Joanne Black is America’s leading authority on referral selling and author of the book “No MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust” (Warner Business Books). Joanne helps salespeople, sales teams, and business owners get more referrals and attract more business fast without increasing sales and marketing costs.
I’ve read her book and seen Joanne speak numerous times and nobody knows referral selling better than Joanne. I always remember Joanne giving a speech about social technology and telling salespeople to not forget to “pick up the damn phone” to talk to a prospect. Amen!
In this podcast, she talks about the principles of referral selling and how they are critical to the new social selling techniques.
Some highlights include:
• How referrals can increase close ratios and shorten sales cycles
• Joanne’s 3-step process for referral selling success
• Why Connections are not the same as Relationships
• How “personal intelligence” trumps “social intelligence”
Listen to the full interview (23:12 mins) here or download to your portable device via iTunes.