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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] February Referral Selling Insights

[Missed Connections] February Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month.
With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the …

I Just Deleted You

I Just Deleted You

Here are three ways NOT to get deleted on LinkedIn.
After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 …

What Ever Happened to the Can with the String?

What Ever Happened to the Can with the String?

This childhood game taught us an important lesson: You can’t listen and talk at the same time.
Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and …

Why Business Should Be Booming for Boomers

Why Business Should Be Booming for Boomers

Age and experience give entrepreneurs and salespeople a competitive edge.
If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: …

10 Ways to Edge Out Your Competitors in 2015

10 Ways to Edge Out Your Competitors in 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders.
We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s …

Stop Pointing Fingers at Millennials

Stop Pointing Fingers at Millennials

Generational diversity can be a competitive advantage in sales.
Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids …

The Glass Ceiling Hasn’t Shattered Just Yet

The Glass Ceiling Hasn’t Shattered Just Yet

If Silicon Valley is any indication, gender discrimination is alive and well, even in “progressive” industries.

Early in her career, [Heidi] Roizen [operating partner at DFJ and a Stanford lecturer] was working “on a company-defining deal”—involving, …

[Missed Connections] January Referral Selling Insights

[Missed Connections] January Referral Selling Insights

Things you need to know from No More Cold Calling.
Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last …

How to Avoid the Trash Folder

How to Avoid the Trash Folder

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted.
Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, …

Big Deals and High Heels: Why Women Are Naturals at Selling

Big Deals and High Heels: Why Women Are Naturals at Selling

Women do things a little differently than men. And that’s a good thing in sales.
Men still outnumber women in the upper echelons of sales. But that’s changing quickly.
Success in sales is about building and nurturing …