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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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Why Are You Giving Your Prospects the Silent Treatment?

Why Are You Giving Your Prospects the Silent Treatment? KiteDesk’s chief revenue officer 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…
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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…
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Trust Trumps Technology—Who Do You Know?

Trust Trumps Technology—Who Do You Know? This is not a rant about technology. (It’s the opposite.) An executive at a leading marketing automation company surprised the heck out of me when I interviewed him for Pick Up the Damn Phone! I expected to hear all…
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Why Keeping Up Has You Falling Behind

Why Keeping Up Has You Falling Behind “Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be…
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The Eyes Have It

The Eyes Have It Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when…
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The Eyes Have It

The Eyes Have It Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when…
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How to Send an Unforgettable LinkedIn Invitation

How to Send an Unforgettable LinkedIn Invitation Read this before starting a conversation on LinkedIn. George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. He even launched a contest to get traction for his new company,…
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Are You Getting Duped by the “Experts”?

Are You Getting Duped by the “Experts”? Social selling isn’t a magical cure for all your sales challenges. What is social selling, anyway? Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? Whenever a new selling term…
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[Message to Management]: Why Great Sales Leaders Listen

[Message to Management]: Why Great Sales Leaders Listen Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I was particularly…
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I Take It Back: My Apology to Dan McDade

I Take It Back: My Apology to Dan McDade I admit it. I was wrong. Over the years, I have made it very clear that I don’t believe marketing has any business qualifying leads for salespeople. I’ve written several articles and blog posts on the topic, and included the…
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