• A Process That Works!

    “Just three months into implementing the No More Cold Calling referral process, our team generated more than 150 referral introductions. We have closed 40 percent, and the rest are in a solid pipeline. We credit the results to Joanne’s disciplined process and our ongoing reinforcement and coaching.”

    —Janelle Benefield, sales and product development, LawPay

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  • Turn Your Sales Conference or Meeting Into a Memorable Event

    Joanne Black is America’s leading authority on referral selling. Let her blow away your audience with practical and inspirational stories of referral sales success.

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  • SocialTalk with Koka Sexton

    Joanne was invited to the LinkedIn campus to speak to the Senior Social Marketing Manager, Koka Sexton, about the relationship between social selling and referrals.

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  • Big Deals and High Heels

    New speaking topic for 2015! Women are naturals at selling. Find out why companies need to leverage these skills for explosive sales growth.

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  • One of the World’s Top Social Sales Influencers

    Joanne has been named one of the World’s Top 30 Social Sales Influencers 2014. Read the article in Forbes.com.

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  • Referral Masters Program

    In less than a year, the ROI of 120% that I have thus far realized speaks for itself. Joanne’s program took me from a multitude of ideas to a focused set of activities most likely to generate referrals and revenue growth. Thanks to Joanne’s reliably savvy coaching, I have been able to implement with consistency and develop a pipeline with future potential.

    -Janet L. Campbell, CFA

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Turn Cold Calls Into HOT Leads With Referral Selling

Top Sales MagazineEvery sales pro knows that referrals generate the hottest leads. They collapse the sales cycle, knock out the competition and convert prospects into clients more than 50 percent of the time (usually more than 70 percent!).

Yet, 95 percent of sales organizations don't have a systematic, disciplined, measurable referral strategy to leverage their existing connections and contacts.

 
As a speaker, author and respected business consultant Joanne Black works with individual sales people, teams and entire organizations to boost bottom line sales results using referral selling.
 
From comprehensive referral selling product packages, individual coaching, to corporate programs  and consulting – sales professionals trust Joanne to come through with real results.

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
5 Tips for Women in Sales: Get Ready to Change the Game

1aab079Believe it or not, women have the advantage in selling.

Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson.

Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention. We ask probing questions, listen intently, have engaging conversations, and make connections—which gives women in sales a strong advantage.

Women know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators. We don’t have to think or act like men to become rainmakers….

Read the full story »

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Women in Sales: What’s Standing in Our Way?

Women in Sales: What’s Standing in Our Way?

We’ve come a long way, baby. But saleswomen still have challenges to overcome.
Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
[Missed Connections]: August Referral Selling Insights

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Don’t Confuse Recommendations with Referral Leads

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
[Note to the Sales Manager] Why Your Sales Reps Can’t Close

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

Stop ignoring your rainmakers.
Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Don’t Confuse “Target Market” with “Ideal Client”

Don’t Confuse “Target Market” with “Ideal Client”

Sales and marketing play different roles in lead generation.
It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already …