Joanne Black joins Jim Blasingame to reveal how sales organizations that have a balance of men and women outperform less diverse teams.

Joanne Black joins Jim Blasingame to report on research that shows how the way women think and behave makes them highly productive on a sales team.

Joanne Black joins Jim Blasingame to reveal the power of having a referral and why the opposite, a cold call, is worse than worthless, it’s damaging.

Joanne Black joins Jim Blasingame to reveal some of the best practices to use to transition from poor prospecting practices to quality practices that produce more referrals.

Joanna Black joins Jim Blasingame to reveal why getting quality referrals is a lot like being a sales detective.

Joanne Black joins Jim Blasingame to reveal some of the stupid excuses salespeople use to try to justify not getting referrals.

Joanne Black joins Jim Blasingame to report on more excuses salespeople make to avoid getting referrals, plus how to ask for and get referrals instead of making cold calls.

Joanna Black joins Jim Blasingame to reveal the damage cold calling does today to your brand image and why getting referrals has the opposite effect of delivering goodwill for your brand.

Joanne Black joins Jim Blasingame to reveal some of the stupid excuses salespeople use to try to justify not getting referrals.

Joanne Black joins Jim Blasingame to report on more excuses salespeople make to avoid getting referrals, plus how to ask for and get referrals instead of making cold calls.