Joanne Black is America’s Leading Authority on Referral Selling. She calls herself a contrarian because she believes no salesperson should ever have to cold call, send cold emails or send sales pitches to strangers on social. Even if you get your target prospect to pay attention to you, there is still a lot of work to do to develop a level of trust and credibility that leads to a sales meeting. Referrals skip you to the head of the VIP line when you are introduced to your prospects by people trusted and respected.
Key interview takeaways
- Why referrals are your biggest competitive advantage & a fast path to revenue.
- Why you shouldn’t believe most of what you hear about referral selling.
- The reasons why salespeople resisting asking for referrals.
- Why women are great at referral selling.
- The steps companies can take to build “referral cultures”.
If you cannot get a sales meeting, referrals are your competitive advantage.
As sellers struggle to get prospects to book sales calls with them, we see gaps in those first sales interactions that are causing the buyer to say “no way”. Things like lack of training, experience, and the wrong kind of sales messaging and approach cause buyers to resist salespeople’s attempts to reach them. But one clear path to opening the door to sales meetings is leveraging a referral strategy that gives you a competitive leg up.
Listen and enjoy the interview!
Joanne Black is America’s Leading Authority on Referral Selling. She calls herself a contrarian because she believes no salesperson should ever have to cold call, send cold emails or send sales pitches to strangers on social. Joanne has written two books, No More Cold Calling and Pick Up the Damn Phone!: How People, Not Technology Seal the Deal.
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Joanne Black founded No More Cold Calling in 1996 when she recognized that referrals drive revenue and profits, yet no company had a referral system. Joanne works with sales leaders and their teams who commit to building a referral culture and understand that referrals are their ticket to the C-Suite. They’re willing to create a referral strategy, establish metrics, build skills, and require accountability for results. These leaders take referrals from happenstance to becoming their #1 revenue driver. Learn MORE!
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