Home » Archive by Category

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.

Get Joanne’s free monthly newsletter, Back in the Black: Subscribe now.

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,…
Read more »

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…
Read more »

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…
Read more »

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…
Read more »

Every Sale Should Be THIS Easy

Every Sale Should Be THIS Easy With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed…
Read more »

Love Them or They’ll Leave

Love Them or They’ll Leave Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients…
Read more »

[Message to Management]: Your Team Is Wasting Your Time

[Message to Management]: Your Team Is Wasting Your Time Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Get rid of deadwood as fast as you can. Well, maybe not so fast. First, consider whether…
Read more »

I Don’t Want Your Deck

I Don’t Want Your Deck Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation—so I accepted the connection, and we started a conversation. I was intrigued by his…
Read more »

Why Are You Giving Your Prospects the Silent Treatment?

Why Are You Giving Your Prospects the Silent Treatment? KiteDesk’s CEO explains why salespeople still need to pick up the damn phone. We delete emails like robots. Social selling works, but only when we remember to put the “social” back in social media. Phone conversations are what really…
Read more »

Social Selling Not Working for You?

Social Selling Not Working for You? Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales…
Read more »