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Joanne Black

The Trust Factor: How Emotional Connections Make Referrals Unstoppable

Joanne Black - 16 January 2025

The role of trust in relationship-based selling “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my … [Read more...] about The Trust Factor: How Emotional Connections Make Referrals Unstoppable

Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]

Joanne Black - 26 December 2024

Here’s what you might have missed from No More Cold Calling this quarter. “The best reason to do something is because it’s never been done before.” … [Read more...] about Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]

Why Asking for Referrals Isn’t All That Matters in Account Based Selling

Joanne Black - 12 December 2024

It’s still who you know that counts. Let’s get one thing straight: Referrals aren’t a “nice-to-have” for account based selling teams. They’re … [Read more...] about Why Asking for Referrals Isn’t All That Matters in Account Based Selling

A Real Wake-Up Call for Thanksgiving

Joanne Black - 28 November 2024

Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed … [Read more...] about A Real Wake-Up Call for Thanksgiving

How to Turn Your Suspects Into Qualified Prospects

Joanne Black - 22 November 2024

Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, … [Read more...] about How to Turn Your Suspects Into Qualified Prospects

Are You Tracking the Right Referral Success Metrics?

Joanne Black - 7 November 2024

Do you have the wrong KPIs? “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages … [Read more...] about Are You Tracking the Right Referral Success Metrics?

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