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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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Wide Awake at Dreamforce 2014

Wide Awake at Dreamforce 2014

Get out of your office to reignite your passions.
If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve …

Why Permission Marketing Always Trumps the Cold Call

Why Permission Marketing Always Trumps the Cold Call

You’ll close more deals with prospects who actually want to hear from you.
“It’s better to beg for forgiveness than to ask for permission.” Many of us adopt this mantra as we progress in our careers …

Your Network Is Your Net Worth

Your Network Is Your Net Worth

Relationships are the key to sales effectiveness.
If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is.
Whether a business is ultrahigh tech or low tech, personal relationships have always …

Social Deja Vu: We’ve Been Here Before

Social Deja Vu: We’ve Been Here Before

Even when there’s nothing on, we’ll always have reruns.
You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no.
Because the more things …

How to Lose Clients and Alienate People

How to Lose Clients and Alienate People

Stop the cold calling madness.
Why are you still cold calling? Even if you’re not actually using the phone, when you send cold emails and automated requests to connect on LinkedIn, your outreach is still ice …

Want to Know Me? Look Me Up!

Want to Know Me? Look Me Up!

There’s no excuse for not doing your sales homework.
“My CEO will be in town, and I’d like to schedule time for you to meet with him.” That must be the hook for this year’s Dreamforce …

Introductions All Around: It’s Time for Online to Meet Offline

Introductions All Around: It’s Time for Online to Meet Offline

Social networking isn’t social enough.
As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. So does being present and contributing.
We show up in many different ways—online, offline, …

[Message to Management]: Are Your Salespeople Space Cowboys?

[Message to Management]: Are Your Salespeople Space Cowboys?

Don’t let your sales team rely too heavily on technology.
Remember the movie Space Cowboys (2000)? Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair …

Cavemen Would Have Been Great Salespeople

Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients?
A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to …

6 Ways to Beat Lower-Priced Competitors

6 Ways to Beat Lower-Priced Competitors

Don’t discount. Differentiate.
There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay …