The Sales Channel Everyone sleeps on with Stephen Oommen

Stephen Oommen did close to 1 million cold calls — yet 98% of his revenue came from warm referrals. This is the warm referrals vs cold calling conversation most sales reps never have.Ex Microsoft and Outreach, Stephen breaks down the b2b sales strategy and sales psychology behind getting walked into the room instead of dialling into it.In this episode of Read The Room, Rich Patterson sits down with Stephen Oommen — speaker, revenue strategist and author of the upcoming book The Referral Effect — to unpack why referral selling beats cold outbound on the deals that matter, what 'commission breath' is and how to kill it, and the one-word answer he'd give his younger self about building a career that compounds. If you want to know how to get referrals in sales without a website or a stack of marketing collateral, start here.⏱️ CHAPTERS#WarmReferrals #B2BSales #SalesPsychologyChapters0:00 Intro2:42 The Hardest Thing About Selling Yourself5:12 Why Analyzers Overthink Every Deal13:57 The One-Word Answer: Money14:34 Killing 'Commission Breath'24:00 Referrals Are A Channel, Not Luck38:00 Writing The Referral Effect48:00 Why He Has No Website51:10 Reading The Buyer Behind The TechConnect with Stephen:Linkedin - https://www.linkedin.com/in/stephenoommenWebsite - https://stephenoommen.com/Episode Links🔗 Learn Buyer Coding: https://www.buyercoding.com📩 Book the Decision-Centric Selling workshop — DM Rich - https://www.linkedin.com/in/richhitsgoals