• 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 »
Want to Choose Your Clients? Get Referrals

GetReferralsWhen you cast a wide net, you end up catching PITAs.

You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can pick your clients.

Ideal Clients rock! They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our business projects successful. When we work with our Ideal Clients, our sales time collapses, productivity soars, deals are larger, and they help us get referrals to others like themselves.

And then there’s the…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: Read This Before You Fire Your Sales Executive

[Message to Management]: Read This Before You Fire Your Sales Executive

Are sales leaders getting the pink slip before they have time to prove their worth?
“My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Missed Connections]: June Referral-Selling Insights

[Missed Connections]: June Referral-Selling Insights

Are you one of the 58.1 percent who haven’t adopted referral selling?
Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study—a survey of more than 1,000 companies—58.1 percent …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
How to Get More Referrals Now

How to Get More Referrals Now

Are out-of-date prospecting systems holding you back?
“I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you—a …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Want a 74% Chance of Winning a Sale?

Want a 74% Chance of Winning a Sale?

Before you can change the status quo, you must understand it.
I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business.
In B2B sales, customers buy …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: What Is Your Sales Team Doing RIGHT?

[Message to Management]: What Is Your Sales Team Doing RIGHT?

Sales coaching expert Keith Rosen explains why managers should coach to win.
Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Cold Call, Root Canal, or Abstinence—You Pick

Cold Call, Root Canal, or Abstinence—You Pick

What do salespeople dread most?
Would you rather give up sex for one month or make cold calls for a week? According to a 2010 survey of 1,226 salespeople, most would choose abstinence. The only activity …