Joanne's Sales Blog: Back in the Black

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 »

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 »

Location vs. True Value

My cousin is a successful real estate developer. He wrote a book about his life, the lessons learned throughout his career, and the fallacy of “Location, location, location.” The book is his legacy for his friends, … continue reading »

Sam Silverstein is one of my favorite people. He is past president of the National Speakers Association and has just written a fabulous book, “No More Excuses: The Five Accountabilities for Personal and Organizational Growth,” published by Wiley (January 2010). … 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 »

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 »

Robert Sax, www.saxpr.net, publicized my book, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust. He wrote this great post that I’m sharing with you on why stories matter.
“Social media, the hottest trend … continue reading »

Get Over the Recession: Three Key Tips to Referral-Sales Success
The recession is old news. Get over it, already. It’s time to define your own business success with a proven, results-oriented sales methodology: referral selling.
I’m tired of recession talk. … continue reading »

Get In and Get Started Adding Value to Your Sales System
You’ve heard it all before: Sales experts talk and talk about creating value. If we just create enough value for our clients, they will buy-whatever the price and whatever … continue reading »

8 Killer Steps to Recession-Proof Your Business
Regardless of what the experts say about a “real” recession: American consumers are behaving as though we’re in a recession. And we’ve just begun to see the “trickle down” effect of our slowing … continue reading »