Turn Cold Calls Into HOT Leads With Referral Selling

Top Sales & Marketing Influencer 2014 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, Salespeople, Small Business »
Why Keeping Up Has You Falling Behind

text“Busyness” is not the path to success.

I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I immediately log into the Wi-Fi. If I don’t work on the plane, I won’t be able to catch up when we land. I only sleep five or six hours a night. I’m so stressed that I can’t relax and enjoy time with my kids.

If you know me, you know I’m not writing…

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Associations, Enterprise, Sales Management, Salespeople, Small Business »
The Eyes Have It

The Eyes Have It Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when…
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Associations, Enterprise, Sales Management, Salespeople »
The Eyes Have It

The Eyes Have It Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when…
Read more »

Associations, Enterprise, Salespeople, Small Business »
How to Send an Unforgettable LinkedIn Invitation

How to Send an Unforgettable LinkedIn Invitation Read this before starting a conversation on LinkedIn. George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. He even launched a contest to get traction for his new company,…
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Associations, Enterprise, Salespeople, Small Business »
Are You Getting Duped by the “Experts”?

Are You Getting Duped by the “Experts”? Social selling isn’t a magical cure for all your sales challenges. What is social selling, anyway? Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? Whenever a new selling term…
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Associations, Enterprise, Salespeople, Small Business »
[Message to Management]: Why Great Sales Leaders Listen

[Message to Management]: Why Great Sales Leaders Listen Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I was particularly…
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Associations, Enterprise, Salespeople, Small Business »
I Take It Back: My Apology to Dan McDade

I Take It Back: My Apology to Dan McDade I admit it. I was wrong. Over the years, I have made it very clear that I don’t believe marketing has any business qualifying leads for salespeople. I’ve written several articles and blog posts on the topic, and included the…
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