Source-derived protocol · 30 Minutes to President's Club | No-Nonsense Sales
Build a Referral Prospecting List
Set up Sales Navigator reports to surface the people most likely to help you, then build a referral prospecting list from former colleagues, your boss and boss's boss, cross-functional leaders, veteran reps in your space, and your company's current customers, working with your CSM to get connected to those customers.
5 actions
30 Minutes to President's Club | No-Nonsense Sales's principle
Map who in your network has a vested interest in you and build a referral prospecting list from them.
30 Minutes to President's Club | No-Nonsense Sales's example
- Nick describes working with his CSM to ask a current customer's CFO for intros to other CFOs in their network.
This is what the creator describes doing. It is not assigned to you.
Your version
5 total
Build a referral prospecting list of the people in your network most likely to help you out.
The list size and review cadence are user-set; the creator's own example was a list of about 200 people.
Set up a series of Sales Navigator reports to identify the people most likely to help you out.
Setup · onceDone when: Sales Navigator reports are set up and show the people most likely to help you out.
Add former colleagues from your current company to the referral prospecting list.
Recurring · on your cadenceDone when: Former colleagues from your current company are on the list.
Add your boss, your boss's boss, cross-functional leaders (product, engineering, implementation, CSM), and veteran reps in your space to the list.
Recurring · on your cadenceDone when: Boss, boss's boss, cross-functional leaders, and veteran reps are on the list.
Add your company's current customers to the list and work with your CSM to get connected to them.
Recurring · on your cadenceDone when: Current customers are on the list and you have worked with your CSM to get connected to them.
Review the list against your target of [how many people will you target on your referral prospecting list] people and update it.
Review · on your cadenceDone when: The list has been checked against [how many people will you target on your referral prospecting list] people and updated where needed.NuthinButta scaffolding
Why it works
What 30 Minutes to President's Club | No-Nonsense Sales says this builds. Their framing, not ours — every line links to where they said it.
Referral prospecting is slower than cold-calling but converts much higher
Nick's biggest takeaway: referral prospecting through former users is slower than cold-calling the CFO directly, but the conversion rate is much higher — more juice for the squeeze.
View in the full analysis →Past users of your product who changed jobs are high-conversion warm leads
Nick argues that reaching out to past users of your product who have since moved into your territory is a step slower than cold outbound to a CFO, but converts at a much higher rate — more juice for the squeeze.
View in the full analysis →Bad social selling advice is dangerous and causes distractions
Nick argues that bad social selling advice is dangerous because it causes salespeople to pursue distractions that make them miss quota, earning potential, and career growth. He specifically rejects the 'LinkedIn lie' that social selling means posting a bunch of content and CTOs will come running asking for a demo.
View in the full analysis →
Source-derived protocol
Based on “#618: LinkedIn Sales Navigator: How I Get Warm Intros Every Week” by 30 Minutes to President's Club | No-Nonsense Sales.
- Source fidelity verifiedPassed · Oct 29, 2026
- Protocolability reviewedPassed · configurable template
- Editorially reviewedNot yet
- Supported by independent sourcesNot evaluated
Source fidelity means each creator-worded element was checked against the exact statements it cites. It says nothing about whether the approach works.