After nearly 200,000 cold calls and a million auto-dialer calls, Stephen Oommen discovered something shocking: 98% of his revenue came from warm referrals. Today, he breaks down how sellers can turn relationships into predictable growth. In this episode, host Lyndsay Dowd sits down with Stephen Oommen, a 25-year go-to-market veteran, speaker, and author of the upcoming book The Referral Effect. Stephen shares why nearly 98% of his business revenue came from warm referrals, despite making hundreds of thousands of cold call...
After nearly 200,000 cold calls and a million auto-dialer calls, Stephen Oommen discovered something shocking: 98% of his revenue came from warm referrals. Today, he breaks down how sellers can turn relationships into predictable growth.
In this episode, host Lyndsay Dowd sits down with Stephen Oommen, a 25-year go-to-market veteran, speaker, and author of the upcoming book The Referral Effect. Stephen shares why nearly 98% of his business revenue came from warm referrals, despite making hundreds of thousands of cold calls throughout his career.
Stephen opens up about growing up as the child of immigrants in Oklahoma, navigating an identity crisis that ultimately became his superpower—the Chameleon Effect—his ability to adapt, connect, and create trust across any environment. That skill later became the foundation for his referral-based sales methodology.
You'll learn:
- Why executives don't respond to cold outreach—and what they do respond to
- How to close the trust gap by scaling warm referrals
- The "Magic Networking Question" that instantly upgrades your network
- The 99 and 1 Principle for managing energy in sales and relationships
- How leaders can balance intensity, kindness, and long-term legacy
If you're a B2B seller, founder, GTM leader, or executive tired of low-yield outreach, this conversation will challenge how you think about networking, sales culture, and growth.
Timestamps
00:00 – Introduction: Stephen Oommen, the Truth Teller.
02:22 – Stephen's Origin Story: From Bankruptcy to Corporate Success.
04:48 – The Chameleon Effect: Turning Identity Crisis into a Superpower.
10:39 – Cold Calls vs. Warm Referrals: The Efficiency vs. Effectiveness Debate.
16:54 – How to Start Networking: Nurturing and Activating Relationships.
19:16 – The Live Exercise: Asking the Right Questions to Build a Network.
22:50 – Using Qualifiers: Geography, Industry, and Title.
26:08 – The 99 and 1 Principle: Managing Energy in Sales.
30:04 – What Inspires Stephen: Growth, Contribution, and Laughter.
32:38 – Legacy: Kindness Character vs. Intense Personality.
35:00 – What's Next: Speaking Tours and The Referral Effect.
About the Guest
Stephen Oommen is a 25-year go-to-market veteran with experience spanning frontline sales to executive leadership. He has worked with startups and global enterprises including Microsoft, ADP, and Citibank.
Stephen is the only speaker and trainer dedicated to helping B2B sellers solve the biggest challenge in modern sales: lack of access to decision makers. His work focuses on closing the trust gap by scaling the most successful method known—warm referrals.
A successful entrepreneur and W2 employee ("entreployee"), Stephen has retired from corporate twice, paid off hundreds of thousands in non-mortgage debt, and is currently writing his book The Referral Effect. He believes legacy is built at the intersection of kindness, generosity, and laughter.
Connect with Stephen
LinkedIn: https://www.linkedin.com/in/stephenoommen/
About the Host – Lyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host—and unapologetic Disruptor. With 30 years of leadership experience, including 23 at IBM, she's built and led high-performing teams that consistently delivered results. She also served as a Guest Lecturer at Harvard University, sharing her insights on modern leadership and culture transformation.
As the founder of Heartbeat for Hire, Lyndsay helps companies ditch toxic leadership and build irresistible cultures that drive performance, retention, and impact. She's been featured in Fortune Magazine, HR.com, ABC, NBC, FOX, CBS, and over 100 podcasts.
Lyndsay is a two-time best selling author of Top Down Culture and Voices of Women, and the host of the globally ranked and 2X awarded Heartbeat for Hire podcast—sitting in the top 2.5% worldwide. She is also the host of a weekly live show called THE LEADERSHIP LOUNGE. Lyndsay is a frequent speaker, moderator, and guest, known for her candor, humor, and ability to spark action.
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