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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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Forget Social Selling, Try Social Engagement

Forget Social Selling, Try Social Engagement A new research study unlocks the key to using social media for sales. Social engagement.  Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply means having robust conversations,…
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Are You Stuck in a Revolving Door?

Are You Stuck in a Revolving Door? It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you were playing with your kids…
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Around the World in 80 Minutes: No Passport Required

Around the World in 80 Minutes: No Passport Required Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such…
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PowerPoint Is Killing Your Sales Presentations

PowerPoint Is Killing Your Sales Presentations Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can…
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[Message to Management]: 14 Things Top Sales Managers Do

[Message to Management]: 14 Things Top Sales Managers Do The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Probably not as often as they should. Under constant pressure to deliver…
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Say Goodbye to Bad Business

Say Goodbye to Bad Business Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can…
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How to Get Prospects to Call You Back

How to Get Prospects to Call You Back If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message,…
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Why Your Email Goes Unanswered

Why Your Email Goes Unanswered Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not…
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Joanne Talks Social Selling with LinkedIn’s Koka Sexton

Joanne Talks Social Selling with LinkedIn’s Koka Sexton Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is…
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I Don’t Know You, so Don’t Ask Me for a Referral

I Don’t Know You, so Don’t Ask Me for a Referral People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never…
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