• 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, Sales Management, Salespeople, Small Business »
[Missed Connections] March Referral Selling Insights

IQQuizThings you need to know—but might have missed—from No More Cold Calling this month.

Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in?

These aren’t trick questions. I really want to know your answers.

I’m doing some referral research and need your help. Please take my 14-question Referral I.Q. Quiz. The questions are mostly “Yes/No,” and it should take less than four minutes to complete. Once you’ve finished, you’ll be bounced over to a…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Face-to-Face Meetings Are Back in Style

Face-to-Face Meetings Are Back in Style

Susan RoAne explains why in-person connections matter just as much as ever.
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
What I Learned from Getting Fired

What I Learned from Getting Fired

Create a fulfillment mindset for your prospects.
Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly.
I was so close to nailing a million-dollar deal—something no one in my …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Inside Sales: Listen Up!

Inside Sales: Listen Up!

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling.
You really can stop cold calling. Well, you could—if only your manager would let you. If only you weren’t …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

Here’s how to implement real change in your sales organization.
Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Girl Power—Men with Daughters Get It

Girl Power—Men with Daughters Get It

How do you ensure the young women in your life get the equal opportunities they deserve?
Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
4 Ways Salespeople Get Social Networking Wrong

4 Ways Salespeople Get Social Networking Wrong

Forget about social selling and focus on social engagement.

“Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first …