Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.
A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.
Referrals work whether you’re:
- Looking for a job
- Want a promotion
- Need more clients
- Or are looking for a date
Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.
Here are some of the topics covered in this episode:
- How referral selling can help you get more qualified leads
- The best ways to ask for a referral and when to ask for it
- Leveraging LinkedIn to manage customer relationships & engage with prospects
- First steps to start integrating referrals in your sales strategy today
Check out this blog post about how referrals can help you generate more leads!
About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.
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