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 »
Joanne Talks Social Selling with LinkedIn’s Koka Sexton

InternetSocialMediaSocial 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 to begin a conversation, ask questions, and develop a relationship—not scare people away by immediately launching into a sales pitch.

Unfortunately, many salespeople forget that clicking a button and blatant self-promotion don’t start conversations or begin relationships. With this in mind, I looked forward to chatting with Koka Sexton—global senior social marketing manager at LinkedIn Sales Solutions—who invited me to LinkedIn’s Mountain View…

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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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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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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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[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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I Don’t Want Your Deck

I Don’t Want Your Deck Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation—so I accepted the connection, and we started a conversation. I was intrigued by his…
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Why Are You Giving Your Prospects the Silent Treatment?

Why Are You Giving Your Prospects the Silent Treatment? KiteDesk’s CEO explains why salespeople still need to pick up the damn phone. We delete emails like robots. Social selling works, but only when we remember to put the “social” back in social media. Phone conversations are what really…
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