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, Sales Management, Salespeople, Small Business »
Social Selling Not Working for You?

Untitled designHere’s why your social media strategy is falling flat—and how to bring it back to life.

Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less.

Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. Social media can help start conversations that lead to true connections, but only if you show up as a person.

Falling on Deaf…

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Trust Trumps Technology—Who Do You Know?

Trust Trumps Technology—Who Do You Know? This is not a rant about technology. (It’s the opposite.) An executive at a leading marketing automation company surprised the heck out of me when I interviewed him for Pick Up the Damn Phone! I expected to hear all…
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Why Keeping Up Has You Falling Behind

Why Keeping Up Has You Falling Behind “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…
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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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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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