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Joanne Black
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.
"There's nothing like meeting people in person."
That’s definitely what I believe, but I was stunned to hear this sentiment coming from a millennial. Aren’t they supposed to be addicted to their devices and to prefer electronic communication? But my meeting with this young man proved why...
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Are B2B sales reps going the way of CD players, the Rolodex, and analog radio—doomed to be replaced by technology that gets the job done faster and better? That’s what we’ve been hearing for years, but these predictions don’t tell the full story.
Sure, automation has made some sales jobs obsolete,...
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It has been said that cursing shows a lack of vocabulary. Maybe so, but I think buzzwords are even more uncreative and obnoxious. And there are far more of them than there are curse words—especially in sales.
More and more buzzwords are flying around these days, as numerous as bees in summer. The...
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Am I looking forward to attending Dreamforce this year? Yes, but not for the reasons you might think.
I'm done with the crowds and the incessant pitching on the tradeshow floor. I'm done with pesky sales reps at the Expo pressuring me to let them scan my badge. Not happening! I don't want a barrage...
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“Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.” This quote—from Malcolm Gladwell—sums up what makes every Olympic athlete so great.
We all know that getting to the top of any sport—or any profession—requires learning and practicing new skills,...
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Relationships rule in sales—always have and always will. Unless you sell a commodity, if you don’t establish trusting relationships with your prospects, they'll buy from someone else—salespeople they already know or who have been referred by people they trust.
So, why do sales teams rely on cold...
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Being a sales manager is a tough job, especially when you’re promoted from within the company. This happened to me years ago. I was an award-winning sales rep for a consulting firm and was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought...
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Mark left a Fortune 500 Silicon Valley company to become VP of Global Sales for a start-up in the same industry. His team’s biggest problem, Mark told me, was building a consistent stream of qualified leads.
Prospects didn’t know their company existed, making it difficult for Mark’s team to even...
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There's a saying in baseball: You'll never get to second if you don't take your foot off first. Winning the game means taking risks—in sports and in sales. Salespeople will never win deals unless they try a new approach, something their competitors aren’t already doing.
If you're a sales leader...
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