figure out who
they might know and then you walk into
that meeting with the name of the person
you want the introduction to and you
just say hey um hey John do you happen
to know you know Fred diamond and then
um with that I already know that you
know him right I saw that you guys are
connected on LinkedIn and so the
customers aren't stupid they they know
what you're going to do you're asking
for an introduction so you you'll never
get rejected if they don't if they don't
feel comfortable they will just play
stupid they'll play dumb and say oh I
got don't know that well but what
happens most of the time is they'll say
yeah absolutely I know Fred we've known
each other for a long time and then you
just ask for an introduction you don't
use the word referral uh refer the word
referral has all this baggage around it
and the other thing is uh really wrong
in most of these books is this is not
the time to get greedy and ask for
dozens of referrals yeah just go in and
ask for one make the one work and then
you can always come back to the well and
ask for another one if you do that
you'll end up creating these Champions
that will introduce you to people all
the time um a couple other things that I
hear when people say you know when I ask
them why they don't do it um one of the
things I hear a lot is that they haven't
earned it okay and here's the thing
here's the thing do definitely earn it
you should learn it you definitely
should earn it but you do not have to
wait until you've earned it in order to
ask okay my personal experience um with
complex B2B sales where really high
ticket items is that the really the best
time is actually right after you sold
the deal right right after you made the
got the contract in motion is at a high
point there's no negative feedback of
any kind that they can reference at that
point and so this is a great time to ask
for an introduction to another person
because they're kind of excited about it
and so and it fills your pipeline way
faster right you don't have to wait for
a year to have earned it before you can
ask for it so for sure definitely earn
it right I'm not saying don't earn it
but what I'm saying is you do you you
can ask now you don't have to wait um
yeah and and and what I love about that
what I love about what you just said
James is is that idea about you know
taking the work away from them because
as you said let's let's face it if you
ask me right now if I knew anybody even
with all the greatest will in the world
it's it's Friday
afternoon exactly I don't know off the
top of my head I don't know and and and
that's I think what happens is people
ask like that the other person goes I
can't think of anybody because literally
they can't think of anybody that moment
but they may you know they may at
another time if you're lucky but to your
point if you go do the work for them and
you have pinpointed the exact person and
you just ask for an introduction then
it's a no-brainer right and you're
correct after you've done the sale
you're kind of like you're on a bit of a
high like we got through this process
I've gotten the solution I want I'm
happy with the price I I loved working
with DJ all of the what a great time to
ask for an introduction yep and and
let's follow through with that right
what you want to do after you've done
that then is just keep them in the loop
right let them know what progress you're
making with the other person um and and
that that you'll end up turning that
person that give you the introduction
into a person that will continue to make
more but what we've done is taken all
the work out of it for them all we're
really looking for is the introduction
and by the way I knew this um the first
time ever bought in the states actually
the mortgage broker up in the Bay Area
uh he actually had this I mean it was
you could do this online now but he
actually had this whole org chart on his
wall of every could trace every single
referral back to where came from because
he said you know because we were
referred to him by somebody and he said
okay cool I want to be able to send that
guy a a a thank you but he had it all
tracked out so let me show you some
mind-blowing data on that okay so I
already mentioned the um the conversion
rate from from leads to Opportunities
yeah the conversion rate from
opportunities to sales is also extremely
high it's between three and 500% higher
than any other channel it's massive
right but let me tell you um some
personal experience so um I I come from
the the complex B2B sales Healthcare it
world and when I was a vpa sales for a
region I got caught up in this debate
between marketing and sales about where
the leads were coming from right and um
it totally unintentionally but anyway so
these guys were basically arguing about
the quality of leads and where they were
coming from marketing was saying things
like hey this percentage is coming from
the website and this percentage is
coming from Google um and all that kind
of stuff right and so what I did is I
actually hired someone to call and
contact every lead that came in for a
three-month period it was about a
thousand leads okay right and here's the
interesting thing what this person asked
that turned out to be really significant
is she said she would ask these guys
when she contacted me say well what made
you go to whatever the channel was to
begin with she said so if they went to
the website she say well what made you
go to the website to begin with or if
they typed name in Google she'd say well
what made you type her name in Google to
begin with and here this will just blow
your mind okay what um what we found is
that in 74% of cases we that's 740 some
leads right we could trace it back to a
person that had turned them on to us
right they'd say oh you need to check
out these guys then boom next thing you
know they're on the website or boom next
thing you know they're typing in Google
and there's a word for that in the
marketing world it's called attribution
but I would just say from a sales
perspective
don't get caught up in that what I want
to just the point of all of this is just
that um referrals as a lead Source might
be considerably more important than you
might have previously imagined because
from my perspective somewhere around 74%
of All Leads actually come from
referrals and I'm not the only one who's
come up with numbers like that um New
York Times came up with about a 65%
figure and BNI Global has come up with a
70% number and so again the the the the
takeaway from these metrics and this
experience that I personally had is just
that you may not realize it but maybe
the majority of your leads are already
coming from referrals you're just not
leveraging the channel and you're not
being systematic about trying to use
that channel in order to to create
success for your teams yeah and let's
face it uh it also helps it in many
cases helps accelerate the sales process
because let's face it you got to go
through a period in a sale where you
have to validate yourself maybe you got
to get customer references all of that
if you've come through a referral you've
already got a huge amount of validation
right there that sometimes they may
actually even shortcut that whole
process yes well first of all because
the customer didn't choose the timing of
the engagement when the customers do
that they tend to invite competitors in
right yeah right hey we're shopping for
something so I'm gonna invite all the
competitors in but when you get an
introduction you've picked the timing
and so very often there's zero
competition and you like you just said
there's a built-in reference right
there's an implied endorsement when that
introduction happens and so that makes
you right out of the shoot you're
insanely stronger than any other channel
and opportunity that you might have used
like an email or you know a cold call or
anything like that it's just much much
better so what are what are some other
um uh techniques that people can use to
maximize their referral business well so
I I think the most important thing is to
get systematic about it and that it
means to create a process for your teams
or for yourself so that you're in the
habit of doing it on a regular basis
basis it's just like any other thing if
you're doing your prospecting and your
time blocking you're devoting a certain
amount of time per day to that what I
would say is do the same thing for
referrals and it really deserves a very
important and prominent part in your um
prospecting repertoire because the
channel is so much more effective than
any other channel a couple of cool
tricks John that people can do is a lot
of times salespeople won't know their
clients I just maybe they're brand new
and they don't know the client base so
what um Executives can do to improve
that situation first the sales rep can
of course reach out to every client
within their own territory that's an
important thing but they can do things
like user groups and events where
they're trying to help their clients
educationally or whatever and then that
will create a sort of a very synergistic
type of environment where you've got
many clients in one place at one time
and that is a way for you to introduce
your team to all of them and that
creates an opportunity for us to be able
to leverage their connections right so I
would say create an environment where
you can create connections between your
clients ients and your sales team so
that your sales team can use this
channel if you're in fact I often John I
see the opposite I see the GU the
Guardians of the clients right and so
these support people will never let the
salespeople talk to the clients because
they were they're going to screw up the
relationship with the client in some way
you are shooting yourself in the foot
from a prospecting channel so bad when
you do that because that that is the
number one channel that you could
possibly be using to grow your company
and so to try to Corral your salespeople
out of contacting your customers is just
a huge huge mistake you're leaving a ton
of Leverage um on the table by um making
them use lower effective uh less
effective prospecting channels and it
goes back to what you said earlier
though uh I mean if you don't have that
much confidence in in what you've sold
and in your customer and all of that I
mean why would you put a wall around
them it's like that thing it's like when
people go well why didn't why don't you
look for um a reference now you've just
sold them the deal and and they go I I
want to I want to make sure they get
through implementation you go well okay
surely you should be confident that they
can get through implementation and then
it's well I just want to bed it down for
a little bit but it does it communicates
that you don't have the confidence
exactly right and uh there's a bunch of
other metrics around this whole area
that I think would people be surprised
um first of all whether you know it or
not your prospects are actually using
referrals of some kind in their process
they're they're talking to someone the
data is around 90% of all buying
decisions they're they're referencing
somebody else in the process in fact
that's a trend that makes prospecting
harder is that trust in us as salesp
people there's a u there's a report that
comes out every year from a company
called Edelman it's called the trust
barometer and they they analyze things
like uh countries and careers roles and
states and all that and cities and um
according to that trust barometer
salespeople 3% of society trusts
salespeople there's only one there's
only one profession that is lower than
us on the on the channel and that's
politicians that's it yeah even lawyers
are higher than us on the Trust on the
trust scale right and so what uh what
goes hand inand with that trend is so
they're preferring rather than talk to
us as sales professionals they would
prefer to go to a peer to get that
information about products and solutions
and so you can ignore that Dynamic and
try to cold call your way through it or
send tons of messages like we talked
about or you can Embrace that Dynamic
and and focus on referrals to help you
do that and when you do that though
there's wonderful data I mean you're uh
between four and 500% more likely to be
able to get your appointment when you've
leveraged a contact or some kind of
personal connection um on the value side
of the formula um referred customers
actually spend it's about 133% more than
non-referred customers the their
lifetime value is considerably higher
it's between 16 and 25% higher and my
favorite metric of all the and I could
give you metrics all day my my favorite
metric is that sales people that are
actively seeking referrals actually earn
between four and 500% more than the ones
who don't right so again obviously
because it's the most effective Channel
So for anybody listening or viewing this
did you hear that just repeat that one
again James how yeah yeah sales people
will actively seek referrals earned
between four and 500% not not 50% higher
not 100% higher between four and 500%
more than those who don't yeah so if you
want to turbocharge your earnings now
you know what to do um L James this has
been great we're coming up against the
end of our time here but I me this is
fascinating and when is the when is the
book coming out if all goes well then we
should see it around December time in
the fall fantastic well hopefully you
come back to us in December when the
when the book comes out and chat a
little bit more um all of uh all of um
the information will be in in the bio
about James and so you can contact him
and how to contact them and learn more
but before we go James give them a
little taste of what it is you do and
how they can learn more about you sure
well I just help uh complex B2B sales
organizations improve their we optimize
their sales forces we tend to focus on
those four areas that I just mentioned
which is Market message medium and
motivation those are the areas that we
focus on and um anybody that might be
interested in contacting me can reach
out to me via LinkedIn um I'm very
active on Twitter uh you can course go
to my website uh there's a ton of free
assets there in fact there's a whole
presentation that I gave around this
area and a little bit more that I did at
outbound last year that they can just
down for free and and see how um how it
all works they could get some of the at
least some of the a little bit of the
knowledge that's going to end up in the
book they could get from that
presentation yeah fantastic and um and
as you can see from from this interview
James knows the stuff so I I would
encourage you to go check him out listen
James this has been fantastic my name is
John golden sales pop online sales
magazine pipeliner CRM see for another
expert interview really soon thank you
[Music]
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