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Referral Selling in Enterprise Organizations

Whether you sell technology, professional services, or financial services, the complexity of your client’s business issues as well as your proposed solutions are game changing. You frequently partner with others –both within and outside of your company—to win and implement a solution that delivers measurable business results.

Your challenge is proving to your buyers in the C-Suite the demonstrable ROI they receive from their investment. But how do you open doors in the first place? You gain a meeting with your target executive through a referral introduction, not through cold calling or sleazy sales tactics.

Unless you get a meeting with your decision maker, nothing else matters. You waste your time and spin your wheels. You’ll still be figuring out the best person to contact while your competition is already there.

Your most important business-development activity is generating qualified sales leads. Don’t leave your livelihood to marketing. You and your sales team are accountable for what you bring about. Get busy. Get referrals!

Referral Selling Articles for Enterprise Organizations

Learn about No More Cold Calling’s proven referral-selling methodology and how it changes the way you sell—forever. Below, you’ll find a collection of referral-selling articles specifically targeted to and about enterprise organizations. Take a read, and let us know what you think.

Take your business to the next level by implementing the referral selling strategy designed to make the most of your business-development efforts.

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Want to Choose Your Clients? Get Referrals

Want to Choose Your Clients? Get Referrals

When you cast a wide net, you end up catching PITAs.
You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can …

[Message to Management]: Read This Before You Fire Your Sales Executive

[Message to Management]: Read This Before You Fire Your Sales Executive

Are sales leaders getting the pink slip before they have time to prove their worth?
“My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He …

[Missed Connections]: June Referral-Selling Insights

[Missed Connections]: June Referral-Selling Insights

Are you one of the 58.1 percent who haven’t adopted referral selling?
Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study—a survey of more than 1,000 companies—58.1 percent …

How to Get More Referrals Now

How to Get More Referrals Now

Are out-of-date prospecting systems holding you back?
“I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you—a …

Want a 74% Chance of Winning a Sale?

Want a 74% Chance of Winning a Sale?

Before you can change the status quo, you must understand it.
I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business.
In B2B sales, customers buy …

[Message to Management]: What Is Your Sales Team Doing RIGHT?

[Message to Management]: What Is Your Sales Team Doing RIGHT?

Sales coaching expert Keith Rosen explains why managers should coach to win.
Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few …

Cold Call, Root Canal, or Abstinence—You Pick

Cold Call, Root Canal, or Abstinence—You Pick

What do salespeople dread most?
Would you rather give up sex for one month or make cold calls for a week? According to a 2010 survey of 1,226 salespeople, most would choose abstinence. The only activity …

Are Referrals Your Priority … or an Afterthought?

Are Referrals Your Priority … or an Afterthought?

If referrals are gold, why do salespeople settle for bronze?
Want predictable revenue? Don’t just tell your reps to ask for referrals.
For your team to make referrals happen, you have to show them how. You need …

Are You the Only One in the Room Who Knows the Answer?

Are You the Only One in the Room Who Knows the Answer?

Your Referral Sources aren’t mind readers.
You wouldn’t socialize in a dark room, so why keep your clients and colleagues in the dark? You know who your Ideal Client is, but your customers, colleagues, and friends …

[Missed Connections]: May Referral-Selling Insights

[Missed Connections]: May Referral-Selling Insights

Where in the world are you? (I’m in Croatia.)
Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can …