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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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Why Old-School Selling No Longer Works

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Read more »Just say no to “no.”
There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking.
Out

Why Cost Per Lead is Irrelevant

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Read more »Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads.
Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game.

Earn the Right to Ask

You must earn the right to ask for referrals—which is why your clients are your best possible Referral Sources.
Benjamin Franklin once said, “Believe none of what you hear and half of what you see.”
While social media can be …
Read more »

Welcome to the Major Leagues!

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Read more »Boost your batting average with a targeted referral strategy, and win the sales game this season.
Batter up!
Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a

Would You Bet Your House on Your Sales Savvy?

Sales suspects don’t count as sales prospects.
Barry Trailer, managing partner of CSO Insights…
Read more », makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to

Social Selling is Personalized Selling

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Read more »
Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that.
My colleague, Nancy Nardin, knows about every sales tool there is. However, as

What Your Sales Manager Doesn’t Know

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Read more »Is training your sales team a waste of time and money? Quite possibly.
Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It

Collaborating With Strangers—Managing Your Virtual Sales Force

How can your sales team work together when they don’t even know each other?
Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies…
Read more » show that while

4 Reasons to Lock in Your Ideal Clients

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Read more »Ditch the busywork and unclog your sales funnel.
Experts say that a 10-percent reduction in your sales cycle can increase productivity by 25 percent. But there’s one way to get an even better return on your time!
When you get

My Biggest Sales Mistake

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Read more »Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network.
I’ve made plenty of mistakes in my sales career. Have you?
Graham McGregor, my colleague in New Zealand, is a master at staying in