I have over 1,500 names of business contacts in my Outlook folder. But there’s only about 100 business people that I know well enough to accept a referral from me. I have earned the right to make referrals to these busy people because of my prior interactions with them. So when I make a referral to them for you, it’s because I value my relationship with them and not necessarily because I’m doing you a favor. And I expect you to treat that referral like gold because how you handle the referral is a reflection on me.

Rick Roberge hammered this very issue home in his recent blog posting, “Why am I calling?” A guy could have received a great referral from Rick to one of Rick’s trusted contacts but that guy’s reputation with Rick earned him a “No”. A well-deserved “No” in my opinion. And I just loved Rick’s description of this guy in the second to last paragraph! A great lesson and one that made me laugh.

Inquisix members in New England have been graciously extended an invitation to attend a free lunch and sales seminar hosted by Dave Kurlan. Rick Roberge, who was the Inquisix Networking Night guest speaker, is a member of Dave’s Sales Consulting business and invited me to attend the last presentation. Dave is a best-selling author, sales consultant and great business speaker.

Dave’s talk will focus on three topics near and dear to all sales management

* eliminate sales hiring mistakes

* accurately predict future sales revenue

* have all your reps overachieve quota

The event is being held at the White Cliffs Estate in Northborough, MA from 11am to 2pm. If you’d like attend, please register HERE.

Thanks for the invite, Rick!

Enough already

An insides sales expert who I’ve known for almost 10 years and started blogging around the same time as me called me up recently. She said, “Don’t be offended by this but your blog is getting boring.”

I’m thinking, “Boring?!? It may not be as funny as Ken Sasser over at The Sales Wars but boring?” Alright, wait a second, let me give her a chance to explain what she means. So instead of saying what I was first thinking, I asked her why.

“Your blog is always about referrals. I get it, referrals are important. But does it always have to be about referrals? I know you have more things to say that readers will find interesting. How about writing something new?”

So I did a quick mental review of the blog and realized, “Hey, she’s right!” I’ve been so focused in building Inquisix and explaining how referrals from fellow salespeople are just as important as customer referrals that I got caught in a loop. Time to get out of that! So I’m working on some new posts that will discuss my thoughts on other parts of the sales cycle. And maybe Trish will start reading my blog again instead of just skimming titles!

As a closing, let me point you to one my favorite posts from Rick Roberge about not getting emotionally involved. I think I passed that test!

Join Inquisix and fellow beta members for a night of networking!

Tuesday, January 29, 2008 starting at 6pm

Our guest speaker is Rick Roberge, the great sales coach and mentor from Dave Kurlan and Associates, who will speak from experience on why giving referrals is so beneficial to his business….and yours.

This is an invitation-only event with limited space so please email me early for an invitation.

Location
Papa Razzi
2 Wall Street, Burlington, MA
781-229-0100

Schedule
6-6.30pm - Registration & Networking
6.30-7.30pm - Rick Roberge, Sales Coach
7.30pm-? - Networking, Inquisix Q&A

Appetizers & cash bar will be provided.

This is a great opportunity to meet fellow Inquisix members, learn about giving & getting referrals from a sales master and learn how to use Inquisix to its full advantage.

RSVP now - space is limited - email me for an invitation.