Jonny Adams

So they saw us as a trusted advisor. Another client that we've recently won, a net new logo, a large global program that's going to go across three core regions, 150 sales professionals to revolutionize the way that they deliver consultative selling. And that came from an individual messaging out to her peers saying, do you know any business that's interested in sales transformation?

So they saw us as a trusted advisor. Another client that we've recently won, a net new logo, a large global program that's going to go across three core regions, 150 sales professionals to revolutionize the way that they deliver consultative selling. And that came from an individual messaging out to her peers saying, do you know any business that's interested in sales transformation?

Interestingly, nine months before, I'd asked that individual that shared to her SBR, Have you got anyone in your network that might be valuable for us to talk to asking specifically for referrals? So to your point, that individual never went on the internet to look. They actually had asked their network, who would you recommend?

Interestingly, nine months before, I'd asked that individual that shared to her SBR, Have you got anyone in your network that might be valuable for us to talk to asking specifically for referrals? So to your point, that individual never went on the internet to look. They actually had asked their network, who would you recommend?

So that element of asking for referrals and then being that business at the front of the queue, I'm sure, was something that you're alluding to there.

So that element of asking for referrals and then being that business at the front of the queue, I'm sure, was something that you're alluding to there.

You know, one of the things is the trust equation and you talk about trust there. And when we think about the trust equation, we've got trustworthiness equals credibility plus reliability plus intimacy divided by self-orientation. And I wonder when we're thinking about trust there, which will drive referrals. So I agree with you.

You know, one of the things is the trust equation and you talk about trust there. And when we think about the trust equation, we've got trustworthiness equals credibility plus reliability plus intimacy divided by self-orientation. And I wonder when we're thinking about trust there, which will drive referrals. So I agree with you.

You need to have a trusted relationship for someone to feel like one, they can refer you to others and two, you're comfortable to refer them. What area of that trust equation do you two think is important to really index on when using referrals? Because we're talking about trust.

You need to have a trusted relationship for someone to feel like one, they can refer you to others and two, you're comfortable to refer them. What area of that trust equation do you two think is important to really index on when using referrals? Because we're talking about trust.

That's important to reference. If we're looking at trust, the reason why I anchor back towards the trust equation, just to talk about that, is that I had a really good conversation with a founder this week, and we're a partner of theirs, they're a partner of ours, and we're looking to win a collective trust. deal together.

That's important to reference. If we're looking at trust, the reason why I anchor back towards the trust equation, just to talk about that, is that I had a really good conversation with a founder this week, and we're a partner of theirs, they're a partner of ours, and we're looking to win a collective trust. deal together.

There needs to be trust there, but there needs to be trust to refer one another to each business. And I wonder if we look at the top three areas, credibility, reliability, and intimacy, I think everyone that's being referred or you're willing to refer someone else, there must be some element of credibility in that relationship.

There needs to be trust there, but there needs to be trust to refer one another to each business. And I wonder if we look at the top three areas, credibility, reliability, and intimacy, I think everyone that's being referred or you're willing to refer someone else, there must be some element of credibility in that relationship.

You must have some type of possible brand equity, or there must be some type of

You must have some type of possible brand equity, or there must be some type of

proven experience in the past that you could demonstrate possible outcome or at the simplest form if you meet them at a networking event as long as you're showing credibility around what you deliver i think the other thing is reliability having that consistency to always be on time be punctual and be consistent in the relationship you've got with that person And the final one is intimacy.

proven experience in the past that you could demonstrate possible outcome or at the simplest form if you meet them at a networking event as long as you're showing credibility around what you deliver i think the other thing is reliability having that consistency to always be on time be punctual and be consistent in the relationship you've got with that person And the final one is intimacy.

I don't know about you guys, but building and forming that relationship that goes a little bit deeper than just surface level questions and thinking about those questions. So I think to answer one of the questions that we've sort of alluded to, which is why do people not do referrals, which is what we're getting to.

I don't know about you guys, but building and forming that relationship that goes a little bit deeper than just surface level questions and thinking about those questions. So I think to answer one of the questions that we've sort of alluded to, which is why do people not do referrals, which is what we're getting to.