Warm Intros and Warm Referrals for New Revenue
84% of B2B buying processes start with a referral. For top-performing revenue teams, that is not just luck. They know where to find referrals and generate more sales pipeline.
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Warm Intros and Warm Referrals for New Revenue
Finding Hidden Gold
In any organization with more than a few hundred people, there is a high probability that someone knows someone at an account you are targeting. Perhaps not every account, it might only be one in ten, but those intros are so powerful that they are worth searching for.The challenge in most organizations is that they remain hidden. It’s too difficult to figure out who could introduce you to an account. LinkedIn will often show hundreds of “connections”, but most of those are too weak to be of any value. The connections are there, but it’s a matter of finding just the best, high-strength relationships.
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Keeping Track of Job Changes
One of the challenges of finding those key connections at a target company is knowing where everyone in your network now works. People change jobs frequently, and if you ask “does anyone know anyone working at Company X?”, it might not be top-of-mind that an old business colleague has now taken on a new role at Company X. Autonomous deal intelligence can keep track of this and flag that strong relationship as a great entry point.
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A Deeper Bench
Executives at your company likely have a strong network, but they are not the only people who have strong networks and a willingness to help. Investors, advisors, and board members are also generally highly connected people and are passionate about your company’s success. Accessing a broader network by engaging this deeper bench is a clear path to success.
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Name Dropping or Introductions
While introductions are extremely powerful, knowing that a strong relationship exists can be valuable by itself. Knowing a name to drop at the right time can be key to getting into a new deal, gaining traction with the right execs, or moving a decision process forward. Knowledge is power, and knowing the relationships exist is a powerful advantage throughout the deal cycle.
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