JOANNE'S BLOGS

Are You Willing to Walk Away?

Are You Willing to Walk Away?

It's OK to double your price for PITA clients Every buyer isn't your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you've given them exactly what they need—then you’re dealing with PITA clients. These PITA...

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Can You Really Do Referrals on Social Media?

Can You Really Do Referrals on Social Media?

Get offline to get your referral. Social media lead generation can work. But clicking buttons to forge new relationships is a waste of time, and digital referrals are a myth.  Why is asking for referrals on social media a bad idea? And why does taking these...

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The #1 Sales Program to Guarantee Qualified Leads

The #1 Sales Program to Guarantee Qualified Leads

Relationships drive sales—always have, always will. Most sales teams miss quota year after year. Yet, quotas continue to increase. Doesn’t make much sense, does it? Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t...

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Make a Change in 2024 [Q4 Referral Selling Insights]

Make a Change in 2024 [Q4 Referral Selling Insights]

Here’s what you might have missed from No More Cold Calling this quarter. It’s an exciting time: The time of year to construct your business future. What will you do differently in 2024? You’d better have some innovative strategies, because the same-old doesn’t cut...

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The Irrefutable Referral Business Case

The Irrefutable Referral Business Case

How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred...

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My Kids Don’t Like My Turkey

My Kids Don’t Like My Turkey

I’m most thankful for our human connection. I’ve always barbequed our Thanksgiving turkey. Raining? No problem. That’s what umbrellas are for. My turkey is juicy and moist. I insist on making the turkey, so it’s not overcooked and dry like many people make it....

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Social Selling: What You Should and Should NOT Do

Social Selling: What You Should and Should NOT Do

Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling.
Instead of pitching, spamming, and annoying contacts, use social media to do this instead.

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Expand Your Sales Team By Asking Clients for Referrals

Expand Your Sales Team By Asking Clients for Referrals

Referred leads are qualified leads. “If your customers aren’t selling for you, you won’t have customers.” That’s what  Steve Silver, vice president and principal analyst at Forrester, said when making his 2025 predictions. No, I didn’t pay him to say that. Every...

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Sales Tech That Doesn’t Work

Sales Tech That Doesn’t Work

Emotions surpass emoticons. Digital communication only takes us so far … period. Even the best sales technology isn’t as valuable as business relationships. But it’s easy to forget that in the digital era. These days, people are literally addicted to smartphones, and...

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Are You a Sales Stalker? [Q3 Referral Selling Insights]

Are You a Sales Stalker? [Q3 Referral Selling Insights]

Here’s what you might have missed from No More Cold Calling this quarter. Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message,...

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