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About Joanne S. Black
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Blog postRegister for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show? The short answer is, more and more salespeople are finding it difficult to generate quality leads and new sources of revenue. And they wouldn’t have that problem if they knew how to get referrals.
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Blog postJoin me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black, my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics. Think of it like watching the news. You get what you need in 30 minutes and move on.
I’ll cover a different sales topic each month to help you get comfortable asking clients for referrals. After all, that’s the most important -
Blog postYour referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither?
I have plenty of advice about asking for referrals, but most of it assumes that salespeople nurture their client relationships. In this profession, our referral network is basically our net worth.
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Blog postWhy entitlement may actually be a good thing Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to.
Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce. How hypocritical is that?
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Blog postThis isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. Because what I’m most […]
The post I’m Most Thankful for Our Human Connection appeared first on No More Cold Calling.
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Blog postWhat do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves.
Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “Marketing is Minimal, Impact is Maximum.” Sonia is absolutely right about that, and she even created this unique video that brings the referral message home.
(You can also rea -
Blog postHow can women leverage their innate talent for sales? It’s Women in Sales Month in the U.S., and it’s time to showcase our talents and get more women in sales. Well, it’s always time, but let’s tell it like it is: Women have the advantage in selling.
Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson.
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Blog postGet the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. I wondered about those in non-traditional sales roles like […]
The post Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup] appeared first on No More Cold Calling -
Blog postStop thinking of people in terms of generations, and start thinking about them as individuals. My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Generation Z has only been in the workforce for a few years, and we’ve already slapped them with a plethora of […]
The post Generation Z Refuses to Be Defined by Generational Stereotypes appeared first on No More Cold Calling.
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Blog postThere are reasons you’re not getting referrals. How is your sales team generating qualified leads? Using power dialers, email, and social media to reach strangers who downloaded your whitepaper or watched your video, or whose name came from a bought list? Those aren’t qualified leads. You’re just multichannel cold calling.
Referred leads are the best leads. Sales pros know it, and research proves it. When you ensure that referrals come first in your business development plan, referra
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