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Joanne Black on Muck Rack

Joanne Black

As seen in: LinkedIn, New Zealand Listener, Business 2 Community, ThinkAdvisor, The National Business Review, EndocrineWeb, SalesPOP!
Passionate about #referrals for #B2B Account Based #Sales teams. Guarantee only qualified leads. #SalesTips #ReferralSelling authority linkedin.com/in/joanneblack
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Articles

If Referrals Work So Well, Why Aren’t More Companies Doing Them?

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By Tina Dover, Joanne Black
| nomorecoldcalling.com
This is the third post in my No More Cold Calling Anniversary series. By now, we’ve established two things: Trust might be the hidden growth asset most companies already have. Referrals aren’t a tactic. They’re a growth strategy. That leads to the question we’ll consider in this post: If a referral strategy is so effective, why don’t more companies have one?
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I Asked One Question in 1996. The Answer Hasn’t Changed.

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By Tina Dover, Joanne Black
| nomorecoldcalling.com
This June, I’m celebrating 30 years in business. Thirty years of watching companies grow, struggle, reinvent themselves, and chase the next big thing. And if I’m honest, what surprises me most isn’t how much has changed; it’s how much is still exactly the same. Technology has transformed sales. We went from phone calls to email. Email to social selling. Social selling to automation. AI now promises faster outreach, more personalization, and greater scale.
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Sales Has a Priority Problem Going Into 2026 [Q4 Referral Selling Insights]

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By Tina Dover, Joanne Black
| nomorecoldcalling.com
As we look ahead to 2026, sales leaders are surrounded by more tools, more data, and more activity than ever before. It all looks productive. It’s measurable. Yet beneath the motion, many teams are discovering a hard truth: What looks like progress is often just noise. If you have tons of leads going into the pipeline, but new clients are barely trickling out, you don’t have a technology problem. You have a sales priorities problem.
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