Allison MaslanCEO & Business Scaling Expert | WSJ Bestselling Author

The Most Powerful Sales Tool Nobody Is Talking About

1 Jul 2026 · 1 min

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Two salespeople explain why referring prospects to the right person beats pitching yourself. When you spot a prospect's problem, introduce them to someone who can actually solve it, whether that's a colleague like Gina or an outside contact like Allison. You become the connector instead of the seller, and deals move faster.

So I'm at the airport. This is Giles. We were talking about how it's so much easier and sometimes more powerful when you're selling somebody else than selling yourself.
100%. Right?
Of course you need to know how to sell yourself, but—
I was saying sometimes it's easier to have a conversation with somebody. For example, I meet somebody at an event and while I'm talking to that person, I say to them, identify what their challenge is. And then I would say to them, let me see if I can arrange for an opportunity for you to talk to Allison. I think you might be interested and get value from that conversation. That's a lot easier than me identifying somebody's problem and saying, let me fill your gap.
Yeah. So think about that. And if you could partner with somebody or your team can support one another to say, hey, you know, I have the perfect persona that you should talk to on my team. You should talk to Gina or Karen that's over there. And this is why.
100%.