JOANNE'S BLOGS

How to Reach Decision Makers Every Time

How to Reach Decision Makers Every Time

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers Part Two: Everything that happens after that Referrals help you ace Part One and set you up for success in...

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Answering Your Most Burning Referral Selling Questions

Answering Your Most Burning Referral Selling Questions

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now. In no particular order,...

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Celebrating 25 Years in Referrals: My Story

Celebrating 25 Years in Referrals: My Story

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. I would work with...

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Do Your Leads Suck?

Do Your Leads Suck?

You’re looking for a sales qualified lead in all the wrong places. Sales is like dating. It's all about relationships. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person (or sales...

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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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