JOANNE'S BLOGS

Building Client Trust in a Virtual World

Building Client Trust in a Virtual World

To know you is to like you. “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard this from a VP of Sales. Building client trust has always been a challenge, so why is this new in a virtual world? It can...

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Your Lead Gen Is Broken (Here’s How to Fix It)

Your Lead Gen Is Broken (Here’s How to Fix It)

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their  #1 prospecting challenge is getting leads in the pipe. They complain they...

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Referral Selling Insights: Q1 Roundup

Referral Selling Insights: Q1 Roundup

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic. Their clients weren’t...

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Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook,...

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Celebrating 7 Trailblazers on International Women’s Day

Celebrating 7 Trailblazers on International Women’s Day

Even slow progress is worth celebrating. Today is International Women’s Day, and I’m reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. And that includes women in my...

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The Phrase of the Year Is Seller Access

The Phrase of the Year Is Seller Access

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople....

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Don’t Be One of “Those” People

Don’t Be One of “Those” People

If you’re not nurturing relationships, you’re throwing away good business and hot referral leads. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an...

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Don’t Miss This Event: The Gatekeeper Died

Don’t Miss This Event: The Gatekeeper Died

Register for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a...

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Introducing the Back in the Black Sales TV Show

Introducing the Back in the Black Sales TV Show

Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That's why I’m introducing Back in the Black, my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics. Think...

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