Joanne Black

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. Related Topics: Referral Programs, Referral Marketing

Description: When crafting your B2B sales strategies, think of the sales process as a curve. Unless you sell a commodity, no sale is a predictable straight line. Related Topics: B2B Marketing

You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Related Topics: Online Lead Generation,
Network Marketing Leads

Cold calling is one of the most awkward--and unsuccessful--ways to obtain new clients for account based sellers. In this book, I share my proven 5-step Referral Selling Methodology, so no salesman or woman has to cold call again. In this unique and practical guide, I offer a tutorial on how to differentiate yourself from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. No More Cold Calling… Show more

Cold calling is one of the most awkward--and unsuccessful--ways to obtain new clients for account based sellers. In this book, I share my proven 5-step Referral Selling Methodology, so no salesman or woman has to cold call again. In this unique and practical guide, I offer a tutorial on how to differentiate yourself from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. No More Cold Calling provides selling scripts, “seed and grow” presentation techniques, troubleshooting advice, and a host of helpful insights to your boost account based selling strategy. Show less

Sales success comes from real conversations with real people. In Pick Up the Damn Phone!, Joanne Black—America's leading authority on referral selling—explains why we should be tweeting less and talking more to the customers and contacts who really matter.

Sales Training Webinar: In today’s digitally enabled world statistics show more than half of the research process is completed prior to a buyer ever picking up the phone and speaking to a sales representative. This creates a challenge for the modern sales rep and today’s sales leader. The question remains: is the traditional way of selling based upon building a relationship dead? Can you still build a relationship in the social media and digital world we sell in today?

Because sales is about relationships -- not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. Related Topics: B2B Marketing

What a referral program really means and why relationships matter.

Social Talk With Koka Sexton. Salespeople bring insights and experience to the table - not just information. Related topics: B2B Sales, Sales Call

Why your prospecting is ice cold--even when you think it's not. Related topics: Hot Leads, Sales Prospecting

Presentation with Ken Krogue, President, InsideSales.com about what it takes to build a referral business. Related topics: Referral Program Ideas, How to Get Referrals

No cold calling! How to ask for a referral to not just generate more sales leads, but more qualified leads! Don’t miss the opportunity to work with your ideal clients. Joanne teaches sales teams how to get leads through a referral network and sustainably increase sales.

Social Talk With Koka Sexton. Technology is a great tool, but people do business with people. Related topics: Sales Lead Generation, Online Lead Generation, Network Marketing