Link Between Strategic Account Planning and Referral Selling

Consider for a moment the following challenges, are you facing any of these within your strategic account planning efforts?

1. Are you collaborating deep and wide across current accounts, and professional networks to thrive or open the right doors at key strategic accounts?

2. Have you ever been surprised by the loss of a key account or sales territory?

3. Are your key strategic accounts reaching their full potential?

Now consider these 3 findings:

1. Fewer than 30% of all salespeople ask for referrals.

2. A high-quality referred prospect is 40x more likely to buy vs. cold prospect.

3. Salespeople who actively seek referrals earn 4-5x more vs. those who don't.

Is it possible referral selling has a logical among your diverse set of strategic account planning techniques for existing or target accounts?