JOANNE'S BLOGS

Why Customer Loyalty Isn’t Always About More Choices

Why Customer Loyalty Isn’t Always About More Choices

Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. I wasn’t cold calling, I was calling a referral—who, by the way, had no...

read more
Why You Need to Make Time for Asking for Referrals

Why You Need to Make Time for Asking for Referrals

Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours and not making quota.

read more
Why True Leadership Is a Transfer of Belief

Why True Leadership Is a Transfer of Belief

Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short...

read more
Does Size Really Matter?

Does Size Really Matter?

If you’re in data overload, you may not need to be You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the...

read more
It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How

It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How

Here’s what I’ve learned about selling from some top women leaders. When Amy referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what bulldogs are,...

read more
Why You’re Drunk on Overtime

Why You’re Drunk on Overtime

Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in...

read more

Subscribe To Referral Selling Insights!

Free tips and news right in your inbox.

You have Successfully Subscribed!

Scroll Up