{"id":56658,"date":"2019-03-14T11:31:57","date_gmt":"2019-03-14T09:31:57","guid":{"rendered":"https:\/\/blog.salesflare.com\/sales-referrals"},"modified":"2024-11-26T17:00:39","modified_gmt":"2024-11-26T16:00:39","slug":"sales-referrals","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/pl\/polecenia-sprzedazy-2","title":{"rendered":"Jak zdoby\u0107 wi\u0119cej polece\u0144 sprzeda\u017cowych B2B?"},"content":{"rendered":"<h1>Jak zdoby\u0107 wi\u0119cej polece\u0144 sprzeda\u017cowych B2B?<\/h1>\n<h2 class=\"h2-subheader\"><strong>Sales Pipeline Masterclass: Cz\u0119\u015b\u0107 \u00f3sma <\/strong><\/h2>\n<figure class=\"image regular\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/images.storychief.com\/account_481\/unsplash-image_eb853afe985aec8ea5e10d6a4f20a04b_800.jpg\" alt=\"czerwone \u015bwiat\u0142o markizy w prawo\"><figcaption>Fotograf: <a href=\"https:\/\/unsplash.com\/@shotbynick\" target=\"_blank\" rel=\"noopener noreferrer\">nick hidalgo<\/a> | \u0179r\u00f3d\u0142o: <a href=\"https:\/\/unsplash.com\/\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"translation-block\">Unsplash<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">W\u0142a\u015bnie <a href=\"https:\/\/blog.salesflare.com\/pl\/techniki-zamykania\" target=\"_blank\" rel=\"noopener noreferrer\">zamkn\u0105\u0142e\u015b transakcj\u0119 sprzeda\u017cy<\/a>, ale nie spoczywaj na laurach. Teraz zamierzasz wykorzysta\u0107 t\u0119 jedn\u0105 sprzeda\u017c, aby uzyska\u0107 dodatkowe polecenia sprzeda\u017cy. W ko\u0144cu jaki jest lepszy spos\u00f3b na dotarcie do kolejnego klienta ni\u017c ten, kt\u00f3ry ju\u017c widzi warto\u015b\u0107 w Twoim produkcie? Polecenia generuj\u0105 3-5 razy wy\u017csz\u0105 konwersj\u0119 i przynosz\u0105 25% wy\u017csz\u0105 mar\u017c\u0119 zysku - ale musisz je systematycznie planowa\u0107 i realizowa\u0107.<\/p>\n<blockquote><p><em class=\"translation-block\">Ten post jest \u00f3sm\u0105 i ostatni\u0105 cz\u0119\u015bci\u0105 naszej serii <a href=\"https:\/\/salesflare.com\/masterclasses\/sales-pipeline\">Masterclass na temat budowania pipeline'u sprzeda\u017cy<\/a>. Budowanie silnego <a href=\"https:\/\/blog.salesflare.com\/pl\/potok-sprzedazy\">linii sprzeda\u017cy<\/a> jest kluczem #1 do sukcesu w sprzeda\u017cy. W\u0142a\u015bnie dlatego stworzyli\u015bmy ten niezb\u0119dny przewodnik krok po kroku, aby nauczy\u0107 Ci\u0119, jak budowa\u0107 sw\u00f3j pipeline we w\u0142a\u015bciwy spos\u00f3b.<\/em><\/p><\/blockquote>\n<p><em class=\"translation-block\">- Jeroen Corthout, wsp\u00f3\u0142za\u0142o\u017cyciel <a href=\"https:\/\/salesflare.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Salesflare<\/a>, \u0142atwego w u\u017cyciu CRM sprzeda\u017cowego dla ma\u0142ych firm B2B.<\/em><\/p>\n<p class=\"translation-block\">W tym artykule om\u00f3wimy kroki, kt\u00f3re nale\u017cy podj\u0105\u0107 po zamkni\u0119ciu potencjalnych klient\u00f3w, aby uzyska\u0107 wi\u0119cej polece\u0144 sprzeda\u017cy.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"fic31\">1. Nie wahaj si\u0119 zapyta\u0107<\/h3>\n<p class=\"translation-block\">Wielu sprzedawc\u00f3w waha si\u0119 przed proszeniem o polecenia. Obawiaj\u0105 si\u0119, \u017ce mog\u0105 zabrzmie\u0107 zbyt nachalnie lub \u017ce nie otrzymaj\u0105 po\u017c\u0105danej odpowiedzi. Pro\u015bba o polecenie nie b\u0119dzie ci\u0119 kosztowa\u0107 \u017cadnego biznesu, a nie prosz\u0105c o to, ryzykujesz utrat\u0119 cennych mo\u017cliwo\u015bci.<\/p>\n<p class=\"translation-block\">Wszystko, co musisz zrobi\u0107, to poprosi\u0107 o wprowadzenie. Nie prosisz ich o pozyskanie nowych klient\u00f3w. Proszenie klienta o rekomendacje innych os\u00f3b, kt\u00f3re mog\u0105 dostrzec warto\u015b\u0107 w Twoim produkcie, nie jest ani sprzeda\u017cowe, ani potrzebuj\u0105ce, ani uprawnione.<\/p>\n<p class=\"translation-block\">Aby to u\u0142atwi\u0107, przygotuj sobie w g\u0142owie scenariusz.<\/p>\n<p class=\"translation-block\">Zacznij od zapytania, czy znaj\u0105 inne osoby, kt\u00f3re mog\u0142yby skorzysta\u0107 z Twoich produkt\u00f3w lub us\u0142ug. Je\u015bli odpowiedz\u0105 twierdz\u0105co, powiedz \"by\u0142oby wspaniale, gdyby\u015b m\u00f3g\u0142 poda\u0107 mi 3-4 osoby, z kt\u00f3rymi m\u00f3g\u0142bym si\u0119 skontaktowa\u0107\".<\/p>\n<p class=\"translation-block\">Nawet je\u015bli podadz\u0105 ci tylko jedno lub dwa nazwiska, to i tak b\u0119dziesz mia\u0142 o dw\u00f3ch potencjalnych klient\u00f3w wi\u0119cej ni\u017c przed rozmow\u0105!<\/p>\n<p class=\"translation-block\">Po uzyskaniu informacji o potencjalnych klientach, zapytaj klienta polecaj\u0105cego, czy mo\u017cesz wymieni\u0107 go z imienia i nazwiska jako osob\u0119 polecon\u0105 lub czy by\u0142by sk\u0142onny do szybkiego wprowadzenia. Chocia\u017c najlepiej jest uzyska\u0107 wprowadzenie, niekt\u00f3rzy klienci mog\u0105 nie czu\u0107 si\u0119 komfortowo. W takim przypadku zapytaj, czy mo\u017cesz po prostu wymieni\u0107 ich imi\u0119 i nazwisko.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/images.storychief.com\/account_481\/unsplash-image_498fadc84bf8b1b570a2181e1d6d76b0_1000.jpg\" alt=\"Dwie osoby pisz\u0105ce na papierze na br\u0105zowym drewnianym stole\"><figcaption>Fotograf: <a href=\"https:\/\/unsplash.com\/@nikarthur\" target=\"_blank\" rel=\"noopener noreferrer\">Nik MacMillan<\/a> | \u0179r\u00f3d\u0142o: <a href=\"https:\/\/unsplash.com\/\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"translation-block\">Unsplash<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">Tak czy inaczej, pami\u0119taj, aby im podzi\u0119kowa\u0107 i zanotowa\u0107 wszystkie istotne szczeg\u00f3\u0142y. Zaplanuj, \u017ce albo sam skontaktujesz si\u0119 z poleconymi potencjalnymi klientami, albo podejmiesz dzia\u0142ania nast\u0119pcze w zwi\u0105zku z wprowadzeniami dokonywanymi przez klienta.<\/p>\n<p><strong class=\"translation-block\">Wskaz\u00f3wka:<\/strong> Zawsze pytaj o polecenia sprzeda\u017cy twarz\u0105 w twarz lub podczas <a href=\"https:\/\/meetfox.com\/en\/blog\/how-to-make-virtual-meetings-more-interactive\">wirtualne spotkanie<\/a>. Ponadto, jako bonus, pami\u0119taj, aby poprosi\u0107 klienta o referencje, gdy jeste\u015b przy tym!<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"5bvt6\">2. Automatyzacja procesu polecania sprzeda\u017cy<\/h3>\n<p class=\"translation-block\">Gdy tylko zaczniesz otrzymywa\u0107 wi\u0119cej polece\u0144 ni\u017c jeste\u015b w stanie obs\u0142u\u017cy\u0107, powiniene\u015b rozwa\u017cy\u0107 zautomatyzowanie tego procesu. W rzeczywisto\u015bci powiniene\u015b uruchomi\u0107 oficjalny program polece\u0144.<\/p>\n<p class=\"translation-block\">Jedynym sposobem na uzyskanie wi\u0119kszej liczby polece\u0144 sprzeda\u017cy jest to, \u017ce klienci wiedz\u0105, \u017ce aktywnie ich szukasz. Wyobra\u017a sobie prowadzenie programu polece\u0144, o kt\u00f3rym nikt nie wie lub nie wie, jak w nim uczestniczy\u0107? Absolutna katastrofa.<\/p>\n<p class=\"translation-block\">Dlatego te\u017c nale\u017cy stale promowa\u0107 sw\u00f3j program polece\u0144.<\/p>\n<p class=\"translation-block\">Od wiadomo\u015bci e-mail wysy\u0142anych w celu dalszego piel\u0119gnowania potencjalnych klient\u00f3w, po posty w mediach spo\u0142eczno\u015bciowych, kampanie reklamowe i inteligentne banery na kontach cz\u0142onkowskich, spraw, aby program polece\u0144 by\u0142 jak najbardziej widoczny i \u0142atwy do wzi\u0119cia w nim udzia\u0142u.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"eatoh\">3. Synchronizacja polece\u0144 z procesem sprzeda\u017cy<\/h3>\n<p class=\"translation-block\">Nie chcesz, aby nat\u0142ok przychodz\u0105cych polece\u0144 zak\u0142\u00f3ca\u0142 trwaj\u0105cy proces sprzeda\u017cy. Dlatego automatyzacja programu polece\u0144 jest wa\u017cna, aby wszystko by\u0142o zsynchronizowane i na dobrej drodze. Nie tylko pomaga zapewni\u0107 terminowe dzia\u0142ania nast\u0119pcze z poleconymi potencjalnymi klientami, ale tak\u017ce nagradza zachowania, kt\u00f3re uwa\u017casz za najwa\u017cniejsze.<\/p>\n<figure class=\"image large\"><a href=\"https:\/\/salesflare.com\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/4-AutomatedToDoLists_310a791d526b816c3bf2c6f1cb93d0a7.gif\" alt=\"Animowany zrzut ekranu automatycznych list zada\u0144 Salesflare, kt\u00f3re mog\u0105 pom\u00f3c w zarz\u0105dzaniu poleceniami sprzeda\u017cy.\"><\/a><figcaption><a href=\"https:\/\/salesflare.com\" class=\"translation-block\">Salesflare<\/a>zautomatyzowane listy rzeczy do zrobienia pomagaj\u0105 \u015bledzi\u0107 dzia\u0142ania z CRM<\/figcaption><\/figure>\n<p class=\"translation-block\">Kilka sposob\u00f3w na zsynchronizowanie polece\u0144 z procesem sprzeda\u017cy:<\/p>\n<ul>\n<li class=\"translation-block\">\u015aled\u017a wszystkie nowe polecenia i sk\u0105d pochodz\u0105 w osobnym arkuszu Google Excel.<\/li>\n<li class=\"translation-block\">Utw\u00f3rz nowy pipeline dla poleconych mo\u017cliwo\u015bci w CRM z notatkami na temat tego, jak mo\u017cesz si\u0119 z nimi skontaktowa\u0107.<\/li>\n<li class=\"translation-block\">Konfigurowanie i planowanie zada\u0144 w celu \u015bledzenia poleconych potencjalnych klient\u00f3w.<\/li>\n<li class=\"translation-block\">Ci\u0105g\u0142e aktualizowanie polece\u0144 w oparciu o wydarzenia<\/li>\n<\/ul>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"4geda\">4. Nie zapomnij wys\u0142a\u0107 przypomnie\u0144<\/h3>\n<p class=\"translation-block\">Ka\u017cdy jest poch\u0142oni\u0119ty prac\u0105 i to ludzkie, \u017ce ludzie zapominaj\u0105 o programie polece\u0144. Nie wahaj si\u0119 wys\u0142a\u0107 uczestnikom szybkiego przypomnienia po up\u0142ywie okre\u015blonego czasu.<\/p>\n<p class=\"translation-block\">Mo\u017cesz zautomatyzowa\u0107 przypomnienie co kwarta\u0142 do ca\u0142ej bazy klient\u00f3w, z kr\u00f3tkim podsumowaniem tego, w jaki spos\u00f3b mog\u0105 skorzysta\u0107 z programu polece\u0144. Mo\u017cesz dodatkowo zoptymalizowa\u0107 t\u0119 kampani\u0119, aby uzyska\u0107 lepsze wyniki, <a href=\"https:\/\/blog.salesflare.com\/pl\/najlepsze-narzedzia-do-sledzenia-poczty-e-mail\">\u015bledz\u0105c, kto wszed\u0142 w interakcj\u0119 z Twoim e-mailem<\/a>, czy przeczyta\u0142 wi\u0119cej o Twoim programie polece\u0144 i czy wykona\u0142 po\u017c\u0105dane dzia\u0142anie.<\/p>\n<p class=\"translation-block\">Oto przyk\u0142ad kampanii e-mailowej promuj\u0105cej program polece\u0144:<\/p>\n<ul>\n<li class=\"translation-block\">E-mail 1: Influencer zapisuje si\u0119 do programu (informuje, na czym polega program).<\/li>\n<li class=\"translation-block\">E-mail 2: 7-dniowa odprawa (je\u015bli brak aktywno\u015bci influencera)<\/li>\n<li class=\"translation-block\">E-mail 3: 14-dniowa odprawa (w przypadku braku aktywno\u015bci influencera)<\/li>\n<li class=\"translation-block\">E-mail 4: 30-dniowa odprawa (je\u015bli brak aktywno\u015bci influencera)<\/li>\n<li class=\"translation-block\">E-mail 5: Influencer otrzymuje pierwszego potencjalnego klienta lub rejestracj\u0119 (bezp\u0142atny okres pr\u00f3bny).<\/li>\n<li class=\"translation-block\">Email 6: Influencer otrzymuje pierwsze dziesi\u0119\u0107 klikni\u0119\u0107 w sw\u00f3j link polecaj\u0105cy<\/li>\n<\/ul>\n<p class=\"translation-block\">Inteligentny CRM, taki jak <a href=\"https:\/\/salesflare.com\">Salesflare<\/a>, mo\u017ce pom\u00f3c w skonfigurowaniu oddzielnych <a href=\"https:\/\/blog.salesflare.com\/pl\/wysylanie-masowych-wiadomosci-e-mail\">automatycznych wiadomo\u015bci e-mail<\/a> dla aktywnych i nieaktywnych klient\u00f3w w ramach programu polece\u0144.<\/p>\n<figure class=\"image large\"><a href=\"https:\/\/salesflare.com\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/Salesflare_createcampaignfromFAB2_49526e5a2da62f39a4f3f72471c1d2fb.gif\" alt=\"Animowany zrzut ekranu z tworzenia kampanii w Salesflare\"><\/a><figcaption>Tworzenie kampanii e-mail w <a href=\"https:\/\/salesflare.com\" class=\"translation-block\">Salesflare<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"6slv0\">5. Dok\u0142adne \u015bledzenie poleconych<\/h3>\n<p class=\"translation-block\">Niezale\u017cnie od wielko\u015bci firmy, bazy klient\u00f3w lub programu polece\u0144, niezb\u0119dne jest wdro\u017cenie \u015bledzenia. Umo\u017cliwi to nie tylko \u015bledzenie skuteczno\u015bci programu, ale tak\u017ce tego, kt\u00f3ry klient lub partner by\u0142 w stanie wygenerowa\u0107 dla ciebie najwi\u0119cej transakcji.<\/p>\n<p class=\"translation-block\">Oto kilka rzeczy, kt\u00f3re nale\u017cy zawsze mierzy\u0107:<\/p>\n<ul>\n<li class=\"translation-block\">Kto zosta\u0142 polecony przez kogo?<\/li>\n<li class=\"translation-block\">Kiedy wp\u0142yn\u0119\u0142o skierowanie?<\/li>\n<li class=\"translation-block\">Czy uda\u0142o Ci si\u0119 przekonwertowa\u0107 poleconego potencjalnego klienta?<\/li>\n<li class=\"translation-block\">Jak zamierzasz piel\u0119gnowa\u0107 poleconych potencjalnych klient\u00f3w?<\/li>\n<\/ul>\n<p class=\"translation-block\">CRM, taki jak <a href=\"https:\/\/salesflare.com\/feature2.html\" target=\"_blank\" rel=\"noopener noreferrer\">Salesflare<\/a>, bacznie obserwuje, w jaki spos\u00f3b klienci wchodz\u0105 w interakcje z Twoimi e-mailami, udost\u0119pnianymi linkami i Twoj\u0105 witryn\u0105. W ten spos\u00f3b twoja lista poleconych potencjalnych klient\u00f3w pozostaje na bie\u017c\u0105co ze wszystkimi istotnymi informacjami, kt\u00f3re mog\u0105 pom\u00f3c w zamkni\u0119ciu transakcji.<\/p>\n<figure class=\"image large\"><a href=\"https:\/\/salesflare.com\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/images.storychief.com\/account_481\/image_a89de451e407dc840f1927ea1142b1f5_1000.png\" alt=\"Zrzut ekranu z Salesflare pokazuj\u0105cy jego funkcj\u0119 \u015bledzenia\"><\/a><figcaption class=\"translation-block\">Zrzut ekranu funkcji \u015bledzenia <a href=\"https:\/\/salesflare.com\">Salesflare<\/a>: Peter klikn\u0105\u0142 \u0142\u0105cze w wiadomo\u015bci e-mail i odwiedzi\u0142 nasz\u0105 wycen\u0119 na stronie internetowej.<\/figcaption><\/figure>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"8cbrc\">6. Nagradzaj zwolennik\u00f3w marki<\/h3>\n<p class=\"translation-block\">Istniej\u0105 dwa powody, dla kt\u00f3rych nale\u017cy \u015bledzi\u0107, w jaki spos\u00f3b klienci wchodz\u0105 w interakcj\u0119 z programem polece\u0144. Po pierwsze, dzi\u0119ki temu dowiesz si\u0119, czy Twoja strategia jest skuteczna w pozyskiwaniu wi\u0119kszej liczby klient\u00f3w za po\u015brednictwem poczty pantoflowej. Co wi\u0119cej, dzi\u0119ki temu dowiesz si\u0119, kt\u00f3rzy klienci s\u0105 najbardziej proaktywni, je\u015bli chodzi o promowanie Twojej firmy.<\/p>\n<p class=\"translation-block\">S\u0105 to klienci, kt\u00f3rzy b\u0119d\u0105 nadal dzieli\u0107 si\u0119 swoimi do\u015bwiadczeniami z produktem i zach\u0119ca\u0107 do niego wi\u0119cej os\u00f3b. Ale nawet oni potrzebuj\u0105 powodu, by pozosta\u0107 zmotywowanymi.<\/p>\n<p class=\"translation-block\">Oczywi\u015bcie \u015bwietne do\u015bwiadczenie produktowe i wsparcie mog\u0105 zdzia\u0142a\u0107 cuda. Ale zach\u0119canie ich do wysi\u0142k\u00f3w w promowaniu produktu mo\u017ce zwi\u0119kszy\u0107 zaanga\u017cowanie.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h4>Towary, nie got\u00f3wka<\/h4>\n<p class=\"translation-block\">Jednak w przestrzeni B2B mniej op\u0142aca si\u0119 nagradza\u0107 pieni\u0119dzmi. <a href=\"https:\/\/psycnet.apa.org\/record\/2000-15659-005\">Badania pokazuj\u0105, \u017ce zach\u0119ty bezgot\u00f3wkowe maj\u0105 wi\u0119kszy wp\u0142yw na zachowania, nawet je\u015bli uczestnicy wyra\u017caj\u0105 preferencje got\u00f3wkowe<\/a>. Klienci b\u0119d\u0105 preferowa\u0107 dodatkowy miesi\u0105c darmowego okresu pr\u00f3bnego, otrzymanie funkcji premium ze zni\u017ck\u0105 lub gad\u017cet. We\u017amy na przyk\u0142ad Buffer. Wysy\u0142a ona swoim u\u017cytkownikom paczki z <a href=\"https:\/\/www.printful.com\/t-shirt-printing\">koszulkami<\/a> i kubkami przez ca\u0142y czas.<\/p>\n<p class=\"translation-block\">Wszystko, co musisz zrobi\u0107, decyduj\u0105c si\u0119 na zach\u0119t\u0119, to pami\u0119ta\u0107 o tym, co klienci najbardziej lubi\u0105 w twoim produkcie.<\/p>\n<p class=\"translation-block\">Ostatecznie kluczem do uzyskania wi\u0119kszej liczby polece\u0144 sprzeda\u017cy jest zrozumienie, co motywuje klient\u00f3w do promowania marki.<\/p>\n<p><em class=\"translation-block\">Potrzebujesz od\u015bwie\u017cenia? Wr\u00f3\u0107 i przeczytaj <a href=\"https:\/\/blog.salesflare.com\/pl\/techniki-zamykania\" target=\"_blank\" rel=\"noopener noreferrer\">Cz\u0119\u015b\u0107 si\u00f3dm\u0105: Jak osi\u0105gn\u0105\u0107 sukces w negocjacjach przy u\u017cyciu sprawdzonych technik zamkni\u0119cia<\/a>.<\/em><\/p>\n<p><em>Je\u015bli podoba\u0142 Ci si\u0119 ten Sales Pipeline Masterclass, sprawd\u017a <strong>Drugi Masterclass Salesflare<\/strong>po\u015bwi\u0119cony w ca\u0142o\u015bci <strong>Automatyzacja sprzeda\u017cy<\/strong>. Automatyzacja sprzeda\u017cy pozwoli ci zaoszcz\u0119dzi\u0107 mn\u00f3stwo czasu i zamkn\u0105\u0107 wi\u0119cej transakcji. W\u0142a\u015bnie dlatego stworzyli\u015bmy kompleksow\u0105 seri\u0119, kt\u00f3ra poprowadzi Ci\u0119 przez wszystkie r\u00f3\u017cne aspekty sprzeda\u017cy, kt\u00f3re mo\u017cna zautomatyzowa\u0107 i wyja\u015bni, w jaki spos\u00f3b mo\u017cna je zautomatyzowa\u0107. 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Je\u015bli tak, rozpowszechnij go!<\/em><\/p>\n<p>\ud83d\udc49<em> Mo\u017cesz \u015bledzi\u0107 @salesflare na<\/em> <em><u><a href=\"https:\/\/twitter.com\/salesflare\">Twitter<\/a><\/u><\/em>, <em><u><a href=\"https:\/\/www.facebook.com\/salesflare\/\">Facebook<\/a><\/u><\/em> <em>i<\/em> <em class=\"translation-block\"><u><a href=\"https:\/\/be.linkedin.com\/company\/salesflare\">LinkedIn<\/a><\/u>.<\/em><\/p>","protected":false},"excerpt":{"rendered":"<p>Najlepszym sposobem na dotarcie do kolejnego klienta jest dotarcie do ju\u017c istniej\u0105cego. Dowiedz si\u0119, jak zbudowa\u0107 program polece\u0144 sprzeda\u017cowych i zwi\u0119kszy\u0107 liczb\u0119 potencjalnych klient\u00f3w B2B!<\/p>","protected":false},"author":14,"featured_media":56659,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[183,62],"tags":[182,199,91,179],"wl_entity_type":[122],"class_list":["post-56658","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-masterclass","category-sales","tag-masterclass","tag-referrals","tag-sales","tag-sales-pipeline","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Referrals: How Existing Customers Can Grow Your B2B Lead List<\/title>\n<meta name=\"description\" content=\"The best way to reach your next customer is through an existing one. 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