Feb 05, 2015 By Joanne Black

How to Tell the Difference Between a Hot Lead and a Tire Kicker

We have a huge task. All salespeople are accountable for specific metrics. If we consistently underperform, we're out of a job. But that’s our problem, not our buyers’. Our clients don't care that we have goals to meet. They don't care that it's quarter-end or year-end. They care... Read More

Sales

Jan 20, 2015 By Joanne Black

Do Resolutions Really Fill Your Sales Funnel?

The New Year’s resolutions checklists are the same every year—mostly about eating healthier, losing weight, managing our finances better, and getting ahead at work. And our inboxes are crowded with marketing messages about products and programs to help us do all those things we’re temporarily... Read More

Sales, Social

Dec 11, 2014 By Joanne Black

Some Customers Aren’t Worth the Headache

Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can deal with anyone. Or at least that’s what I was thinking. However, when he demanded a proposal by 9:00 the next morning, I was out of... Read More

Featured, Sales

Nov 21, 2014 By Joanne Black

4 Reasons Every Day Should Be Thanksgiving for Salespeople

For those of us in the U.S., Thanksgiving will soon kick off the holiday season. It’s a national day for unplugging and connecting with the people who matter most. Yes, it’s a day for eating turkey, but more importantly, it’s a reminder to be grateful for all the blessings in our lives. Too bad it... Read More

Featured, Sales

Oct 28, 2014 By Joanne Black

4 Ways Salespeople Screw Up Social Networking

Social engagement. Is it just another term to check off the buzzword bingo card at your next sales meeting? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. It’s what... Read More

Featured, Sales, Social

Oct 08, 2014 By Joanne Black

Want More Referrals? Network Before You Need To

Recognize this guy? You’re at a networking event. He shoves business cards in your face, asks you to do a favor for him, and then rushes off to fawn all over another easy target. The next day you receive a long, boring email (with attachments) asking you to refer him. Come on. What planet is he... Read More

Careers, Dreamforce, Events, Featured, Sales, Small Business

Sep 24, 2014 By Joanne Black

Sales Management: Why Your Team Can’t Close

“My salespeople can’t close.” How often have you heard that line? If you’re a sales leader, you’ve probably even said it. But closing is never the real problem. Never. That’s just the symptom. The problem is that salespeople neglect important activities during earlier stages of the sales... Read More

Sep 10, 2014 By Joanne Black

Thought Leadership: 5 Ways to Prove You Know Your Stuff

Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, ask the right questions, and deliver tailor-made solutions that get them the ROI they deserve. Many of your clients don’t get out... Read More

Featured, Marketing, Sales, Social

Aug 27, 2014 By Joanne Black

Collaborating in the Cloud: Connecting Your Virtual Team

Salespeople have great combined power and energy when they gather in person and share successes, sales techniques, ideas, and information. At conferences we learn as much through conversations with peers in the hallways as we do in our sessions. But there’s no “hallway” on the World Wide Web. And... Read More

Cloud