Turn Cold Calls Into HOT Leads With Referral Selling

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 »
Why Are 75% of Salespeople Ineffective?

75Because no one ever taught them how to sell.

How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.

Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own. It’s not surprising, then, that many reps fail.

In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates.

In a recent blog post entitled “3…

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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Happy Anniversary to No More Cold Calling (the Book)

Happy Anniversary to No More Cold Calling (the Book)


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Why not put the technology away and curl up with a real book every once in a while?
Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Let My Technology Connect With Your Technology

Let My Technology Connect With Your Technology

You can’t build relationships on autopilot.
If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship…
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, right? Not so fast. You’ve been misinformed about the actual power

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Texting While Walking—Not Worth the Risk

Texting While Walking—Not Worth the Risk

Apple wants to make it safer to walk while texting. I have a better idea.
The Silicon Valley Business Journal…
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headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling.

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Message to Management: Are You Talking to Your Team?

Message to Management:  Are You Talking to Your Team?


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Stop walking around, and start talking around.
The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. We earn clients’ trust and loyalty

Associations, Enterprise, Sales Management, Salespeople, Small Business »
You Are Not Just Another Number

You Are Not Just Another Number

In an era powered by technology, connecting with individuals still matters.
What a refreshing change of pace it is to actually do business with a real human being—unless, of course, that person is rude, unfriendly, or too engrossed in technology…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Message to Management: Are You Losing Your Top Talent?

Message to Management: Are You Losing Your Top Talent?

If your sales reps are overwhelmed, they might decide the job’s not worth the stress.
The job of sales reps is to sell—to maintain strong sales pipelines…
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and spend their time talking to clients. When you force them to spend