JOANNE'S BLOGS

Are You High-Tech or High-Touch?

Are You High-Tech or High-Touch?

Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of high-tech sales. According to some “experts,” buyers know everything they need to know about our companies, products, and...

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How to Win New Clients from Lost Deals

How to Win New Clients from Lost Deals

Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to win new clients. Just as importantly, I’ve learned how to turn a loss...

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Are You Still Using These Tired Old Sales Buzzwords?

Are You Still Using These Tired Old Sales Buzzwords?

These 14 words have lost all meaning to me. It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost...

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Want to Get Referrals? Don’t Do This (UPDATED)

Want to Get Referrals? Don’t Do This (UPDATED)

Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. It’s the misguided belief that “telling” translates to “doing.” This is how to get referrals and how NOT to get referrals.

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NEWSFLASH: Buyer-Centric Sales Is NOT New

NEWSFLASH: Buyer-Centric Sales Is NOT New

I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare...

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Why I Won’t Be Celebrating Women in Sales Month

Why I Won’t Be Celebrating Women in Sales Month

Recruiting more saleswomen should be a year-round priority. Finally, an article about HOW to attract more women in sales. No platitudes, no history, just the facts … and a challenge. “Quit Celebrating ‘Women in Sales Month’” is true brilliance from my colleague,...

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When to Start Prospecting for 2023?

When to Start Prospecting for 2023?

It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill...

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How to Get Past the Gatekeeper

How to Get Past the Gatekeeper

Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because prospecting has gotten incredibly complicated, even though it should be a no-brainer.

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