Drive Client Referrals and Sales Leads!

You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way.

Welcome to Back in the Black–my monthly TV sales show with a fresh approach to sales. My primary focus is lead generation. Why? Because prospecting is the most important step in your sales process. Unless you get meetings with your target buyers that result in qualified leads, the rest is a waste of time.

Each month you’ll learn proven prospecting techniques my clients use to build a qualified sales pipeline and get their sales program back in the black – with referrals! We’ll discuss high-value tips and sales enablement hacks like:

The gatekeeper died, and why that’s a good thing
There’s no such thing as a warm call
Asking for referrals: What gets in the way
How NOT to use LinkedIn for referral sales
Should you give incentives for referrals? It depends…

Tune into Back in the Black on the third Tuesday of each month at 4:00 Central. Bring a curious and open mind, get ready for energy and inspiration, and start generating high-converting sales leads!

Upcoming Episodes – Register Today!

There are no upcoming events at this time.

Previous Shows

Back in the Black – Episode 6 – 25 Years of Referral Sales: Let’s Celebrate!
June 15 @ 4:00 pm - 5:00 pm CDT
Back in the Black – Episode 5 – Your Credentials Don’t Matter
May 18 @ 4:00 pm - 5:00 pm CDT
Back in the Black – Episode 4 – CROs: Driving Sales with a Referral Culture
April 20 @ 4:00 pm - 5:00 pm CDT
Back in the Black – Episode 3: Women in Sales Rule in 2021 [Thanks to These 5 Tips]
March 16 @ 4:00 pm - 5:00 pm CDT
Back in the Black – Episode 2 – How to Land the One-Call Meeting [4 Secrets Revealed]
February 16 @ 4:00 pm - 5:00 pm CST

Click here to see all episodes
Upcoming Episodes
There are no upcoming events at this time.
Previous Episodes
- Back in the Black – Episode 1-The Gatekeeper Died: Why That’s a Good Thing
  January 19 @ 4:00 pm - 5:00 pm CST
- Back in the Black – Episode 2 – How to Land the One-Call Meeting [4 Secrets Revealed]
  February 16 @ 4:00 pm - 5:00 pm CST
- Back in the Black – Episode 3: Women in Sales Rule in 2021 [Thanks to These 5 Tips]
  March 16 @ 4:00 pm - 5:00 pm CDT
- Back in the Black – Episode 4 – CROs: Driving Sales with a Referral Culture
  April 20 @ 4:00 pm - 5:00 pm CDT
- Back in the Black – Episode 5 – Your Credentials Don’t Matter
  May 18 @ 4:00 pm - 5:00 pm CDT
- Back in the Black – Episode 6 – 25 Years of Referral Sales: Let’s Celebrate!
  June 15 @ 4:00 pm - 5:00 pm CDT

About Joanne

Joanne Black is America’s leading authority on referral selling—the only sales strategy guaranteed to produce a qualified pipe and convert prospects to clients well more than 50 percent of the time. Joanne works with sales leaders and their teams to build a referral culture, adopt referral selling as their primary revenue driver, and get referral introductions to their top prospects. Known as a contrarian, Joanne is the author of 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.