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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] 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 …

Face-to-Face Meetings Are Back in Style

Face-to-Face Meetings Are Back in Style

Susan RoAne explains why in-person connections matter just as much as ever.
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed …

What I Learned from Getting Fired

What I Learned from Getting Fired

Create a fulfillment mindset for your prospects.
Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly.
I was so close to nailing a million-dollar deal—something no one in my …

Inside Sales: Listen Up!

Inside Sales: Listen Up!

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling.
You really can stop cold calling. Well, you could—if only your manager would let you. If only you weren’t …

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

Here’s how to implement real change in your sales organization.
Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow …

Girl Power—Men with Daughters Get It

Girl Power—Men with Daughters Get It

How do you ensure the young women in your life get the equal opportunities they deserve?
Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart …

4 Ways Salespeople Get Social Networking Wrong

4 Ways Salespeople Get Social Networking Wrong

Forget about social selling and focus on social engagement.

“Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first …

Are You Unplugging Today?

Are You Unplugging Today?

The National Day of Unplugging starts Friday. Are you up to the challenge?
How the heck did we communicate before cellphones? Boomers and Gen Xers remember a time before mobile devices, emails, or even fax machines. …

[Missed Connections] February Referral Selling Insights

[Missed Connections] February Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month.
With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the …

I Just Deleted You

I Just Deleted You

Here are three ways NOT to get deleted on LinkedIn.
After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 …