JOANNE'S BLOGS

Bust the Myth You Can’t Read Prospects’ Minds

Bust the Myth You Can’t Read Prospects’ Minds

Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession. I knew...

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Why Customer Experience Should Be Top of Mind for Sales Leaders

Why Customer Experience Should Be Top of Mind for Sales Leaders

In her presentation, “Customer Experience Is the New Battleground,” Tiffani Bova said customers will remember the experience they had with a brand (or person) much longer than the price they paid.
My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”

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Why Asking for Help Isn’t a Sign of Weakness

Why Asking for Help Isn’t a Sign of Weakness

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. (Definition, informal: a weak, cowardly, or ineffectual person; a wimp.) It felt like...

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For Salespeople, Trust Matters Most in Times of Crisis

For Salespeople, Trust Matters Most in Times of Crisis

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the...

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Pick Up the Damn Phone and Have Sales Conversations

Pick Up the Damn Phone and Have Sales Conversations

As we approach a seemingly inevitable recession, it’s more important than ever for salespeople to understand the art of sales conversations, to know when to use sales technology and when to put away the toys and have grown-up sales conversations. That’s why I’m offering the Kindle version of my book for 99 cents through…

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Watch a Movie and Ease Your Coronavirus Stress

Watch a Movie and Ease Your Coronavirus Stress

What do we do when our livelihood is threatened? I’m more anxious than I’ve ever been—except on 9/11 and during the Cuban missile crisis. (Yep, I remember back that far. I was never so scared in my young life.) We live in tenuous times, shuttered-at-home, worried...

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