Welcome to the sales gravy podcast. Hi, I'm Jeb Blunt, author of SalesEQ and fanatical prospecting,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

Referrals are powerful.

They make it easier to open doors, their better quality leads, and frankly, they shorten the sales cycle because they're much easier to close.

And sadly, most salespeople just don't ask for them.

In this episode, we'll discuss how to get more referrals into your sales pipeline with my good friend Joanne Black.

Before we get started, though, I want to ask you a simple question.

This year, are you thinking about moving to a new company or are you actively looking for a new role?

If so, I want you to go check out my friends at Paycom.

Paycom is an awesome company. And there's a reason

why sales power calls them one of the top companies to work for if you're in sales. They have

great leaders. They invest in you. They have amazing training. And their benefits and pay package

is unmatched in their industry. Plus, they have a product that everybody needs and wants

and is easy to sell. So if you are looking for a job or even thinking about looking for a new

sales job, go check out paycom. Just go to paycom.com.com.com.com.com.com.com.com

that's paycom.com to check out all the career opportunities.

Now, here's my discussion about referrals with my good friend, Joanne Black.

Welcome to another episode of Salesmasters.

With me today is one of my favorite people, Joanne Black.

She is the author of No More Cold Calling and Pick

Up the Damn phone. Sounds like a schizophrenic group of books there. Joanne, how are you doing today?

I'm always great, Deb. Tell us a little bit about yourself and your books and your background

...