Referral-Selling Articles

  • The #1 Reason Your Referral Program Won’t Work

    Referral ProgramYour marketing strategy is doomed without practice.

    Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money.

    When sales leaders ask about the duration of my referral program, I reply that it’s 90-plus days, including the initial skills building and then ongoing follow-up and practice.


  • Think Robots Will Replace B2B Sales Reps?

    Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.

    Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better?

    Not so long ago clients looked to salespeople for information about our companies and products. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Before they make contact, prospects have usually checked us out, compared

  • 6 Simple Ways a Referral Program Eradicates Top Sales Challenges

    referral programAre your sales reps wasting time prospecting?

    You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set.

    However, a few critical sales challenges still remain.

    According to the 2016 “

  • September Referral Selling Insights—Get Started for $47

    AllProductsHere’s what you might have missed from No More Cold Calling this month.

    “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs.

    It’s that time for my “Getting Started” package for individual salespeople. So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47.

    “Getting Started” includes:

    ➤ 7 audio downloads (MP3)


  • Are You Derailing Your Prospecting Success?

    prospectingYou can’t make a living off future promises.

    It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them.

    We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.

    Aha, we’ve got the answer. We know our solution will fix everything. We jump in and demonstrate (in wrenching detail) how our product will solve every one of her problems in no time. The customer nods

Power of Referrals


Keep up to date on the latest in referral-selling strategies, seminars, thought leaders, and techniques.


Challenge your members to master the art of referral selling by bringing No More Cold Calling author Joanne Black to your next meeting as a keynote speaker or workshop leader. Customized programs ensure that your group gets the on-target take-aways they need.


Implement a referral selling strategy designed to boost your domestic and global business development efforts to the next level.

Small Business

Get a greater return on your entrepreneur efforts and small business marketing by making referral selling your preferred method of pitching potential customers.


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