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 »
Your Network Is Your Net Worth

MaketimeRelationships are the key to sales effectiveness.

If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is.

Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales.

There is significant research about why customers make buying decisions. Bottom line: It’s because they like and trust the salesperson and his organization. Relationships matter, and trust is the foundation. So you can waste time tapping away on your keyboard. Or you can close the laptop and actually talk to colleagues, prospects, and clients.

Make the Time…

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Associations, Enterprise, Sales Management, Salespeople »
Social Deja Vu: We’ve Been Here Before

Social Deja Vu: We’ve Been Here Before

Even when there’s nothing on, we’ll always have reruns.
You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no.
Because the more things …

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How to Lose Clients and Alienate People

How to Lose Clients and Alienate People

Stop the cold calling madness.
Why are you still cold calling? Even if you’re not actually using the phone, when you send cold emails and automated requests to connect on LinkedIn, your outreach is still ice …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Want to Know Me? Look Me Up!

Want to Know Me? Look Me Up!

There’s no excuse for not doing your sales homework.
“My CEO will be in town, and I’d like to schedule time for you to meet with him.” That must be the hook for this year’s Dreamforce …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Introductions All Around: It’s Time for Online to Meet Offline

Introductions All Around: It’s Time for Online to Meet Offline

Social networking isn’t social enough.
As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. So does being present and contributing.
We show up in many different ways—online, offline, …

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[Message to Management]: Are Your Salespeople Space Cowboys?

[Message to Management]: Are Your Salespeople Space Cowboys?

Don’t let your sales team rely too heavily on technology.
Remember the movie Space Cowboys (2000)? Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Cavemen Would Have Been Great Salespeople

Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients?
A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to …