Marketing automation, CRM, social media, and other technology tools empower us to sell more efficiently and cost-effectively. But if you think back over your most successful business deals, I bet face-to-face, person-to-person, high-touch communication—a phone call, a video conference, or (best of all) an in-person meeting—accelerated your sales process time and time again.
Even in Sales 2.0, the most powerful tool in your sales toolbox is still you!
Relationships Still Rule in Sales
Technology has certainly changed the way we gather information about prospects. It’s also changed how they gather information about us and what they expect of us. And if you’re not active on social media, you’re about five steps behind everyone else. But when it comes to how we sell (you know, person to person) not much has changed.
Executives are busy people. Most don’t have “meet with salesperson” at the top of their to-do lists. Our job as smart, strategic sales pros is to deliver value—real value. And technology won’t do that for us, nor will it give us a huge advantage over our competitors, who (let’s face it) have access to the same gadgets, gizmos, and applications.
What will give you an edge is having a personal connection to prospects, understanding what our buyers want from us, delivering results, and having a well-nurtured network of people who are ready and willing to refer you. That’s right—it’s still who you know that counts.
Technology and Sales and Referrals
Success is Sales 2.0 is about the marriage of the old (relationships and referrals) with the new (technology). Each of these has its place in sales. In fact, they are interwoven, interdependent, and inextricably connected. The trick is leveraging the invaluable sales intelligence that new technologies provide—and knowing when it’s time to put away the toys, pick up the damn phone, and have a grown-up, face-to-face conversation.
In Pick Up the Damn Phone!, you’ll discover:
- How everything (and nothing) has changed in Sales 2.0
- What Buyer 2.0 expects from you
- How to balance technology with the personal connection
- Why face to face matters more now than ever
- Why trust trumps technology
- How social media has (and hasn’t) changed the way we sell
- How to make LinkedIn work for you
- How to leverage social selling
- Which technology tools are worth your time
- How to enable your virtual team to better collaborate
- Why referral selling still trumps all other prospecting strategies
- How to nurture your referral network—online and offline
Get the Sneak Peek
Download the table of contents and first two chapters from Joanne’s new book for free.
“Joanne has hit the nail on the head with her take on how sales professionals can gain an edge over their competition in today’s highly-connected, technology-driven business environment. Her focus on building genuine relationships with customers is great advice. Pick Up the Damn Phone! is straight-forward and insightful, offering practical action steps. It’s a must-read for sales professionals looking to excel.”
Founder and CEO, Selling Power
“The worst aspect of good media—be it social media or Super Bowl commercials—is that too many salespeople use it to replace face-to-face selling and phone conversations. Social-media proponents claim it keeps people connected. Maybe so. But if you don’t visit the customer or pick up the phone, you’ll be disconnected and will lose the sale. Read this book.”
Jeffrey J. Fox
Author of How to Become a Rainmaker and 11 other international bestsellers
“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
“Confused by today’s selling environment? Is personal selling out? Social media in? Joanne Black has always had an amazing way of taking the complexity out of sales. Pick Up the Damn Phone! is the only sales handbook your team needs. Its clear, practical, proven advice is great for rookies and will move seasoned pros to the next level of success. Every page has powerful nuggets of sales wisdom that are guaranteed to increase your sales.”
President, The One Page Business Plan Company