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Joanne Black Podcasts

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18 of The Best Podcast Episodes for Joanne Black. A collection of podcasts episodes with or about Joanne Black, often where they are interviewed.

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18 of The Best Podcast Episodes for Joanne Black. A collection of podcasts episodes with or about Joanne Black, often where they are interviewed.

Updated daily with the latest episodes

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The Entrepreneurs Show - Joanne Black

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From the campus of Stanford University, The Entrepreneurs Show features in-depth, one-on-one interviews with driven entrepreneurs and high-performance individuals, as well as renowned thought-leaders committed to ideas, positive outcomes, and a better world.

Topics include innovative strategies, systems changing approaches, and disruptive technologies.

Live on Bay Area KZSU 90.1 FM every Monday at 11 am PST, Hosted by Tom Dioro.

Sep 21 2020 · 31mins
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COSS71 - Joanne Black

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Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners build their referral networks so they can quickly attract more business, decrease operating costs, and ace out the competition every time.

A captivating speaker and innovative seminar leader, Joanne is changing the business of sales. In her groundbreaking book, NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust, Joanne teaches readers how to leverage the power of referrals so they get meetings at the level that counts and hit their numbers without hitting the phones.

A member of the National Speakers Association, Joanne regularly speaks at sales and incentive meetings, sales conferences, and association meetings. She holds a B.A. in English from the University of California at Berkeley and a Certificate in Training and Human Resource Development, with Honors, from the University of California Extension.
Sep 03 2020 · 31mins

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Joanne Black

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Joanne Black is America's leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world. We explore it all with the source.

Jul 13 2020 · 25mins
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What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black

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This week's episode is entitled "What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black".  Joanne is the Founder of No More Cold Calling

I can't imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. Joanne's been beating this drum for a long, long time and it's been important and prescient that entire time, and I would imagine she's hearing more from companies right now saying, "How do I build that referral culture?" I ask Joanne why she thinks it's coming up more often now and how has her answer changed or evolved over time?

----more----

Companies are really realizing they have to do more than just give lip service to referrals, to say to their sales team, "I'll just go ask for referrals." And they're finally realizing that's not working and realizing everybody in the company knows someone, but this word culture is important.

Joanne shares how she was afraid to use it for years. She says, "Well, maybe afraid isn't the right word, but it's because I worked for a consulting firm and they did culture work and it took forever and cost millions of dollars. So, that's not the picture I wanted, but it's really about how do you set a strategy, have goals, have metrics, build skills, have accountability, and make sure referrals become the way people work? And Matt, I found this wonderful definition of culture:

Culture is what happens when people aren't looking.

Listen in now for this and a lot more.  Read the full transcript starting Mon. 7/13/20 on our blog.  

Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Jul 08 2020 · 25mins

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Leveraging Referrals Positively Impacts Productivity with Joanne Black, Ep #190

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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 gamechanger. 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!
  • [054] 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 
  • [9:45] Top productivity dos and don’ts
  • [11:32] Joanne’s favorite productivity story
Sales professionals must face a hard truth

Joanne doesn’t mince words—she believes many sales professionals are lazy and lack discipline. She notes that salespeople do everything they can to avoid prospecting and connecting with customers. Salespeople resist CRM and systems because it is more work. It’s expected that marketing will source and send leads down the pipeline. 

But sales professionals are accountable for what they produce. They must take a long hard look at their behaviors and systems in place. Society as a whole wants the end results without the work that goes with it. Sales professionals must work hard to overcome the preconception that people have that they’re lazy. That starts by learning to be disciplined and staying accountable

Do what’s “closest to cash” every day

Joanne’s mantra is “do what’s closest to cash every day”. What do you have to do to move things along and meet your quota? Is it writing a proposal? Do you have to corral a team and strategize? She points out that your job is all about prospecting and proposal writing—and whatever it takes to move forward. 

To stay focused, you must prioritize and time-block what’s important. Limit how often you’re checking email and don’t get lost in the social media time-suck. She also recommends exercising and eating healthy. If you are tired and unfocused, you won’t be able to do your best work. 

STOP cold-calling and embrace referrals 

According to Joanne, it takes at least 8 touches to reach someone with cold calling. But if you get a referral? It’s one phone call and you’re in a conversation with someone who wants to speak with you. Her #1 recommendation to be more productive is to STOP cold calling and embrace referrals

This allows you to spend less time prospecting, shortens the sales process, and helps your conversion rates soar to over 70%. How? Trust. When a client refers someone to you, they have already forged a level of trust with that person. That bond of trust gets transferred to you and completely changes the conversation you have.

Focus on what customers are saying (or NOT saying)

Joanne believes many salespeople are so bent on “doing” that they don’t think to ask what customers actually need. Every customer needs and wants different things and you can’t assume you know what those needs are without listening first. Joanne believes, “Every individual has a different need to know at a different time”. It’s your job to find out what that need is and provide a solution. 

You also need to be able to know when a client is giving you the brush-off—by understanding their silence. Joanne worked for a company that was contacted to submit a proposal for what would have been a million-dollar deal. They were looking for some advanced sales training and their current vendor didn’t offer what they needed. But her contact gave her the runaround and Joanne ended up losing the deal. 

The constant stalling and dodging of calls was a red-flag that Joanne missed. Be sure you’re paying attention to a potential client to get a concrete answer—”maybe” or “not sure” isn’t good enough. Getting a concrete “yes” or “no” will keep you from wasting your time and lead to more productivity. Listen to the whole episode for all of Joanne’s strategies to stay productive!

Resources & People Mentioned Connect with Joanne Black Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Apr 22 2020 · 16mins
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How To Use Referral Selling To Drive Qualified Leads And Generate Sales, with Joanne Black, Episode #126

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Referral Selling: It sounds like the holy grail of lead generation and customer acquisition, and my guest on this episode of #SellingWithSocial insists that it is all of that and more. Joanne Black says that getting referrals is a matter of building a systematic approach that eliminates the need for cold calling and puts truly qualified leads into the pipeline. Joanne has made it her business to become the foremost expert on referral selling and during this conversation, we discuss why sales teams don’t make the most of referrals, how referral selling is done incorrectly, and what can be done to develop a referral selling culture that drives your sales organization. 

Joanne speaks at sales meetings and conferences around the world, presenting the content she shares on this episode as part of her signature talk “Referrals Are Retro: How to Build a Referral Culture in a Digital World." Be sure you listen! 

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Referrals Are The Fastest Driver Of Revenue

You may not be aware of this fact, but referrals are the number one driver of revenue. The reason they are is simple: When you receive a referral you’ve been handed a gift-wrapped warm lead from someone who has already earned the trust of that lead. As you reach out to that referral, you're riding on the trust the referrer has already established. That gives you a huge competitive advantage when it comes to closing more deals.

So, when you call to set an appointment with a referral, you get the meeting. But even more important, when you get referrals by asking the right questions you can be assured that every single one of those referrals is a QUALIFIED lead added to your pipeline.

In this episode, Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. In fact, if you listen you'll hear Joanne put ME on the hotseat as I offer my own qualifying questions and receive Jonanne’s critique. She sets me straight more than once! Listen to learn how you can increase your referral skills by asking the right questions.

Do You Believe These Common Misconceptions About Selling By Referral?

Though most sales leaders agree that selling by referral is the best way to gain qualified leads, most of the members of their teams are NOT getting referrals consistently. Why is that? Joanne says there are a handful of myths about referrals that cause most of the problem.

Myth 1: Telling salespeople to get referrals is all you need

Myth 2: Selling by referral takes too long

Myth 3: It’s not appropriate to ask clients for referrals because they pay you

Myth 4: Referral selling is easy 

In this conversation, Joanne reveals why each of these myths is wrong and explains what can be done to dispel them and create a referral generating culture in your sales organization.

The Best Process To Build Referral Sales

During this conversation, Joanne points out that sales leaders can’t simply tell their reps to ask for referrals and expect it to happen. It won’t. You’ve got to have a systematic approach to referrals that makes the practice part of your organization's selling DNA. She calls it a "referral selling process."

Here are the 3 steps Joanne says must be a part of every referral selling process:

1 - Strategy - this includes setting clear achievable goals, time frames, and methods of measurement.

2 -Skills - this includes learning HOW to ask for referrals, what kind of referrals to ask for, and how to qualify the referrals you receive.

3 - Execution - this includes involving the people in your organization who are willing to learn, willing to be accountable, and open to being coached through the process.

If you take Joanne’s advice and truly focus on your referral approach, you’ll see referrals become your leading source of qualified leads and sales conversions. So listen to this episode to find out exactly how to coach your sales team to effective referral selling.

The Biggest Missed Opportunity For Referrals: Current Clients

When I asked Joanne to tell me the biggest missed opportunity for referrals, she didn’t hesitate. It’s current clients. To illustrate, she tells the story of how, at a recent speaking engagement, she asked the sales leaders in the room how many of them had asked 100% of their current customers for a referral. Nobody raised their hand. She asked again, how many had asked half of their current clients for a referral? A few hands went up. When she asked how many had never asked their current clients for a referral, most hands were raised.

That story reveals the pot of gold available to every organization in its existing customer base. You have the untapped advantage of trust-based relationships with customers who would most likely be happy to tell others about their experience with you.

Who better to introduce you to future ideal customers than those who are already benefiting from and enjoying your services? Listen as Joanne peels back the layers to help you overcome the fear of asking for referrals and increase your ability to secure qualified leads and close more deals through referral selling.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Outline of This Episode
  • [1:48] How getting fired pushed Joanne into consulting and referral sales expertise
  • [8:22] A pandemic in sales: the inability to generate referrals
  • [10:34] Why have companies missed the referral selling opportunity?
  • [22:12] What does it take to build a referral culture?
  • [31:55] Big misconceptions about referral selling and how to build the referral sales skill
  • [48:37] Why customers are a pot of gold for future sales relationships
Resources Mentioned Connect with Mario!

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Sep 12 2019 · 55mins
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17: The Power of Referral Selling with Joanne Black

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How much power lies in a simple introduction? 

My guest today, Joanne Black, founder of No More Cold Calling, is a pioneer in and an advocate of building your sales pipeline through the power of referrals. It starts with building real human connections and relationships and ends with you getting past gatekeepers and into C-Suites with ease. 

Joanne is the author of two books, Pick Up the Damn Phone and No More Cold Calling. She believes that referral selling is the fastest way to grow your revenue and today she's sharing all of her secrets, strategies and insight into getting someone to vouch for you.

Speaking of more revenue...

Are you an entrepreneur, small business owner or leader looking for more advanced, one-on-one help generating revenue? Click for more information about my Revenue Accelerator Sessions and let’s exceed your next revenue goal.

On today’s podcast…

1:26 - 80% of companies Meredith works with are missing this one thing 4:52 - How powerful is an introduction? 8:00 - "We only put on LinkedIn what we want people to see." 12:00 The more technological we get, the more human factor we need 15:50 - Relationship building is not complicated 18:30 - You can't start with everybody...slow down 21:50 - The universal mistake in referral selling 25:20 - Soft statements get no results 30:52 - The one thing you have to have in place before you ask for the referral 35:30 - Staying in touch with your referral network 39:45 - What if referral networking hasn't worked for me in the past?

Tell somebody!

If you like what you hear, subscribe rate and review on Apple Podcasts, Stitcher or Google Play and share with a friend.

What do YOU want to hear?

Is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Email me at Meredith@MeredithMessenger.com and be part of our show!

This podcast is part of the Sell or Die Podcast Network. Click on the links below to subscribe to more podcasts that you can take into the street and turn into money. 

Sell or Die

The Why and The Buy

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Dec 17 2018 · 48mins
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Stop the Cold Calling: 3 Steps to Start Referral Selling w/ Joanne Black

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Joanne Black, founder of No More Cold Calling, is on a mission to end cold calling. For more than 22 years, she’s been helping businesses stop the madness of cold calling and referral sell instead.

Joanne defines a referral as receiving an introduction to the person you want to meet. Tune in as she discusses how each caller can become a part of your network. 

Nov 07 2018 · 22mins
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Referral Selling with Joanne Black

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Nov 05 2018 · 34mins
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Strategies For Successful Referral Selling - Outside Sales Talk with Joanne Black

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Joanne Black is America's leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you're:

  • Looking for a job
  • Want a promotion
  • Need more clients
  • Or are looking for a date

Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

  • How referral selling can help you get more qualified leads
  • The best ways to ask for a referral and when to ask for it
  • Leveraging LinkedIn to manage customer relationships & engage with prospects
  • First steps to start integrating referrals in your sales strategy today

Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation. 

Website: www.nomorecoldcalling.com

Linkedin: https://www.linkedin.com/in/joanneblackreferralsales/

YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ

Twitter: @ReferralSales

Listen to other episodes of 'Outside Sales Talk' here!

Jul 05 2018 · 42mins
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