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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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4 Ways to Get Past the Gatekeeper (No Tricks Required)

4 Ways to Get Past the Gatekeeper (No Tricks Required)

When you have a referral introduction, there’s no need to dupe the gatekeeper.
Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with …

[Message to Management]: 74 Percent of Salespeople Are Failing

[Message to Management]: 74 Percent of Salespeople Are Failing

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed.
Did you learn to sell in school? I didn’t. I graduated from college with a Liberal Arts degree—English major, history …

’Tis the Season for Networking

’Tis the Season for Networking

Keep these networking success secrets in mind as you make the rounds at holiday parties this month.
It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office …

Your Millennials Are Gems Just Waiting to Be Polished

Your Millennials Are Gems Just Waiting to Be Polished

Sales organizations need to engage the next generation of rainmakers.
When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love …

3 Dangers for Salespeople Who “Assume”

3 Dangers for Salespeople Who “Assume”

Assumptions tank deals and ruin sales pipelines.
Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We …

[Message to Management]: Top Earners Deserve More of Your Time

[Message to Management]: Top Earners Deserve More of Your Time

All sales reps need coaching and guidance, but rainmakers deserve extra attention.
The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause …

[Missed Connections]: November Referral Selling Insights

[Missed Connections]: November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are …

You Don’t Have to Be a Millennial to Top the Social Media Charts

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …