Joanne's Sales Blog: Back in the Black

The blitz of messages and email marketing about “successful” cold calling sales tactics continues to drive me up the wall and around the bend.
The Great Cold Calling Approach
I recently received an email that provided tips on a great … continue reading »

Clients hire the expert. Period. In any economy. So be the expert and start proclaiming.
Clients hire you because they know you deliver what you promise with a positive impact on their business results. They hire you because you make … continue reading »

I know you’ve heard the expression, “think outside the box”. Actually, I don’t think there’s a “box” anymore.
However, one of my favorite people and top-notch copywriters is Ivan Levinson, and Ivan’s usually spot on. Read his short newsletter about … continue reading »

Joanne sat down with CanDoGo–the sales productivity folks–to talk about how referrals happen.
Bottom line: We need to proactively talk to our clients and ask them to make the introduction. That is when referrals happen.
> Watch the Video
Here’s … continue reading »

Summer travel season is in high gear, and business travel never stops. Credit cards, hotel room keys, receipts–there’s so much to keep track of. Make sure you’re the one keeping track of your personal information, and not someone else.
Travel … continue reading »

My colleague and good friend, Jill Konrath, has written a brilliant new book, SNAP Selling. I rarely endorse a sales book, because many of them are a bunch of fluff or regenerated material. I devoured Jill’s book. Why? Because she … continue reading »

It’s not just who you know, it’s who your clients know. If you don’t ask your clients to refer you, you miss your most critical business-development activity. If it sounds too good to be true, it’s not.

Everyone Is a … continue reading »

Check this out…the topic of a recent Reuters article:
Making Cold Calls? People Would Rather Give Up Sex.

“The prospect of making cold calls for a week as a salesperson is more unappealing than giving up sex for a month, … continue reading »

You know who they are—the time-wasting, buy-nothing customers… By dumping them, you free up time to develop and care for the ones who really matter. Just do it.
The PITA Customer
You can see the warning signs a mile … continue reading »

Why am I reading “Moneyball” and what’s the connection to sales?
Several people I respect told me it’s one of the best business books written, so I dug in. I like going to baseball games, but I’m not a baseball … continue reading »