Avoid self-reference by doing your customer homework
How can doing your homework lead to more sales? Joanne Black joins Jim Blasingame to reveal how doing research on a prospect will help you eliminate the need to be self-referential when you're making that first impression.
More interviews with Joanne Black
Existing customers are the best sources of referrals
What’s the best way to get introduced to the right decision-makers?
More than ever before, referrals are golden today
Existing customers are the best sources of referrals
What’s the best way to get introduced to the right decision-makers?
Articles by Joanne Black
7 overused words you should avoid
Is anyone else tired of hearing buzzwords? Joanne Black, author of "No More Cold Calling" suggests removing overused phrases from your vocabulary.
Why Your Sales Reps Can't Automate Referral Leads
There’s no such thing as a referral machine.
Why Change Is so Hard — I Finally Figured It Out
Brain Trust member Joanne Black explains how you and your business can adapt and prepare for change.
How to get prospects to call you back
Brain Trust member Joanne Black explains how small businesses can better connect with potential prospects over the phone.
Trust Trumps Technology — Who Do You Know?
Brain Trust member Joanne Black explains why the power of personal interaction will still trump technological interaction.