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 »

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 »

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 »

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 »

Too many things clog our heads at this time of the year. In the United States, federal taxes, state taxes, and in California someone made the brilliant decision to assess property taxes at the same time. There’s spring cleaning, quarterly … continue reading »

Cold Calling: Don’t even joke about it. Not even on April Fools.
Twice in one day I received emails about cold calling tactics, and even a cold-calling boot camp. One talked about “diffusing resistance,” the other, about “the anatomy” of … continue reading »

A real referral selling strategy is an everyday, real, tangible, business-changing philosophy. You get bottom-line sales results through a targeted referral process with a written referral-sales plan, weekly written referral goals, essential referral skills, and methods to track and … continue reading »