Episode #190 – Joanne Black
Leveraging Referrals Positively Impacts Productivity
Joanne Black is America’s leading authority on referral selling, a sales contrarian, and the author of No More Cold Calling and Pick Up the Damn Phone! She works with sales organizations to build a referral culture, ensure a qualified pipe, and get the one-call meeting. Referrals work whether you’re looking for a job, looking for a client, or looking for a date.
Staying productive is an ever-evolving problem as a sales professional—but leveraging the power of referrals could help. Salespeople wear many hats: they prospect, write proposals, work with internal teams, handle customers, and more. Utilizing any tactic to help smooth the process can be a game-changer. In this episode of Sales Reinvented, Joanne Black joins Paul to share her take.
Joanne Black founded No More Cold Calling 23 years ago and has been helping sales leaders drive revenue for their teams ever since. She is a referral consultant, speaker, and author of multiple books on sales. Her goal is to help sales professionals ensure qualified pipeline leads and shorten prospecting time and increase close rate.
Outline of This Episode
- [0:19] Joanne Black joins Paul!
-  What is productivity?
- [2:00] Salespeople need to focus on discipline
- [3:43] Do what’s closest to cash every day
- [5:55] Attributes of a productive salesperson
- [7:13] Joanne’s #1 recommendation