JOANNE'S BLOGS

Don’t Confuse Recommendations with Referral Leads

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will. "Turn 70 percent of your prospects into customers with referrals." That statement got my attention—not just because it sounded too easy, but because I wasn't sure where the data came from or how...

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How Barb Giamanco Became My Dear Friend

How Barb Giamanco Became My Dear Friend

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it...

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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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