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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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5 Tips for Women in Sales: Get Ready to Change the Game

5 Tips for Women in Sales: Get Ready to Change the Game

Believe it or not, women have the advantage in selling.
Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still …

Women in Sales: What’s Standing in Our Way?

Women in Sales: What’s Standing in Our Way?

We’ve come a long way, baby. But saleswomen still have challenges to overcome.
Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, …

[Missed Connections]: August Referral Selling Insights

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

Stop ignoring your rainmakers.
Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t …

Don’t Confuse “Target Market” with “Ideal Client”

Don’t Confuse “Target Market” with “Ideal Client”

Sales and marketing play different roles in lead generation.
It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already …

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Without strong relationships, your sales career is DOA.
Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients?
It’s not what will …

Does “Call Reluctance” Prevent You from Asking for Referrals?

Does “Call Reluctance” Prevent You from Asking for Referrals?

What are salespeople so afraid of?
“I think I’ve told you before that I have a mild-to-moderate case of call reluctance.  Even warm opportunities I’m following up on create anxiety.”
I was a little surprised to receive …

[Message to Management]: What a Winning Sales Team Does Differently

[Message to Management]: What a Winning Sales Team Does Differently

To attract and retain talented salespeople, build an environment where winners can thrive.
I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked …