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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.
A rose is a rose. And a sales call is either cold or hot. No exceptions. Hot calls yield a fantastic rate of return, but unless salespeople actually know their prospects, their sales strategy is ice cold.
That is, unless reps receive referrals—the secret to never making another cold call.
Let's set...
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Every rep wants to get in front of qualified prospects as quickly as possible. But how much time and energy do reps typically waste cold calling lists of people who may or may not have decision-making authority, or following up on unqualified leads?
Far too much! And it doesn’t have to be that...
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When Sandler Training surveyed 1,226 salespeople the only activity they deemed worse than cold calling was getting a root canal.
No one should have to do a job that is almost as bad as dental surgery! There’s a much less tortuous—and much more effective—way to sell. By getting referrals from people...
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Salespeople aren't the only ones who understand the value of referrals. Marketers get it, too, and they're ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client...
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If you took a vacation this summer, did you actually unplug from work? If you’re like most Americans, while you were playing with your kids or laughing with your spouse, there was a little voice in your head whispering, “Check your email.”
I heard that little voice when I traveled overseas for two...
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Brad had a “problem.” He had more referrals than he could handle. (Is there really such a thing?) Using a homegrown program, he’d booked more business in one quarter than in the entire previous year.
"I have about 200 referrals since working with you, and I literally cannot keep up with the...
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I met George online. A tech-savvy entrepreneur, he runs a successful social media company. He even launched a contest to get traction for his new business, and it quickly went viral. So he reached out to me, asking for my perspective about the links between social media conversations, referral...
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How do you ensure the young women in your life get the equal opportunities they deserve?
Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a...
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A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn't such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then books a flight to California so...
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