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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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Toss the Technology—Relationships Still Rule

Technology has its place, but nothing beats the person-to-person referral sale.
The Internet and other technology breakthroughs have fundamentally changed the way we do business. New technology is created at warp speed, and customers expect immediate decisions. This cycle of…
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How to Generate More Customers With Fewer, Heartier Leads

It’s the quality of your leads, not the massive number of leads, that make the positive difference in your business development.
What a great headline, and it isn’t mine. It pulled me in. I had to find out…
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3 Sales Myths That Are Killing You

(and you probably don’t even know it)
Tom Searcy, of Hunt Big Sales caught my attention with his 3 sales myths’ post on CBS MoneyWatch. First, I loved the title. Second, I agree with his points…
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What America needs most can be describe in one word… (fill in the blank)!

It’s time to stop complaining, and start committing to your sales excellence.
You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what…
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Want the Sale? Watch What You Say…

Act like a professional, speak like a professional. Your words make all the difference.
“Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my…
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Keep Those Cards and Letters Coming

Giving thanks for taking the time to connect—the old-fashioned way.
I know it’s PC to be green. We all want to protect our environment, and a decrease in paper consumption is always a good thing. But I’ll be…
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Trust: Get It Right the First Time

In an era of wrecked public faith in business and economic stability, salespeople need to deliver on trustworthiness every single day.
How many times have you heard the phrase, “Trust me.”? Uh, huh. Sure.
Some people engender trust…
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Closing the Deal: It’s Never About the Technology

Solid, smart sales are focused on our clients’ pain points, not on the tech demo.
Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”?…
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Your Unfair Business Advantage

32 top sales and marketing experts from five countries share their top tips.
My colleague in New Zealand, Graham McGregor, has recently released an amazing 396-page eBook loaded with useful marketing tips, techniques, and strategies.

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Closing a Sale Is Straightforward: Give Your Prospect a Task

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does.
Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation,…
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