Inspirational, Professional Referral Sales Speaker

Joanne Black is the referral sales expert.

Joanne Black is a captivating keynote sales speaker, sales guru, and innovative sales seminar leader, and she’s changing the business of sales.

Joanne’s high-impact, motivational speaking style gets teams on their feet, thinking differently about sales. You can get it all: motivational, practical, and tactical.

Watch Joanne

Don't delude yourself: A call is either “cold” or it's “HOT“! Find out why and why it matters. Joanne Black is contrarian, gets you thinking, and will change the way you sell—for the better, forever. Watch Joanne Black Now!

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Joanne wrote the book on referral selling: Hire the expert. Program participants put Joanne's strategies to immediate use, they grow their business, and you’ll grow yours. Inspire your audience.

Contact Joanne: 415.461.8763 | joanne@nomorecoldcalling.com

• Sales and Incentive Meetings: Inspiring sales people toward new levels of success
• Conferences: Attracting more attendees and helping create a reputation of presenting noteworthy keynote speakers
• Associations: Providing added value to members by offering an opportunity for personal and professional growth

• Speaking Topics
• Speaking Engagements

Speaking Topics

Turn Up the Heat on Your Prospecting: Harness the Power of Referrals

Tap into Joanne Black’s proven, No More Cold Calling® Referral-Selling System, boost your sales and fire up your business! Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones.

• Convert more than 50 percent of your prime sales prospects to paying clients. Leverage your referral network and double your sales footprint without adding to your sales budget.
• Meet Mr. Big Stuff. Referrals guarantee a direct connection to the decision maker so you don’t chase sales leads that go nowhere.
• Make every client a walking advertisement for your company. Everyone is a part of your sales team — and existing clients are your best source of new business!
• To know you is to love you. When you receive a personal introduction, you shorten your sales cycle, win big clients, and lock out the competition.
• Make the “the gatekeeper” vanish. Go directly to the person who matters with a referral introduction. No more stopping at the front gate.

9 “Killer Steps” to Boost Your Sales

Shine the light on nine vital business-development steps, and watch your sales soar!

• Accelerate your “win” ratio and outsmart the competition.
• Be the expert. Clients want to work with a pro who knows what she’s doing and delivers results. You’re that expert.
• Sell more with higher margins. Make the ROI case and seal the deal every time.
• Prioritize what works — and ditch what doesn’t. Don’t be afraid to call it quits with time wasters. Discover why “closet to cash” matters every day.
• Work economics in your favor, in any economy. Referrals position you to succeed! You’re pre-sold, shorten your sales cycle, and crush the competition.

Put the “Social” Back in Social Media

Social media isn’t the “next big thing” in sales, you are! Get real, get in touch, and get ahead by understanding the new rules of Sales 2.0.

• Social media is an easy street paved with land mines. Social media provides a great opportunity to build trust, rapport, and mutual referrals. Make the connection. Then take your sales conversation offline and talk to people.
• Relationships still matter. Social media is an information-gathering sales tool, not a forum for reaching out to new prospects.
• Debunk the Sales 2.0 myth. Top salespeople know that technology facilitates connections; it doesn’t replace in-person interaction. Top salespeople uncover needs and deliver solutions.
• Avoid the flimsy web of auto-generated leads. Unless a connection comes from a referral, it’s not a qualified lead. Make no mistake: you're cold calling, and you’re now caught in the tangled web of diminishing returns.
• Social media has its place. Discover why social media is a powerful tool for three sales reasons, and three reasons only.

Get the Trash Out of Your Sales Funnel: Lead Generation That Works

Attracting the “wrong” kind of clients to your business is like dumping trash in your sales funnel. They drain your time, energy, and resources. Measure the effectiveness of your funnel by how full it is with your ideal sales prospects.

• Energize your sales funnel. Light a fire under your sales prospecting and get only the “right” prospects in your funnel.
• Identify your client soul mate(s). Surprisingly, “everyone” is not your best sales prospect. Learn the six elements to clearly define your top sales prospects — attract them — and get rid of the rest.
• Fire your “loser” clients. You know who they are: They waste your sales time, don’t respond professionally, and never refer you. Walk away, and discover your next great sales opportunity.
• The shape of your sales funnel matters. Contrary to popular opinion, the more you target a specific niche and establish your expertise, the greater your sales results.
• “Qualified” leads from lists are a lie. Buying lists of “qualified” leads is a waste of money and valuable prospecting time. Instead, tap into the networks of the people who know you best — your Ideal Clients — and receive referral introductions to qualified prospects.

Double Your Referral Network in 45 Days

Learn practical networking tips to boost your sales visibility, strengthen your relationships with current clients, attract new ones, and meet top-notch referral sources.

• You are who you know. Realize the value of maintaining a strong sales circle, and network before you need it. You’re always “in-between” jobs.
• Strut your stuff. Showing up is 90 percent of the game. People can’t hire you if they don’t know who you are. Learn 20 practical networking tips to immediately boost your visibility.
• Be the person everyone wants to talk to. Don’t be the “wallflower” or the “life of the party”. Find out why — and learn the five distinct attributes of a great networker.
• Follow-up — or flop. Discover why (and how) to follow up so you don’t hang yourself on a dangling lead. Make the connection, give a firm handshake and then reconnect like a pro.
• Recruit everyone you meet. Turn your contacts into amazing clients, and enlist everyone in your referral-sales team.

Speaking Engagements

Selected Conference Keynotes

• The ASI Show! (Ad Specialties Institute)
• Autodesk One Team University
• Berkeley-Columbia Executive MBA Program
• Limousine & Chauffeured Transportation Show
• Microsoft Worldwide Partner Conference
• National Association of Female Executives (NAFE)
• National Association of Women Business Owners (NAWBO)

Professional Organization Keynotes

• American Marketing Association (AMA)
• Association for Corporate Growth (ACG)
• Barristers Club of San Francisco
• Bay Area Consultant Network (BACN)
• California Association of Mortgage Brokers (CAMB)
• California Staffing Professionals (CSP)
• Commercial Real Estate Women (CREW)
• eWomenNetwork
• Financial Women's Association (FWA)
• Fresno Advertising Federation
• Meeting Professionals International (MPI), San Francisco
• National Organization of Women Business Owners (NAWBO)
• National Association of Insurance and Financial Advisors (NAIFA)
• Public Relations Society of America (PRSA)
• The Sales Association

To secure a dynamic, inspirational, and nuts & bolts keynote speaker for your next sales meeting, conference, or association meeting, contact Joanne: 415-461-8763 | joanne@nomorecoldcalling.com.

“We were honored to have Joanne Black as the featured speaker at our invitation-only Executive Lunch program. She inspired the group with her wit and wisdom, fielded challenging questions, and made The Power of Referrals current and actionable.”

Ed Obuchowski
President
Bank of San Francisco

“Thanks for your inspiring presentation during the 2008 Microsoft Worldwide Partner Conference. I’m looking forward to your webinar, and will also enroll my sales team.”

Doreen Jacobi
COO
Derdack
Microsoft Certified Partner

“You did such a wonderful job of facilitating Alliant’s Sales Excellence Conference. The stories you shared and the facilitative techniques you used motivated everyone to sell through referrals. You made our conference a standard of excellence in its own right, and now we face the challenge of meeting such high standards again next year.”

John Addeo,
formerly CEO
Carol Krause, formerly Senior VP
Alliant Resources Group

“Thanks for your outstanding appearance at our Business @ Breakfast session — you were fabulous, witty and inspiring — and everyone loved it.”

Bob Canter
President & CEO
Emeryville Chamber of Commerce

“Thank you for this week’s seminar. I have gotten great feedback. You really got people thinking. You were a hit.”

Peter A. Goetze
Senior Vice President, Regional Manager
First Bank

“Our recent Area Management Offsite was a tremendous success due to Joanne Black’s powerful presentation. She challenged everyone, and our managers took away new skills that they immediately put to use. Also valuable was that simply with her presence, Joanne inspired us all by demonstrating the attributes of a sales professional. Thanks Joanne!”

John Markley
API Regional Business Director
California State Automobile Association

“Joanne gave a workshop at our Company Annual Sales meeting four years ago. The brilliant simplicity of her message combined with careful attention to our Company’s unique selling challenges left a lasting impression that benefits our sales force still today. As a speaker, Joanne is engaging and very direct. Thank you, Joanne!”

Mark Allen
Regional Manager
The Marlin Company