JOANNE'S BLOGS

She Said My Experience Wasn’t Research — What Do You Think?

She Said My Experience Wasn’t Research — What Do You Think?

She said my research wasn’t real research. I told her I ask my clients if they’ve asked every one of their clients for a referral. That’s each person they’ve met during the buying process. The answer is always no. She said this wasn’t her experience and wanted to know...

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How to Build Trust and and Stand Out

How to Build Trust and and Stand Out

When you earn your clients’ trust, they keep coming back for more (even bigger) deals. They also become your most loyal cheerleaders and advocates—and refer you to people just like themselves. Relationships built on trust give you an edge over your competitors, who often don’t even get a chance to compete. Does your team know how to build trust and stand out?

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Why No One Is Listening to Your Sales Pitch

Why No One Is Listening to Your Sales Pitch

Pitching should stay in baseball Sales pitch not working? I know why. As companies started recovering from the pandemic, they were even more challenged with gaining access to buyers and creating qualified lead generation. They fell back on what they knew: cold...

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Get Rid of Your Sacred Cows Now [Q1 Referral Selling Insights]

Get Rid of Your Sacred Cows Now [Q1 Referral Selling Insights]

Your sales processes need an overhaul. Now is the time to do it. There’s an old story about a young girl whose mother always cut the ends off of a ham before putting it in the roasting pan. One day the little girl asked her mother why she did this. The mother thought...

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Headline, Headline, Read All About It: Women on the Quarters

Headline, Headline, Read All About It: Women on the Quarters

Get those quarters and celebrate women! I was over-the-top excited to learn that the U.S. Mint is releasing five new coins a year between 2022 and 2025—all with women on the quarters. The American Women Quarters Program will celebrate the accomplishments and...

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Celebrating 8 Trailblazers on International Women’s Day

Celebrating 8 Trailblazers on International Women’s Day

Even slow progress is worth celebrating. In the late 18th century, women had a 1 in 20 chance of dying in childbirth, and one-third of their children died before age 3. Wealthy women spent their days in nurseries and drawing rooms, and poor women did whatever menial...

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How to Remove the Sales Discomfort of Asking for Referrals

How to Remove the Sales Discomfort of Asking for Referrals

Get over the discomfort and get referrals with confidence. I used to think it was just sales newbies who struggled with asking for referrals. They simply hadn’t built their networks or their confidence. When seasoned reps admitted they needed to get over their sales...

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What LinkedIn Invitations Are You Accepting?

What LinkedIn Invitations Are You Accepting?

So much social media, so little time. LinkedIn is supposed to be the place to begin conversations and begin relationships. That’s why it’s called a “social network.” But many salespeople don’t use it to socialize; they use it for prospecting (translation: annoying...

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Research-Backed Benefits of Diversity on Sales Teams

Research-Backed Benefits of Diversity on Sales Teams

The research is clear: Diversity drives sales. It’s true. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. They bring different experiences to the table, learn from one another, and help you understand how to...

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Message to Management: Sales Trends in 2022

Message to Management: Sales Trends in 2022

There are predictions, and then there’s reality. I've never liked predictions. I'm not an economist and I'm not a fortune teller. Yet, we're asked to make predictions all the time. I understand that predictive analysis tools can be accurate at forecasting business...

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No More Cold Calling, LLC
336 Bon Air Center #399
Greenbrae, CA 94904
+1 415-461-8763