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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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You Are Not Your Generation

You Are Not Your Generation

Stop thinking of people in terms of generations, and start thinking about them as individuals.
My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Who we …

5 Goals Every Millennial Should Have

5 Goals Every Millennial Should Have

Sales and marketing expert Anthony Iannarino shares his “letter to digital natives”
When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. We’ve all heard that Millennials are tethered to …

Why You’ll Never “Catch Up”

Why You’ll Never “Catch Up”

Just because business is 24/7 doesn’t mean you have to be.
“I’m catching up today.” How many times have you said those words? Let’s be real. Catching up is a fallacy, a myth, a wish, a …

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

Referral selling is a disciplined process sales leaders need to learn.
Are you “all in” with referral selling, or just trying it on? Are you telling your team to ask for referrals? Or do you unequivocally …

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

For Silicon Valley women struggling to get ahead, the answer might be a change of location.
If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the …

[Message to Management]: The Plea of a Struggling Sales Rep

[Message to Management]: The Plea of a Struggling Sales Rep

Are you coaching your sales team, or leaving them to fend for themselves?
“I’m not whining. You need to understand that I’m not just another number on your sales team. I know you think I’m not …

A Tale of Two Personas

A Tale of Two Personas

Does your online persona know how to talk to people?
This is the best of times, and the most opportunistic of times. To further paraphrase Charles Dickens, this is also an age of both wisdom and …

The Ultimate Sales App—No Smartphone Required

The Ultimate Sales App—No Smartphone Required

What’s the most powerful sales tool at your disposal?
Salespeople love their apps. LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature …

Does Your Company Need a Chief Customer Officer?

Does Your Company Need a Chief Customer Officer?

If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite.
In the race to win customers, it’s “all hands on deck.” Rush, rush, rush … keep those leads …

[Missed Connections] March Referral Selling Insights

[Missed Connections] March Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month.
Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in …