• 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

    Read More.

  • 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.

    Read More.

  • 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.

    Read More.

  • 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.

    Read More.

  • 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.

    Read More.

  • 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

    Read More.

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]: May Referral-Selling Insights

worldtravelWhere in the world are you? (I’m in Croatia.)

Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take those conversations offline.

Social media has expanded my international network time and time again. Not long ago, a Chinese woman connected with me on LinkedIn and then visited the States to begin a business conversation. A Brit saw a post on Twitter and wrote to ask if he…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Warning] The Internet Is Giving Salespeople Tunnel Vision

[Warning] The Internet Is Giving Salespeople Tunnel Vision

Has customized communication gone too far?
Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
The Best Salespeople I Know Are Women

The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value.
“Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: Are Your Sales Metrics Messed Up?

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach.
“Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Something in Common: The Key to Connecting with Your Sales Prospects

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal.
My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Want to Score? Take Your Foot Off First

Want to Score? Take Your Foot Off First

If you don’t ask, you don’t get.
The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Is Your Sales Team on the Brink of Disaster?

Is Your Sales Team on the Brink of Disaster?

Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations.
Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or …