Joanne's Sales Blog: Back in the Black

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 »

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 »

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 »

”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 »

You know I love to share my love of referrals. So here’s your personal invitation to join David Nour, author of ConnectAbility and Relationship Economics®, and me for the one-hour, FREE No More Cold Calling in 2010 Webinar on January … continue reading »

I just listened to an interview with a noted sales author who was speaking about reaching sales prospects. I was appalled by her latest sales statistics regarding prospecting: You get voicemail 80 percent of the time, and it takes 9-12 … continue reading »

Gerry Sindell, my mentor and colleague, shares three insightful social media tips.

Create a picture of where you’re going—where you want to be over time. Every post becomes a piece of that mosaic. What do you want people to see … 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 »

The Gatekeeper Has Left the Building
I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts… they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, … continue reading »

Maybe I’m from another planet. I was taught that when you receive a gift, you say thank you. It’s polite and respectful.
I give my book, No More Cold Calling, The Breakthrough System That Will Leave Your Competition in the … continue reading »