JOANNE'S BLOGS

Truth Bomb: Salespeople All Look Alike to B2B Buyers

Truth Bomb: Salespeople All Look Alike to B2B Buyers

Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? One IT provider from another? One marketing platform or sales enablement app? One insurance broker,  attorney, banker, or consultant?  Often you...

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Building Bridges: How to Make a Difference in a Crazy World

Building Bridges: How to Make a Difference in a Crazy World

Let's do the impossible together. I’m so conflicted, often scared. What’s this world coming to? I’m not a pessimist and try to look at the bright side, but there’s so much violence and hate. Wars, nuclear threats, mass shootings, polarized governments. It’s enough to...

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Your B2B Lead Generation Sucks … 5 Reasons Why

Your B2B Lead Generation Sucks … 5 Reasons Why

Of all the B2B lead generation strategies at your disposal, referral selling is the most effective and least expensive. Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes.

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Celebrating the Women on the 2023 Quarters

Celebrating the Women on the 2023 Quarters

Learn more about the five remarkable women being honored by the U.S. Mint this year. Have you heard of Bessie Coleman, Edith Kanaka’ole, Eleanor Roosevelt, Jovita Idár, and Maria Tallchief? You probably know one or two, as I did. The others are less famous but just as...

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You’re Living in a Warm Call Fantasy

You’re Living in a Warm Call Fantasy

Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. (Yep, that still happens.). Unless your...

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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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