Brynne Tillman sits down with referral selling expert Joanne Black to discuss building predictable sales pipelines through direct introductions. Outbound sales teams often rely on cold emails and automated messages that get ignored or land in spam folders. Joanne breaks down how sales leaders can shift their teams away from cold prospecting toward systematic referral routines. Listeners will learn specific wording for asking clients for introductions, key metrics to track success, and methods for embedding referral habits into team culture.