How to build a bigger pipeline through introductions and referrals : Sales Leader Round Table


9.00 - 10.00 am BST: As a result of joining this event you will know how to unlock the goldmine of untapped opportunities in your network of customers and contacts to drive rapid pipeline growth and performance improvement

Recommended audience

Any Sales Leader who needs their team to build stronger and more resilient pipeline of quality sales opportunities

Type of audience

UK and International


Are your sales team generating a steady flow of high quality sales opportunities through introductions and referrals from their customers and contacts? For most sales leaders and managers this is the HOLY GRAIL!

It is widely acknowledged that winning new business is easier and more profitably if you are recommended, referred or introduced. However, whilst the sales community knows this, few do it and even fewer do it consistently well. SNH have studied this puzzle for many years, understand the common barriers and help sales teams fix this problem. In this round table we will discuss your experiences and share some of our key insights to help you unlock the untapped opportunities in your customer and contact base.

Key takeaways

  • Understand the strategic advantages of referrals as a profitable source of new sales opportunities.
  • Understand the reasons why most sales teams never manage to unlock the untapped opportunities for referrals in their network of customers and contacts - and a framework for evaluating their own teams.
  • A plan with next steps to start generating a steady flow of quality opportunities through introductions and referrals.

CPD Points

CPD Points: Two (when attending live)


Simon Goodison, Managing Director, Smarter Not Harder

Simon was Director of UK Business Sales for a global telco before he co-founded SNH in 2003 to help leaders and their teams to work smarter and achieve more. He has worked with hundreds of sales teams globally to accelerate performance and deliver measurable ROI. Clients include Salesforce, Samsung, Hilton and hundreds of fast growing SMEs.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information



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