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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]: July Referral-Selling Insights

[Missed Connections]: July Referral-Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults …

Wondering How to Grow Sales? Create Time to Think

Wondering How to Grow Sales? Create Time to Think

You’ll never get your next great idea without a quiet space to innovate.
How do techies come up with such innovative ideas? Steve Jobs did it with the iPhone, and Elon Musk did it with Tesla. …

Too Busy to Get Referrals?

Too Busy to Get Referrals?

Even when your plate is full, you’ve still got to eat.
“I was so busy this week, I neglected to prospect.” That’s what I heard from Jeff, a frustrated salesperson. But I didn’t let Jeff get …

On Vacation? Increasing Sales Can Wait Till You Get Back

On Vacation? Increasing Sales Can Wait Till You Get Back

Next time you take vacation, give your Inbox a break too.
Earlier this summer, I spent two weeks overseas without checking email. How could I possibly afford that luxury? As a small business owner, increasing sales …

Are Referral Leads Waiting in Your Inbox?

Are Referral Leads Waiting in Your Inbox?

The fortune is in your follow-up.
Salespeople and comedians have something in common: More often than not, success comes down to timing. Sometimes we get lucky. We’re in the right place at the right time and …

“Sales Management” Is Not a Dirty Word

“Sales Management” Is Not a Dirty Word

Great sales leaders must also be great managers.
Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? No one had time to prospect, because they couldn’t keep …

Business to Business Sales Reps Shouldn’t Cave on Price

Business to Business Sales Reps Shouldn’t Cave on Price

Can your buyers afford NOT to work with you?
Jane was a senior vice president with a premier global company. She always brought in the best resources to work with her executives—consultants and speakers who were …

Want to Choose Your Clients? Get Referrals

Want to Choose Your Clients? Get Referrals

When you cast a wide net, you end up catching PITAs.
You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can …

[Message to Management]: Read This Before You Fire Your Sales Executive

[Message to Management]: Read This Before You Fire Your Sales Executive

Are sales leaders getting the pink slip before they have time to prove their worth?
“My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He …

[Missed Connections]: June Referral-Selling Insights

[Missed Connections]: June Referral-Selling Insights

Are you one of the 58.1 percent who haven’t adopted referral selling?
Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study—a survey of more than 1,000 companies—58.1 percent …