BIBA webinar - Why referrals should be the mainstay of your top of funnel lead generation presented by Camelot

82% of B2B buyers never make it as far as doing an internet search, instead relying on their networks for recommendations. So, if you rely on traditional marketing methods you are only targeting 18% of available budget. This webinar explains how to increase referrals to your business.

Learning objectives:

By the end of this webinar, delegates should be able to:

• Analyse how your buyers buy
• Explain why all lead sources pale in comparison to referrals
• Quantify how many of your clients are willing to give you referrals
• Calculate the likelihood that referrals will positively impact your business.

Presenter - Thomas Coles

Throughout his 27 year career Thomas has led sales teams, account management and the full end-to-end sales journey, latterly as a full-time sales transformation consultant.  Thomas’ specialism is helping clients punch above their weight, selling vendors into the biggest global corporates in sectors such as technology, financial services, insurance, charities, consulting, and especially Aviva, QBE, RSA, AXA XL, Hannover Re, Jelf, Exeter Friendly Society, HSF, Glencore Xstrata.  He now advises their 1 and mid-market PE firms on value creation in portcos through accelerating growth.
His clients attribute £105m of additional new business and account management revenue wins to his advice, with one financial services client signing orders worth £32m in ten weeks whilst Thomas worked as an interim Sales Director.  Over the last 7 years he has helped clients build growth playbooks in the insurance sector, with a broker growing at 68% year-on-year as a direct result, and another example seeing firm’s team instead of founders achieve 56% growth and attributing 300% ROI to working with him.

Delegates participating in the accredited webinar can claim up to 1 CPD hour towards the CII member CPD scheme. A formal completion certificate will be issued for members attending and returning a feedback form.  

DISCLAIMER:

Our webinars are designed to give information and guidance and we aim to make them as accurate as we can at the time of presentation and recording. However, they may sometimes represent individual views and BIBA cannot guarantee, nor do they accept any responsibility or liability for, the accuracy or completeness of the content or for any loss which may arise from reliance on information contained within these presentations and recordings.