The Sales Playbook Lab: referrals aren't luck, they're a system

​Everyone wants referrals. Almost nobody's sending them.

​This session breaks down what actually makes a referral network work, straight from a conversation I had with a fractional exec who's built his entire book of business on it. We're covering:

• ​Give to receive. If you're not sending referrals, stop expecting them.

• ​Play in the right sandbox. Be the only person in your specialty in the room, not one of ten.

• ​Being liked gets you nowhere. The real work is quantifying the prospect's pain and making the solution feel obvious.

• ​Storytelling isn't about you. Connect it to their goals or it doesn't land.

• ​Warm intros crush cold outreach. 40 targeted LinkedIn calls beat a flat cold email campaign every time.

​We'll also get into the systems side. How to actually track your network so it's queryable, not just stuck in your head. Because a referral pipeline you can't search is a referral pipeline you can't use.

​If you're fractional, in services, or building anything relationship-driven, this one's for you.