"Referrals are a powerful tool because they have already done a lot of the qualifying for you."- Catherine Brown

Summary

Catherine Brown shares her journey from being a technical recruiter to running a cold calling company and eventually becoming a sales trainer.

She emphasizes the importance of referrals and building relationships in sales.

Catherine discusses the challenges of being a business owner and the need to learn various aspects of the business, including sales.

She highlights the psychology behind sales and the importance of persistence and self-mastery.

Catherine also emphasizes the need for founders to have sales skills and understand the sales process.

Catherine Brown and Wesleyne Whittaker discuss the importance of focusing on your strengths and passions as a business owner, rather than trying to do everything yourself.

They emphasize the need to be realistic about your abilities and build a plan that allows you to leverage your strengths.

They also discuss the value of practice and experience in discovering what you truly enjoy and excel at.

They highlight the importance of not limiting yourself or your team based on your own limitations, and instead, embracing diversity and different skill sets to foster growth.

Catherine shares her journey of building a B2B referral network and the power of referrals in generating qualified leads and long-term relationships.

They also discuss the upcoming Sell Well conference, which aims to provide B2B sales development insights and networking opportunities.

Takeaways

• Referrals are a powerful tool in sales and can lead to highly qualified leads.
• Building relationships and understanding clients' goals are key to successful sales.
• Business owners should learn sales skills and understand the sales process to manage their teams and evaluate their performance effectively.
• Persistence and self-mastery are crucial in sales, and rejection should not be taken personally.
• Founders should have sales skills and be involved in the sales process to understand their market and customers. Focus on your strengths and passions as a business owner and build a plan that allows you to leverage them.
• Practice and experience are essential in discovering what you truly enjoy and excel at.
• Don't limit yourself or your team based on your own limitations; embrace diversity and different skill sets to foster growth.
• Referrals are a powerful source of qualified leads and can lead to long-term relationships.
• The Sell Well conference provides insights and networking opportunities for B2B sales development professionals.

Chapter

• 00:00- Introduction and Background
• 02:18- The Power of Referrals and Building Relationships
• 04:44- The Psychology of Sales: Persistence and Self-Mastery
• 13:37- Understanding Why People Buy
• 25:02- Embracing Your Strengths and Passions
• 27:16- Embracing Diversity and Different Skill Sets
• 32:29- The Power of Referrals
• 39:18- The Sell Well Conference

Want to gain some new referral relationships with less awkwardness?

On September 6th, at the Sell Well 2024 conference, you’ll meet founders & B2B professional service providers who can introduce you to their clients.

You’ll walk away with new strategies for business development and new relationships with trusted advisors who like to give sales referrals.

Plus, I'm speaking at the event! My followers & clients register here and use the code SELLWELL100 for $100 off the one-day conference ticket.

To Connect...