Enterprise

Get the meeting at the level that counts and convert more than 50 percent of your prospects to paying clients. Sell more and sell smarter. Sell through referrals.

Associations

Challenge your members to master the art of referral selling: Bring No More Cold Calling author Joanne Black to your next meeting as a keynote speaker or workshop leader.

Small Business

Attract prime prospects and get a significant ROI on your entrepreneurial efforts and small business marketing. Make referral selling your business-development strategy.

Video

Watch how referral selling can change the face of your business for the better by viewing our extensive library of No More Cold Calling videos.

Salespeople

You’re in sales and want to beat your targets. Get close rates of up to 70% with referral selling. Find out how.

Associations, Enterprise, Small Business »
Why Old-School Selling No Longer Works

NoJust say no to “no.”

There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking. 

Out With the Old

This sales mantra emanates from an old-school sales formula: Make 100 cold calls, talk to 20 people, set eight to 10 appointments, and get one client … if you’re lucky. That’s a lot of no’s—and a lot of wasted selling time.

In With the New

Why would you spend your valuable sales time talking to people who say…

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Associations, Enterprise, Small Business »
Why Cost Per Lead is Irrelevant

Why Cost Per Lead is Irrelevant


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Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads.
Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game.

Associations, Enterprise, Small Business »
Earn the Right to Ask

Earn the Right to Ask

You must earn the right to ask for referrals—which is why your clients are your best possible Referral Sources.
Benjamin Franklin once said, “Believe none of what you hear and half of what you see.”
While social media can be …
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Associations, Enterprise, Small Business »
Welcome to the Major Leagues!

Welcome to the Major Leagues!


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Boost your batting average with a targeted referral strategy, and win the sales game this season.
Batter up!
Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a

Associations, Enterprise, Small Business »
Would You Bet Your House on Your Sales Savvy?

Would You Bet Your House on Your Sales Savvy?

Sales suspects don’t count as sales prospects.
Barry Trailer, managing partner of CSO Insights…
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, makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to

Associations, Enterprise, Small Business »
Social Selling is Personalized Selling

Social Selling is Personalized Selling


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Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that.
My colleague, Nancy Nardin, knows about every sales tool there is. However, as

Associations, Enterprise, Small Business »
What Your Sales Manager Doesn’t Know

What Your Sales Manager Doesn’t Know


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Is training your sales team a waste of time and money? Quite possibly.
Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It