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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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Does Anyone Have an In-Person Conversation Anymore?

Technology connects us to the outside world, but what about connecting to the world right in front of us?
Take a look around you. How many people are on their mobile phones talking, walking, reading, surfing, emailing, or…
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Get Personal—Why Opening Your Mouth Matters

Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call.
Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick…
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Get Personal—Get Your Referral Introduction

Get rid of that dreaded first date. A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business.
If you’ve dated in the age of…
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How to Get People to Open and Act on Your Emails

Shift the focus of your emails to your prospect (it’s not about you) and watch your sales take off!
In keeping with my theme of “Get Personal,” I’m sharing with you a blog by email marketing and copywriting…
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Ditch the Personal Pronoun

Shift your sales conversation from product features to the results you deliver.
“I don’t care about you. I only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients…
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Get Personal – Southwest

You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship.
I love Southwest Airlines. I actually believe that this big airline cares about me. I recently had a birthday…
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Let Me Know Who You Are: 3 Sales Tips to Connect

Technology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development.
LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to…
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You Can’t Negotiate This…

Stick with core brand building, innovation, and product development, even in volatile markets.
It’s tempting, in a yo-yo economic climate to slash costs and investment across the board. Don’t. Get selective. Get lean. Discretionary spending is negotiable.
What’s…
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Person to Person Is Back

In an era powered by technology, connecting with the person still matters
Perhaps you remember Edward R. Murrow and the show, “Person to Person”.
The Private Lives of Public People
Beginning in 1953, the Person…
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Happy 5th Anniversary, Top Sales Experts!

I love to celebrate birthdays and anniversaries (after all, we work so hard, and it feels great to revel in the good things in life). Our friends at Top Sales Experts are celebrating their 5th anniversary, and…
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