• 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, Referrals, Sales Management, Salespeople, Small Business »
Wondering How to Grow Sales? Create Time to Think

howtogrowsalesYou’ll never get your next great idea without a quiet space to innovate.

How do techies come up with such innovative ideas? Steve Jobs did it with the iPhone, and Elon Musk did it with Tesla. Reed Hastings did it with Netflix, Mark Zuckerberg with Facebook, and Elizabeth Holmes with Theranos. Every day we read about new companies addressing needs that never existed before.

I bet these innovators didn’t come up with their groundbreaking ideas during rock concerts or major league playoff games, or while they were checking email or social media messages. Creativity blossoms when we make time to think.

Whether you’re creating…

Read the full story »

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Too Busy to Get Referrals?

Too Busy to Get Referrals?

Even when your plate is full, you’ve still got to eat.
“I was so busy this week, I neglected to prospect.” That’s what I heard from Jeff, a frustrated salesperson. But I didn’t let Jeff get …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
On Vacation? Increasing Sales Can Wait Till You Get Back

On Vacation? Increasing Sales Can Wait Till You Get Back

Next time you take vacation, give your Inbox a break too.
Earlier this summer, I spent two weeks overseas without checking email. How could I possibly afford that luxury? As a small business owner, increasing sales …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Are Referral Leads Waiting in Your Inbox?

Are Referral Leads Waiting in Your Inbox?

The fortune is in your follow-up.
Salespeople and comedians have something in common: More often than not, success comes down to timing. Sometimes we get lucky. We’re in the right place at the right time and …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
“Sales Management” Is Not a Dirty Word

“Sales Management” Is Not a Dirty Word

Great sales leaders must also be great managers.
Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? No one had time to prospect, because they couldn’t keep …

Associations, Enterprise, Referrals, Sales Management, Salespeople, Small Business »
Business to Business Sales Reps Shouldn’t Cave on Price

Business to Business Sales Reps Shouldn’t Cave on Price

Can your buyers afford NOT to work with you?
Jane was a senior vice president with a premier global company. She always brought in the best resources to work with her executives—consultants and speakers who were …

Associations, Referrals, Sales Management, Salespeople, Small Business »
Referral Networks: The Missing Ingredient in Your Marketing Best Practices

Referral Networks: The Missing Ingredient in Your Marketing Best Practices

Guest blogger Ken Thoreson tells how to grow your referral networks.
I drove 90 minutes in traffic to attend a networking event. I’d only been home from vacation for a week and was still fighting jet …