1. Referrals are an important untapped lead source that can fuel sales growth. Building a referral engine requires focusing on customer satisfaction, tracking customer relationships, and leveraging connections between customers, prospects, and sales reps. 2. Key tactics for obtaining referrals include asking customers directly, connecting customers who share characteristics like industry or location, and sharing relevant customer content with prospects on social media. 3. Nurturing a culture of customer centricity and investing in customer marketing lays the foundation for an effective referral program. Repeatedly measuring results and sharing best practices helps strengthen relationships over time.