Strike the right balance between technology and relationships, and you’ll beat the competition every time.
Experts have been quick to tell us that technology changes everything—that Sales 2.0 is an entirely new way of working. And I was one of the first to scream: “No, no, no!”
Social media, marketing automation, the cloud, and other technological innovations have transformed the way we work, but not how we sell. At the end of the day, sales is still about people buying from people. It’s our job to make connections that matter. And those connections are cemented with an in-person meeting or phone call, not a status update.
My new book—Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal—focuses on the intersection of sales, technology, and referrals—the marriage of the old (relationships) with the new (technology). Each of these has its place in sales. In fact, they are interwoven, interdependent, and inextricably connected. But it’s imperative to know when to put away your toys and have a grown-up conversation.
Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal is now available on Amazon. Order your copy today.
The early reviews are in! Here’s what some sales thought leaders have to say:
“Personal conversations are the ultimate competitive differentiator. As Joanne Black so clearly points out, too many sellers hide behind their computers, expecting to get business. The smart ones initiate contact.”
Author of SNAP Selling and Selling to BIG Companies
“It’s easy to get sucked into the digital universe, but personal connections and the personal touch get deals. Joanne Black nails it. Use your toys, but relationships win every time.”
Global business celebrity, television host, bestselling author, and sometimes cowboy
“Joanne Black has done it again! Pick Up the Damn Phone! is a must-read for anyone building a business, a practice, or a sales team. Qualified leads, referrals, and business relationships are the rewards for those willing to pick up the phone and have a conversation. I suggest picking up your copy now!”
Speaker and author of How to Work a Room
Plus, check out my latest blogs for more on how relationships—and referrals—convert prospects into clients more than 50 percent of the time:
Message to Management: It’s Never About Closing
You’d be surprised how often I hear, “My salespeople can’t close.” But it’s never about closing. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results. (Read “Message to Management: It’s Never About Closing.”)
Don’t Hand Me Off
To salespeople, clients are gold. If you want to keep them—and just as importantly, get referrals from them—you must stay in touch, take care of them, help them with their problems, introduce them to people they need to meet, and become the sales advisor they know and trust. If you don’t make them feel important, they’ll find someone who will. (Read “Don’t Hand Me Off.”)
Why Top Sales World CEO Never Makes Cold Calls
Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call in his 40-year sales career, and offers some compelling statistics about why referrals still rule. (Read “Why Top Sale World CEO Never Makes Cold Calls.”)
No More Cold Calling Audio Book
Before you read Pick Up the Damn Phone!, check out my first book—or listen to the audio version. In this one-of-a-kind sales guide, you’ll learn how to stop wasting time calling people who don’t want to hear from you and boost your close rate to 50 or 90 percent! Send your commissions soaring, work less, and enjoy it more—all without ever making another cold call.