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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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[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 …

[Warning] The Internet Is Giving Salespeople Tunnel Vision

[Warning] The Internet Is Giving Salespeople Tunnel Vision

Has customized communication gone too far?
Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they …

The Best Salespeople I Know Are Women

The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value.
“Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly …

[Message to Management]: Are Your Sales Metrics Messed Up?

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach.
“Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad …

Something in Common: The Key to Connecting with Your Sales Prospects

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal.
My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the …

Want to Score? Take Your Foot Off First

Want to Score? Take Your Foot Off First

If you don’t ask, you don’t get.
The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s …

Is Your Sales Team on the Brink of Disaster?

Is Your Sales Team on the Brink of Disaster?

Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations.
Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or …

Want the Inside Track on Your Prospects?

Want the Inside Track on Your Prospects?

Get ready to catch the Referral Spirit.
I was surprised when Max reached out to me for help. An old friend and the president of a successful company, Max had grown his business year over year …

What Every Sales Woman Should Know [Webcast from No More Cold Calling and Salesforce.com]

What Every Sales Woman Should Know [Webcast from No More Cold Calling and Salesforce.com]

Salesforce.com heard about my new presentation, “Big Deals and High Heels: Why Women Are Naturals at Selling,” and invited me to co-host a webcast with Jamie Domenici, Salesforce’s vice president of marketing.
The webcast is this …

[Missed Connections]: April Referral-Selling Insights

[Missed Connections]: April Referral-Selling Insights

Here’s some important information you might have missed from No More Cold Calling this month.
Batter up!
Baseball season is in full swing in the U.S.—a sure sign that spring has officially sprung. Spring is also a …