Superb Speakers
Superb Speakers and Consultants
12407 Mopac Expressway North
Austin, Texas 78758-2429

Speaker Profile: Joanne S. Black
Location of Speaker: San Francisco, CA
Fees: $6,500 - $8,500

  • After Dinner
  • Keynote
  • Seminar Leader
  • Workshop Leader
  • Broadcast
  • Selling Through Referrals
  • Networking
  • Selling In A Down Economy
  • Business Development
  • Getting Qualified Leads
Speech Titles

  • Recession-Proof Selling
  • The Truth About Your Sales Funnel
  • The New World of Sales
  • The Power of Referrals
  • Fire Your P.I.T.A. Client
  • Weaving Your Own Business Referral Network

Client Comments on Joanne S. Black:

“Joanne's presentation to my sales team was both motivational and full of valuable tips.

Recent customer surveys had indicated that 90 percent of our customers would refer new customers to us if asked. With the tactics in No More Cold Calling, we have begun to capitalize on our opportunities and develop new client relationships.”

Senior Vice President & Regional Manager,
First Bank

“You did such a wonderful job of facilitating Alliant’s Sales Excellence Conference.

The stories you shared and the facilitative techniques you used motivated everyone to sell through referrals. You made our conference a standard of excellence in its own right, and now we face the challenge of meeting such high standards again next year.”

Former CEO and Former Senior Vice President, Alliant Resources Group

“Our recent Area Management Offsite was a tremendous success due to Joanne Black’s powerful presentation.

She challenged everyone, and our managers took away new skills that they immediately put to use. Also valuable was that simply with her presence, Joanne inspired us all by demonstrating the attributes of a sales professional.”

API Regional Business Director,
California State Automobile Association

"Joanne gave a workshop at our Company Annual Sales meeting four years ago.

The brilliant simplicity of her message combined with careful attention to our Company’s unique selling challenges left a lasting impression that benefits our sales force still today.

As a speaker, I would describe her as engaging and very direct.

Regional Manager, The Marlin Company

“Joanne’s Points of View really hit home with my Sales Team.

She is enlightening and challenging, and her pro-active approach to building a referral based business has inspired us.”

President, Valet Organizers

Media for Joanne S. Black Includes:

8 Killer Steps to Recession-Proof Your Business

There's nothing traditional anymore. My friend Tom told me that the definition of a recession in the United States is a decline in the gross domestic product (GDP) for two consecutive quarters and a bear market that's down 20 percent from the previous high.

Recession-Proof Selling

The U.S. economy is in a funk. Have your phones stopped ringing yet? The “R” word—recession—is back. Is it 2001 all over again?

Productivity and the Ideal Client

We all love working with our Ideal Clients. They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our projects successful.

Get the Trash Out of Your Funnel

Attracting the wrong kind of clients to your business is like dumping trash in your sales funnel. A full funnel is only valuable if it’s filled with the kind of clients that are right for you.

Get Productive, Drop Your P.I.T.A. Clients

A PITA will drain you, consume valuable resources, upset your team, squeeze you on price, pay slowly, and will never be satisfied with the results—even when you’ve agreed on the deliverables.

You're Leaving Money on the Table

If you're not asking your current clients to be part of your sales team, you're leaving money on the table - every single day.

Joanne S. Black's Bio:

Joanne Black is America’s leading authority on referral selling. A captivating speaker and an innovative seminar leader, Joanne is changing the business of sales.

Her proven No More Cold Calling system works: Referral selling generates revenue faster than any other business development method — while decreasing costs, acing out the competition, and gaining new clients more than 50 percent of the time.

Joanne is the author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust (2006 Warner Business Books). In this groundbreaking book, Black explains why cold calling and other ineffective prospecting techniques persist even though most sales reps know they don’t work.

Some of Joanne’s views are contrarian, and in the established school of traditional sales, considered heretical thinking. But for Joanne Black, and her clients, the only smart approach to client acquisition is referral selling.

After co-founding and operating a successful retail business while still in her twenties, Joanne moved on to sales management positions with Omega Performance, a financial services training and consulting firm; and The Forum Corporation, a global management, consulting and training company.

True to her commitment and philosophy, Joanne has built her business solely on referrals. Her clients include Applied Communications, California State Automobile Association, Charles Schwab, Colliers International, KPMG, M3iworks, The Marlin Company, The Mechanics Bank, Tatum, and other premier companies.

Joanne Black is a member of the National Speakers Association and regularly speaks at sales and incentive meetings, sales conferences, and association meetings.

Joanne 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. She is a former Instructor in the University of California Extension Business and Management program.

Joanne S. Black's Articles upon request:

a. There’s No Such Thing as a Warm Call
Cold calls aren’t working. In fact, why would you settle for the illusion of a “warm call” when you can make genuine hot calls? Read more to get four tips to making your calls HOT.

b. How to Say Goodbye!
Great business is the result of a successful match between your client’s needs and your solution. A bad match drains resources, energy, and money from your core business. Create a description of your favorite and most lucrative customer (and stick to it!). If a prospect doesn’t meet your criteria, say goodbye and move on. Really. It’s OK.

c. Leave PowerPoint Behind
Business is personal. Bring your best self, industry insight, and solutions to your customers. A trusted referral and a personal connection mean you will close the deal. Leave PowerPoint behind and make the person-to-person sale.

d. Network Before You Need It
Mom told us never to talk to strangers. Mom was wrong: Business networking often involves talking to strangers. But the more you show up, the more people you know, the fewer strangers you encounter, and the more relationships you build. Prepare. Show up. Interact. Be genuine: That’s something, Mom would approve of.

e. Why is Everyone Buying Lists?
Contrary to popular belief, lists are not leads. Lists are lists. Lists are research. But they are not hot leads. Referral selling is the powerful and successful alternative to “cold” prospecting. Get the referrals you want and boost your sales with Joanne’s five tips.