Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling

A leading expert on referral selling outlines practical steps for managers on how to generate business productively and profitably, in a guide that outlines a f

"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success

Does this sound familiar? “If I could get in front of the prospect, the rest of the selling process becomes easier. It’s just getting in front of them that�

Presents advice on using Internet searching to perform successful telephone sales.