This is episode 023. Read the complete transcript of this podcast and all other Sales Game Changers Podcasts! Mike Garrison with Garrison Sales Consulting is a best-selling co-author of Truth or Delusion and a contributing author to the best-seller, Masters of Success. He’s been a Principal of Garrison Sales Consulting in various iterations for over twenty years. Mike is the evangelist for predictive referral based sales. He understands the issues facing growing Sales Leaders and helps them crush quota, love their jobs and transform their prospects and client’s lives through referral based selling. He helps sales leaders get better appointments with better prospects with greater frequency and success. Mike says every sales leader he meets knows that referrals are the best way to prospect for new business, but, they don’t know how to fill and manage their company’s sales pipeline by referral. They love referrals and know referral sales is where they want to be, but, don’t know how to get there without losing the ability to accurately forecast quota achievement or worse, end up selling less effectively. In this podcast, he discusses some ways they can get better at referral-based selling.