Jonny Adams

And that's exactly what we should be tackling today, is that question that you ask, which is the why. And there's so many obstacles that people face, which I know we're going to have to tackle today in this conversation to get your advice and expertise, Thomas. I think it's important that we... talk a little bit more about going into a little bit more about these referrals and some examples.

And that's exactly what we should be tackling today, is that question that you ask, which is the why. And there's so many obstacles that people face, which I know we're going to have to tackle today in this conversation to get your advice and expertise, Thomas. I think it's important that we... talk a little bit more about going into a little bit more about these referrals and some examples.

And then let's tackle that topic of, I think we're all building a business case here, which is great that they work. And I'm sure we could pull in loads of examples. It's just why do people not do it, which I'm really interested, intrigued about tackling throughout today's conversation.

And then let's tackle that topic of, I think we're all building a business case here, which is great that they work. And I'm sure we could pull in loads of examples. It's just why do people not do it, which I'm really interested, intrigued about tackling throughout today's conversation.

There is a prime example of success that we've found and where through driving, using intimacy with another organization that we've worked with for seven years, the story behind it, to your point there, Thomas, is this individual that we'd built a strong relationship with. He actually never procured from SBR, so never actually bought our services, but we built and formed a strong relationship.

There is a prime example of success that we've found and where through driving, using intimacy with another organization that we've worked with for seven years, the story behind it, to your point there, Thomas, is this individual that we'd built a strong relationship with. He actually never procured from SBR, so never actually bought our services, but we built and formed a strong relationship.

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.