Colleen Francis is the founder of Engage Selling Solutions and a recognized sales expert. Our interview today focuses on the very important component of the sales cycle - referrals.

She speaks to the advantages of referred leads versus cold calling, supporting her position with hard numbers. Addressing topics of why sales reps don't ask for referrals, when and how to ask for a referrals. Colleen shares some specific tips on asking for referrals that actually works, why the concept of reciprocity is so valuable and professional ways to acknowledge the referral. Hear about her ‘Advocacy Program’ to manage your referral network more efficiently.