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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] January Referral Selling Insights

[Missed Connections] January Referral Selling Insights

Things you need to know from No More Cold Calling.
Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last …

How to Avoid the Trash Folder

How to Avoid the Trash Folder

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted.
Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, …

Big Deals and High Heels: Why Women Are Naturals at Selling

Big Deals and High Heels: Why Women Are Naturals at Selling

Women do things a little differently than men. And that’s a good thing in sales.
Men still outnumber women in the upper echelons of sales. But that’s changing quickly.
Success in sales is about building and nurturing …

4 Steps to Make Your Sales Life Easier

4 Steps to Make Your Sales Life Easier

LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.
You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to …

How to Win the Sale Before Winning the Order

How to Win the Sale Before Winning the Order

Guest blogger Andy Paul shares success secrets for every step of your prospects’ buying process.
“How you sell is more important than what you sell.”
“How is not about style, but is about substance: how you follow …

[Message to Management:] Stop Babysitting, Start Coaching

[Message to Management:] Stop Babysitting, Start Coaching

You’ll never have time to coach your team if you’re doing their jobs for them.
Coach your salespeople. Are you tired of hearing that message over and over again? Maybe you don’t have coaching skills. Maybe …

Forget the Shiny Toys and Wondrous Bobbles

Forget the Shiny Toys and Wondrous Bobbles

Don’t let technology wreck your sales pipeline.
The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this…
Boomer:  It’s amazing how companies develop products that people didn’t know they needed. …

Happy New Year—You’re the Best

Happy New Year—You’re the Best

Thanks to readers like you, 2014 was a great year.
I recently told a colleague that I’m not currently mentoring anyone. She immediately corrected me and said, “Joanne, we mentor everyone by the words we write.” …

[Missed Connections]: December Referral Selling Insights

[Missed Connections]: December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Goodbye, 2014. Hello, New Year! But before we move on, let’s take the time to think about what we’ve learned this year. Which …

[Top Sales Lesson of 2014] You Control the Technology

[Top Sales Lesson of 2014] You Control the Technology

Guest blogger Phillip Twyford encourages us all to put the phones and tablets aside, and take time to connect with the people around us.
You don’t want to miss out on the joyful sound of children …