Joanne's Sales Blog: Back in the Black

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 »

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 »

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 »

When it comes to referrals, the more specific you are, the more successful you’ll be.
When I ask salespeople how I can help them with prospecting—who they’re looking for—they begin with “Anyone who…” “Anyone?” I’m confused. I don’t know who … continue reading »

It’s not 140 characters, it’s you!

There’s nothing like getting the gang together. Salespeople have great combined power and energy when they gather in person and share successes, ideas and information. At conferences, they learn as much through conversations with … continue reading »

”Mark,” a salesperson in Poland, began selling financial investment products five months ago, after a 2-month induction. What prospecting method did they teach him? Cold calling, of course.  “When I started to search actively for clients using this approach, the results … continue reading »

Expertise isn’t just handed to you. Commitment to a daily routine and practice separates you from every other salesperson out there. Commit and succeed.
Malcolm Gladwell, (Canadian journalist and author) said, “Practice isn’t the thing you do once you’re good. … continue reading »

Networking Is Not an Option
Show Up
Woody Allen’s said: “Eighty percent of success is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people know you and recognize you. … continue reading »

Enough Economic “Woe, Is Me.”
You are not a cow in a ditch. Grab the bull by the horns, and get out your shovel and dig!
“Ideas and guidance come from the most unexpected sources-if you’re open to receiving it. … continue reading »

Why Social Networks Won’t Build Your Business
Social Networking Isn’t the Next Best Thing…
…You are! It’s the personal connection-still-that seals the deal.
The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. … continue reading »