Rick Roberge has been in sales for over 50 years, written more than 1,000 articles, and is the mind behind Project 200 and the Referral Tree.
After 10,000 cold calls in the 1980s, he made his business phone number non-published and decided to work by referral only, and he's had an endless stream of referrals ever since.
In this episode of Making Revenue Tick, he joins Rich to share what five decades of selling has taught him, and who survives as AI reshapes the profession.
We discuss:
1. Why the "scaly" sales model stripped 80% of the job away from salespeople
2. Who survives when AI can replace parts of the sales role
3. Project 200: the referral system Rick built 40 years ago that still works
4. The Referral Tree, and why you either start a new branch or make one bushier
5. Why you should let prospects prioritise themselves instead of chasing them
6. How Rick was the common factor behind two people who each built half of HubSpot's business
7. Why you should stop asking for referrals if you actually want to get them
Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/
Where to find Rick Roberge:
LinkedIn: https://www.linkedin.com/in/rickroberge/
Website: https://rickroberge.com
https://www.rickroberge.com/how-to-get-referrals
Where to find Rich:
LinkedIn: https://www.linkedin.com/in/richwash/
Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.
