• 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

    Read More.

  • 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.

    Read More.

  • 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.

    Read More.

  • Top 50 Sales & Marketing Influencers 2014

    According to TopSalesWorld.com Joanne is one of the Top 50 sales influencers of 2014!

    Read More.

  • 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.

    Read More.

  • 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

    Read More.

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 »
4 Ways to Get Past the Gatekeeper (No Tricks Required)

business woman stopping youWhen you have a referral introduction, there’s no need to dupe the gatekeeper.

Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your outreach still cold?

It’s tiresome reading about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts…they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. A waste of your time. And who has time to…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: 74 Percent of Salespeople Are Failing

[Message to Management]: 74 Percent of Salespeople Are Failing

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed.
Did you learn to sell in school? I didn’t. I graduated from college with a Liberal Arts degree—English major, history …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
’Tis the Season for Networking

’Tis the Season for Networking

Keep these networking success secrets in mind as you make the rounds at holiday parties this month.
It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Your Millennials Are Gems Just Waiting to Be Polished

Your Millennials Are Gems Just Waiting to Be Polished

Sales organizations need to engage the next generation of rainmakers.
When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
3 Dangers for Salespeople Who “Assume”

3 Dangers for Salespeople Who “Assume”

Assumptions tank deals and ruin sales pipelines.
Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: Top Earners Deserve More of Your Time

[Message to Management]: Top Earners Deserve More of Your Time

All sales reps need coaching and guidance, but rainmakers deserve extra attention.
The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause …

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

[Missed Connections]: November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are …