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Pick Up the Damn Phone! How People, Not Technology, Seal the Deal Paperback – September 30, 2013

4.6 out of 5 stars 26 customer reviews

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Editorial Reviews

About the Author

Joanne Black is America’s leading authority on referral selling— the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. An engaging speaker and innovative seminar leader, Joanne is changing the business of sales. In her groundbreaking book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust, Joanne shows readers how to leverage the power of referrals so they get meetings at the level that counts and hit their numbers without hitting the phones. In her new book, Pick Up the Damn Phone!, she examines the links between technology, sales, and referrals—helping readers understand how to effectively leverage technology in sales, and when it’s time to put the toys away and have a grown-up, face-to-face conversation. Practicing what she preaches, Joanne has built her business solely through referrals. She works with clients of all sizes—from small- and medium-sized businesses to some of the biggest and most recognizable brands in the U.S. A member of the National Speakers Association, Joanne regularly speaks at sales and incentive meetings, sales conferences, and association meetings. She holds a B.A. in English from the University of California at Berkeley and a Certificate in Training and Human Resources Development, with Honors, from the University of California Extension. Joanne resides in the San Francisco Bay Area.
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Product Details

  • Paperback: 216 pages
  • Publisher: Booktrope Editions (September 30, 2013)
  • Language: English
  • ISBN-10: 1935961462
  • ISBN-13: 978-1935961468
  • Product Dimensions: 5.5 x 0.5 x 8.5 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (26 customer reviews)
  • Amazon Best Sellers Rank: #291,059 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback
"Confused by today's selling environment? Is personal selling out? Social media in? Joanne Black has always had an amazing way of taking the complexity out of sales. Pick Up the Damn Phone! is the only sales handbook your team needs. Its clear, practical, proven advice is great for rookies and will move seasoned pros to the next level of success. Every page has powerful nuggets of sales wisdom that are guaranteed to increase your sales."
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It’s an in-your-face title and a compelling read. Every chapter of Joanne Black’s "Pick Up the Damn Phone" contains immediately applicable sales advice.

How good is it?

Well, I got a free copy to review. I planned to skim through it in 45-minutes and post a review. Instead, I read it cover to cover.

Now, I’m ordering copies to give to my sales team and my family members who are in sales. And I’m a fairly successful sales trainer and author.

Yes, it’s that good.

"Pick Up the Damn Phone" is a manifesto for today’s sales professional. It should also serve as a reality check and course correction for sales managers who still insist their underperforming salespeople keep cold calling.

Buy the book today. Take tomorrow morning off and read it. Take notes. Start increasing your sales effectiveness tomorrow afternoon.
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We all fall into the trap of trying to get by with a quick e-mail. We try to be efficient but don't realize that we are almost completely ineffective. This is a very well documented book that shows us how effective a voice-to-voice or face-to-face conversation are in getting things of value completed and that is what it is all about. If you want results - pick up the damn phone! Without the personal connection you will be replaced by someone that will provide this.
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Glad I took the time to read this book. Great review, but also learned
a few new things. She does not poopoo technology so don't get that idea. She wants us
to use technology to our advantage. In the end it's about relationships.
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Format: Paperback
It's not that Twitter and LinkedIn and email are bad. It's just that we all too often hide behind the technology and fail to create the true, meaningful and lasting relationships with prospects that increase conversion and order size while decreasing time to close.

This is a really important book for all sales professionals to read, full of critical, foundational sales strategies that should be at the heart of sales programs everywhere.

Joanne is an expert at referral selling and phone-based sales in general, and is also a great writer.

Make this book required reading for your sales team, and consider it part of the curriculum for your next sales kick-off meeting as well!
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The author could have certainly bolstered her argument that people and not technology seals the deal by quoting authors such as Ryan Holiday and B.J.. Mendelson rather than "cyber hipsters" such as the Linkedin founder and others whose sole objective is to sell us on the Web, the Cloud, Social Media or whatever they are calling it currently.
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Format: Kindle Edition
The author is an expert at referral selling and I reviewed her previous excellent sales book . No More Cold Calling. This new book is very valuable as it is an attempt to bring reality to the onslaught of content marketing material that proposes to "replace" selling. She hits it right on the head, unless you are selling a commodity low value item, to make the sale you need to meet the buyer face to face and build that trust. She still acknowledges the very real value in social media and content marketing in the hands of a skilled sales and marketing team. The author is no Luddite but an experienced sales professional who "tells it like it is", sales is still tough and will remain so. And for that her two books should be on any sales managers and top performers desktop library shelf. Great for a cross country read.
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This should be required reading for people in sales of any kind! So many people "hide" behind the newest and latest technology and forget that people like to do business with people, not technology. I started with this book and should have read her classic "No More Cold Calling" first. Better late than never!!
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