• 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 & 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 »
Big Deals and High Heels: Why Women Are Naturals at Selling

executive-461654_640Women do things a little differently than men. And that’s a good thing in sales.

Men still outnumber women in the upper echelons of sales. But that’s changing quickly.

Success in sales is about building and nurturing relationships. And women are natural networkers and conversationalists! Sometimes we’re hesitant to ask for help, but at the same time, we recognize the importance of finding (and being) mentors. We delight in enlisting multiple generations in our sales efforts. We recognize the importance of diversity and helping other women succeed.

We’re hardwired to be nurturers, connectors, and collaborators—all traits that make for great salespeople. So…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
4 Steps to Make Your Sales Life Easier

4 Steps to Make Your Sales Life Easier

LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.
You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
How to Win the Sale Before Winning the Order

How to Win the Sale Before Winning the Order

Guest blogger Andy Paul shares success secrets for every step of your prospects’ buying process.
“How you sell is more important than what you sell.”
“How is not about style, but is about substance: how you follow …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management:] Stop Babysitting, Start Coaching

[Message to Management:] Stop Babysitting, Start Coaching

You’ll never have time to coach your team if you’re doing their jobs for them.
Coach your salespeople. Are you tired of hearing that message over and over again? Maybe you don’t have coaching skills. Maybe …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Forget the Shiny Toys and Wondrous Bobbles

Forget the Shiny Toys and Wondrous Bobbles

Don’t let technology wreck your sales pipeline.
The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this…
Boomer:  It’s amazing how companies develop products that people didn’t know they needed. …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Happy New Year—You’re the Best

Happy New Year—You’re the Best

Thanks to readers like you, 2014 was a great year.
I recently told a colleague that I’m not currently mentoring anyone. She immediately corrected me and said, “Joanne, we mentor everyone by the words we write.” …

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

[Missed Connections]: December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Goodbye, 2014. Hello, New Year! But before we move on, let’s take the time to think about what we’ve learned this year. Which …