Home » Archive by Category

Referral Selling in Small Business

“Small” may be the way government classifies you, but you are the backbone of the global economy.

You chose your line of work because you are passionate about a product or service you developed, recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill.

Bottom line: You love what you do.
Reality: You’re not crazy about selling.

You acknowledge that attracting new clients expands you business and continues to increase your revenue and profits. Most likely you did not grow up in sales. You may think that “sales” is a dirty word—that salespeople are pushy, arrogant, loud, and in-your-face. That’s not you.

Business development is a scary proposition. You don’t employ a large marketing department—maybe none at all. You know that cold calling doesn’t work, and you hate it. You need to craft a sales strategy that fits your company and your personality.

Your Sales Solution Has Arrived

The good news: When you adopt a referral-selling system, you don’t cold call. You tap into your referral network and immediately expand your sales reach.

The bad news: You leave money on the table every single day when you don’t ask your current clients to make a referral introduction. Attract new business, increase sales, and add profits to your bottom line when you learn and adopt referral selling as your business-development sales system.

Referral-Selling Articles for Small Business

Learn about No More Cold Calling’s proven referral-selling methodology and how it changes the way you expand your business and increase sales. Below, you’ll find a collection of referral-selling articles specifically targeted to and about small business. Take a read, and let us know what you think.

Get Joanne’s free monthly newsletter, Back in the Black: Subscribe now.

Which Balls Are You Dropping?

Which Balls Are You Dropping?


Read more »
Are you moving too fast to keep up?
To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest

Why Are 75% of Salespeople Ineffective?

Why Are 75% of Salespeople Ineffective?


Read more »
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)


Read more »
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…
Read more »
, 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…
Read more »
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?


Read more »
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…
Read more »

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…
Read more »
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 …
Read more »

Train My Salespeople … Really?

Train My Salespeople … Really?


Read more »
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