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Lessons from the Roundtable

Practical sales principles workshopped live each month by B2B founders, CEOs and sales leaders. Every lesson is de-identified and distilled to one core idea you can act on.

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ReferralsApril 2026Read lesson →
Cross-division referrals don't happen by accident. They need a written system and a measurable cadence.
A recruiting firm's blue-collar and white-collar teams sat next to each other for years without sharing leads. A structured referral program — with specific open-ended questions and shared scoreboards — finally unlocked the existing book of business.