To make their increasingly challenging numbers, salespeople need to work smarter, not harder. Cold calling is no longer enough to bring in the kind of prospects who are not only ready to buy, but who can become the long-term customers every salesperson needs to survive and thrive. Fortunately, there is a proven technique that will help salespeople attract these hot prospects, get calls returned, eliminate cold calling, open closed doors, and enhance customer loyalty. The technique is referral-based selling, and by adopting it, salespeople will learn how to turn every business contact and relationship into a sales success story. Unlike Bob Burg's Endless Referrals, which focuses primarily on networking, Bill Cates advocates a more comprehensive approach, what he calls "The Four Cornerstones of Referrals," which includes relationship-building and customer services, creating referral alliances and networks, prospecting, and targeting niche markets. Bill has been speaking to audiences and working with salespeople for years as The Referral Coach. He speaks about 60 times a year, and reaches 20,000 people through these engagements. In addition, he's sold 14,000 copies of his self-published book, Unlimited Referrals, and would like to substantially revise and update the six-year-old book to make it more appropriate for a trade audience.