No More Cold Calling

Are we talking about another magic bullet or some simple formula to increase our sales? Nope. But Joanne Black the author of No More Cold Calling-The Breakthrough System That Will Leave Your Competition in the Dust has some compelling statistics and stories. I know she really fired me up and I share some, maybe tough comments about how we sell our products and services and how or if management supports these efforts.

Episode Segments:

The Burns & Allen Show:Joanne Black Cold calling is one of the most awkward--and unsuccessful--ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling Methodology, so no businessperson ever has to make a cold call again.
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Joanne Black With over 30 years of sales training and consulting experience, Joanne's philosophy is that no one should ever have to make a cold call. Some may see this as heretical thinking, but for Joanne Black - and her clients - there is an alternative. It's called referral selling. Joanne has provided sales strategy consulting since 1996, when she developed the No More Cold Calling concept - that building relationships and getting referrals generates sales faster and more cost-effectively than cold-calling. Joanne began her career in the sales and management training program at Joseph Magnin, which was one of the leading fashion houses in the San Francisco Bay Area. She learned the nuances of selling, customer expectations, handling problems, and working with a diverse work force. At Joseph Magnin, Joanne developed the mantra that's become the foundation of her extraordinary leadership ability: Doing something that's never been done before can be the best reason for doing it. "If you follow conventional wisdom, chances are you'll never have breakthrough ideas," says Joanne. After co-founding and operating a successful retail business while still in her twenties, Joanne moved on to sales leadership positions with Omega Performance, a financial services training and consulting firm, and The Forum Corporation, a global management, consulting and training company that served such clients as Advanced Micro Devices, Hewlett-Packard, Pacific Gas & Electric, Shell Oil, and VISA. Joanne's Book