63. The Referral Advantage: Selling Through Partnerships That Scale

Referrals aren’t just a nice-to-have — they’re one of the most powerful (and underused) levers in B2B sales. In this episode, Harry Kendlbacher sits down with Ben Cronsberry, GTM Operations Lead at Shopify, to unpack what it really takes to build a scalable, repeatable referral engine. They discuss: - Why referral-based selling is about mindset, not just motion - How to activate your internal and external networks in a way that drives results - The role of trust, timing, and consistency in ecosystem-led growth - And what most teams get wrong when trying to turn relationships into revenue If you’re thinking about how to grow pipeline without burning budget — this one’s for you.