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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.
Experts have been quick to tell us that technology changes everything—that Sales 2.0 is an entirely new way of working. And I was one of the first to scream: “No, no, no!”
Social media, marketing automation, the cloud, and other technological innovations have transformed the way we work, but not...
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Distractions come at us at warp-speed in this multi-screen, technology-driven world, and it’s easy to let those distractions eat up valuable business hours. But success in sales means actually selling, so anything that doesn’t contribute to business development is a waste of time.
Most...
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Attracting the wrong kind of clients to your business is like dumping trash into your sales funnel. Soon, it gets so clogged that you can’t move the right kind of clients through it.
There’s so much wrong with the traditional sales funnel, and it’s gotten worse in Sales 2.0. In the past, we...
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When you’ve done a top-notch job of building relationships with your clients, most of them probably like and trust you. You might even be friends with some. But when it’s time to talk business, they only care about what you can do for them.
It might sound harsh, but we all know it’s true. Why,...
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Many misguided pundits have suggested that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Don’t believe the hype!
Our customers no longer need us to walk them through the ins and outs of our products. But they can still...
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The digital world opens up many new business opportunities, but it also threatens our personal connections—which, for salespeople, are our most valuable asset. Even with whisper-light computing power and immediate, 140-character Twitter posts, people still buy from people.
Social media and...
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Why did droves of sales pros attend this year’s Dreamforce? To sell? Maybe, but that wasn’t everyone’s primary objective.
As an event blogger, I asked many attendees what brought them out. I was surprised (and delighted) by the consistent answers—from techies and marketers, as well as salespeople....
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Between 40-80% of sales leads are never followed up on, as shared by Mark Hunter and Andy Paul at Dreamforce. Even though I’ve witnessed this type of laziness first-hand, I was still shocked that salespeople could pass up this many opportunities to sell. It’s unbelievable.
One of the biggest...
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A sales
call is either cold or hot, but never “warm.” Do you
subscribe to the “warm call” fantasy? The most recent version goes like this:
You’ve researched prospects on social media, identified trigger events,
gathered information from social intelligence, and checked their websites...
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