• 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 MagazineEvery 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 »
5 Goals Every Millennial Should Have

businesslunchSales and marketing expert Anthony Iannarino shares his “letter to digital natives”

When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. We’ve all heard that Millennials are tethered to their devices. But that meeting (like so many meetings I’ve had) proved once again that in-person communication enables us to connect in ways that just aren’t possible via email, text, or tweets. We share stories, see facial expressions, use hand gestures, exchange ideas, laugh, and connect on a personal, visceral level. Even a 20-something—who’s probably owned a cell phone since middle school—understands that technology has…

Read the full story »

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Why You’ll Never “Catch Up”

Why You’ll Never “Catch Up”

Just because business is 24/7 doesn’t mean you have to be.
“I’m catching up today.” How many times have you said those words? Let’s be real. Catching up is a fallacy, a myth, a wish, a …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

Referral selling is a disciplined process sales leaders need to learn.
Are you “all in” with referral selling, or just trying it on? Are you telling your team to ask for referrals? Or do you unequivocally …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
Does the “Women in Tech Problem” Only Exist in Silicon Valley?

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

For Silicon Valley women struggling to get ahead, the answer might be a change of location.
If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
[Message to Management]: The Plea of a Struggling Sales Rep

[Message to Management]: The Plea of a Struggling Sales Rep

Are you coaching your sales team, or leaving them to fend for themselves?
“I’m not whining. You need to understand that I’m not just another number on your sales team. I know you think I’m not …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
A Tale of Two Personas

A Tale of Two Personas

Does your online persona know how to talk to people?
This is the best of times, and the most opportunistic of times. To further paraphrase Charles Dickens, this is also an age of both wisdom and …

Associations, Enterprise, Sales Management, Salespeople, Small Business »
The Ultimate Sales App—No Smartphone Required

The Ultimate Sales App—No Smartphone Required

What’s the most powerful sales tool at your disposal?
Salespeople love their apps. LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature …