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 »
Forget Social Selling, Try Social Engagement

socialmediaA new research study unlocks the key to using social media for sales.

Social engagement.  Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. It’s what salespeople do—or should be doing—all the time.

Does this sound like a lot of giving? You bet, and it’s critical to increasing B2B sales effectiveness.  By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources.

Put simply: By giving…

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Associations, Enterprise, Sales Management, Salespeople »
Are You Stuck in a Revolving Door?

Are You Stuck in a Revolving Door? It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you were playing with your kids…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Around the World in 80 Minutes: No Passport Required

Around the World in 80 Minutes: No Passport Required Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
PowerPoint Is Killing Your Sales Presentations

PowerPoint Is Killing Your Sales Presentations Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: 14 Things Top Sales Managers Do

[Message to Management]: 14 Things Top Sales Managers Do The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Probably not as often as they should. Under constant pressure to deliver…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
Say Goodbye to Bad Business

Say Goodbye to Bad Business Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can…
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Associations, Enterprise, Sales Management, Salespeople, Small Business »
How to Get Prospects to Call You Back

How to Get Prospects to Call You Back If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message,…
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