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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 75% of Salespeople Ineffective?

Why Are 75% of Salespeople Ineffective?


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Because no one ever taught them how to sell.
How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.
Some of us

Happy Anniversary to No More Cold Calling (the Book)

Happy Anniversary to No More Cold Calling (the Book)


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Why not put the technology away and curl up with a real book every once in a while?
Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our

Let My Technology Connect With Your Technology

Let My Technology Connect With Your Technology

You can’t build relationships on autopilot.
If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship…
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, right? Not so fast. You’ve been misinformed about the actual power

Texting While Walking—Not Worth the Risk

Texting While Walking—Not Worth the Risk

Apple wants to make it safer to walk while texting. I have a better idea.
The Silicon Valley Business Journal…
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headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling.

Message to Management: Are You Talking to Your Team?

Message to Management:  Are You Talking to Your Team?


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Stop walking around, and start talking around.
The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. We earn clients’ trust and loyalty

You Are Not Just Another Number

You Are Not Just Another Number

In an era powered by technology, connecting with individuals still matters.
What a refreshing change of pace it is to actually do business with a real human being—unless, of course, that person is rude, unfriendly, or too engrossed in technology…
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Message to Management: Are You Losing Your Top Talent?

Message to Management: Are You Losing Your Top Talent?

If your sales reps are overwhelmed, they might decide the job’s not worth the stress.
The job of sales reps is to sell—to maintain strong sales pipelines…
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and spend their time talking to clients. When you force them to spend

Black’s Friday Bulletin: Is Your Job Worth Killing For?

Black’s Friday Bulletin:  Is Your Job Worth Killing For?

No sale is this important.
“This is the most important blog post I’ve ever written. It’s about what happened exactly one year ago today. Please read it and share it with others.”
This was the introduction to a heart-wrenching blog …
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Train My Salespeople … Really?

Train My Salespeople … Really?


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Think sales training is unnecessary? New research says you’re wrong.
Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The

Look Your Customers in the Eye

Look Your Customers in the Eye

Eye contact can make or break your sales effectiveness.
You only need 20 seconds. That’s all it takes for people to connect with you through eye contact…
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—to engage with you, deem you trustworthy, and decide you’re worth getting to