Sales Bites

Vincent Lamia, Building Warm Lead Funnels

Episode Summary

In this episode of Sales Bites, host Will Jenkins interviews Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss Vincent's journey in sales, focusing on the importance of building warm lead funnels through a referral program. Vincent shares his strategies for generating inbound leads, managing relationships with referral reps, and optimizing daily operations to maximize efficiency and effectiveness in sales. The conversation emphasizes the value of referrals over cold calling and the need for active management of referral programs to ensure success.

Episode Notes

SUMMARY: 

In this episode of Sales Bites, host Will Jenkins interviews Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss Vincent's journey in sales, focusing on the importance of building warm lead funnels through a referral program. Vincent shares his strategies for generating inbound leads, managing relationships with referral reps, and optimizing daily operations to maximize efficiency and effectiveness in sales. The conversation emphasizes the value of referrals over cold calling and the need for active management of referral programs to ensure success.

TAKEAWAYS:

• Cold calling alternatives work, referral-based sales delivers stronger results. 
• Referrals outperform cold leads by a wide margin in B2B sales. 
• A strategic referral program became the core of lead generation. 
• The system now drives 1 to 10 warm inbound leads every day. 
• Scaling sales doesn’t require more reps, it requires more referral partners. 
• Inbound lead generation replaced outdated outbound tactics. 
• The sales role shifted from chasing leads to closing them. 
• Consistent management is essential for referral program success. 
• The playbook: start small, perfect the process, then scale up.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Introduction 

03:00 Vincent's Sales Journey and Background 06:05 Building Warm Lead Funnels 

08:55 Referral Program Strategy 

12:01 Managing Inbound Leads and Daily Operations 

15:04 Key Takeaways and Final Thoughts