Turn Cold Calls Into HOT Leads With Referral Selling

Top Sales & Marketing Influencer Every 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 »
How to Get Prospects to Call You Back

PhoneonIceIf no one’s returning your calls, you must be cold calling.

I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message, but you won’t. No one leaves a message when they’re just cold calling a list. They’re expecting someone to pick up the phone and actually listen.

Reality check: Cold calling success rates are dismal.

Put in a Little Effort

Sometimes I actually invite a call. Recently I filled out a form on a website for one of my prospects and requested…

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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Why Your Email Goes Unanswered

Why Your Email Goes Unanswered Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Joanne Talks Social Selling with LinkedIn’s Koka Sexton

Joanne Talks Social Selling with LinkedIn’s Koka Sexton Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
I Don’t Know You, so Don’t Ask Me for a Referral

I Don’t Know You, so Don’t Ask Me for a Referral People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never…
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Associations, Enterprise, Salespeople, Small Business »
Every Sale Should Be THIS Easy

Every Sale Should Be THIS Easy With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Love Them or They’ll Leave

Love Them or They’ll Leave Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: Your Team Is Wasting Your Time

[Message to Management]: Your Team Is Wasting Your Time Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Get rid of deadwood as fast as you can. Well, maybe not so fast. First, consider whether…
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