Unlocking Sales Growth Through Intentional Networking & Referrals

How to Build a Trust-Based Sales System Without Cold Calling

If you're a solopreneur, consultant, or B2B service provider who’s tired of cold outreach that leads nowhere—or your network just isn't converting the way it should—this masterclass is for you.

In just 45 minutes, you'll learn a repeatable, proven system to consistently grow your pipeline using intentional networking, high-trust referrals, and personalized sales conversations. You'll walk away with practical tools you can apply immediately to win more deals—without pitching harder or sending more emails into the void.

Based on the STTINR (Sales Transformation through Intentional Networking & Referrals) framework, this masterclass shows you how to turn your relationships into revenue, with clarity and integrity.

In This Masterclass, You’ll Learn:

• How to clarify your "Problem We Solve" story so prospects lean in
• How to build and filter a high-value LinkedIn network of 1st & 2nd connections
• How to ask for referrals using the CAPS framework—without being awkward
• How to identify and engage your Strategic Centers of Influence (SCIs)
• How to lead discovery conversations that move deals forward faster

You’ll Walk Away With:

• A 5-step roadmap to grow your sales without cold outreach
• A ready-to-use referral script (CAPS model)
• A discovery call flow you can use tomorrow
• A checklist to build your referral network
• Confidence in how to ask for introductions that actually happen

Presented by:

Dave Priddy, Sales Director of EPOCH Sales Management. The STTINR method is used by small business leaders to generate 6–7 figures in referred revenue without paid ads or mass outbound.

About the Speaker

Jessica DeFeo is the founder and creative force behind JMD Creative Consulting, where she serves as a Marketing Strategist and Small Biz CMO. With a passion for helping women entrepreneurs build sustainable, thriving businesses, Jessica brings a refreshing blend of creativity and strategy to every client she supports.

Since 2019, she’s helped countless small business owners escape the cycle of reactive, scattershot marketing and instead develop clear, actionable strategies that drive meaningful growth. Jessica believes marketing should be both fun and effective—a balance of art and science that inspires confidence and results.

Jessica’s Mission

Jessica’s “why” is rooted in empowerment. She’s seen too many early-stage entrepreneurs struggle without a plan—unsure who they’re speaking to or where to invest their efforts. Her mission is to change that. By crafting tailored marketing strategies with clear workflows and actionable steps, she helps business owners get the results they deserve—without the overwhelm or the hefty price tag of a full-time executive hire.

Unique Approach

Jessica fills a gap many small businesses didn’t know existed: the fractional Chief Marketing Officer. Unlike traditional marketing agencies that focus on content production, Jessica steps in to create the overarching strategy that ensures every marketing effort aligns with the bigger picture. She becomes a partner in growth—helping business owners reclaim their time, elevate their brand, and finally see consistent results.

What You’ll Learn

• How to turn disorganized marketing into a streamlined growth engine
• Why strategy must come before content
• How a fractional CMO can transform your small business
• Practical ways to plan for the next six months of marketing success

Crafting Your Unique Ideal Client Profile – NIA Speaker Forum

This NIA networking talk, “Crafting Your Unique Ideal Client Profile,” led by Dave Peppelman, empowers contractors and business professionals to define and attract their most valuable clients. By understanding client-specific problems, struggles, and needs, attendees learn to serve more of their perfect clients through actionable strategies:

• Defining the Ideal Client: Nail down specifics like industry, company size, and main pain points to attract more of the clients you want to serve.
• Predicting Client Problems: Use smart, targeted questioning to uncover the root causes of client struggles—beyond surface-level symptoms.
• Focusing Solutions: Communicate how your unique expertise directly solves those problems, especially in areas where you deliver the most impact.
• Applying the 3 C’s: Be Consistent, Confident, and help clients Close on action—not just the sale.
• Practical Exercises: Engage in hands-on group work to bring ideal client profiling into real-time practice.

Participants will leave with tools to pinpoint ideal clients and initiate meaningful conversations—opening doors for referrals, tangible results, and the type of business they truly want to grow.

Summary

This session empowers professionals to clarify, target, and communicate their Unique Ideal Client Profile—focusing on the specific struggles they solve, the key attributes of their best clients, and the transformative outcomes they deliver.

The tactics shared are centered around:

• Client self-discovery
• Specificity in targeting
• Actionable exercises for immediate implementation within the NIA network

About Steven Kuhn