Tag Archives: Joanne Black

Tips to Find and Hire Salespeople via Referrals

By Joanne Black Sales leaders know their current salespeople are prime resources for finding new talent. That’s why many put “refer a friend” programs in place. I often write about this topic because I strongly believe in the power of … Continue reading

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5 Things Data Cannot Do for Salespeople

Analytics help us get to our buyers earlier in the sales cycle. Yes, we can predict buyer behavior. But then it’s up to salespeople and sales leaders to interpret the information and reach out. We have incredible tools today for research. But people still seal the deal. Continue reading

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We’re Smarter Than Our Buyers

by Joanne S. Black Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.” Once upon a time, in the days before Google, Amazon, Yelp, and social media, clients looked to salespeople for information … Continue reading

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Don’t Let Your Reps Depend on Technology

by Joanne Black Joanne will speak at the Sales Performance Management Conference on Thursday, October 17 at 1:30 during her breakout session, “Pick Up the Damn Phone! How People, Not Technology, Seal the Deal.” Register now to attend. The digital world—as … Continue reading

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