Accelerate Podcast with Andy Paul
December 15, 2015

On Accelerate! Now: Episode 51 with Joanne Black. If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals.

Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone! In this episode, Joanne describes why you need to commit to making referral selling your primary prospecting outreach. But its not as simple as just asking for referrals. Creating a predictable flow of referrals is a skill that needs to be learned. Joanne details the essential steps required to build an effective referral selling system, and the necessary reinforcement coaching to successfully integrate it into your selling.  As Joanne explains in our conversation, if you’re not proactively building relationships and expanding your network, referrals won’t happen.  If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

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More about Joanne Black

What’s the most powerful tool in your sales arsenal?
Me

Name one tool that you use for sales or sales management that you can’t live without.
CRM

What’s the one book that every salesperson should read?
No More Cold Calling by Joanne Black

What do you do to improve each day either in work or in life?
I read a lot and make time for my family

Contact Joanne Black

Contact Joanne:

Website: http://www.nomorecoldcalling.com

Sponsors

ConnectAndSell:

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Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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  1. Pingback: [Missed Connections]: Referral Selling Insights from December - No More Cold Calling on December 27, 2015

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