Joanne's Sales Blog: Back in the Black

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 »

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 »

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 »

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 »

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 »

”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 »

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 »

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 »