{
  "author": {
    "name": "Joanne Black",
    "webUrl": "/author/profile/joanne-black/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 10,
    "social": [],
    "articles": [
      {
        "uri": "/2016/10/27/social-selling-isnt-a-247-job/",
        "title": "Social selling isn’t a 24/7 job",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "October 27, 2016",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "If we are always looking at a screen, we are undermining our most effective sales technique: personal connections and relationships that drive sales.",
        "body": null
      },
      {
        "uri": "/2016/09/13/the-biggest-mistake-salespeople-make-on-social-med/",
        "title": "The biggest mistake salespeople make on social media",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "September 13, 2016",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
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        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Just because someone agrees to connect on social media does not make that person a qualified sales lead.",
        "body": null
      },
      {
        "uri": "/2016/08/08/referral-selling-what-you-might-be-missing/",
        "title": "Referral selling: What you might be missing",
        "byline": " Joanne Black ",
        "kicker": "News",
        "prettyDate": "August 08, 2016",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Think you can just tell sales reps to go ask for referrals? If thats all you do, answer this question: Hows that working for you?",
        "body": null
      },
      {
        "uri": "/2016/08/08/referral-selling-what-you-might-be-missing/",
        "title": "Referral selling: What you might be missing",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "August 08, 2016",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Think you can just tell sales reps to go ask for referrals? If thats all you do, answer this question: Hows that working for you?",
        "body": null
      },
      {
        "uri": "/2016/05/18/3-overlooked-productivity-tips-for-sales-reps/",
        "title": "3 overlooked productivity tips for sales reps",
        "byline": " Joanne Black ",
        "kicker": "News",
        "prettyDate": "May 18, 2016",
        "timeToRead": "3 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "What behaviors drive successful salespeople?",
        "body": null
      },
      {
        "uri": "/2016/05/18/3-overlooked-productivity-tips-for-sales-reps/",
        "title": "3 overlooked productivity tips for sales reps",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "May 18, 2016",
        "timeToRead": "3 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "What behaviors drive successful salespeople?",
        "body": null
      },
      {
        "uri": "/2015/11/17/want-prospects-who-want-to-hear-from-you-get-refer/",
        "title": "Want prospects who want to hear from you? Get referrals",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "November 17, 2015",
        "timeToRead": "3 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Who wants to spend their selling time calling at least seven times before reaching a prospect? No one. Here's how to avoid it.",
        "body": null
      },
      {
        "uri": "/2015/11/03/3-reasons-you-should-never-ask-for-referrals-on-linkedin/",
        "title": "3 reasons you should never ask for referrals on LinkedIn",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "November 03, 2015",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Dont alienate your social networks by asking for referrals the wrong way.",
        "body": null
      },
      {
        "uri": "/2015/08/07/are-referral-leads-waiting-in-your-inbox/",
        "title": "Are referral leads waiting in your inbox?",
        "byline": " Joanne Black ",
        "kicker": "News",
        "prettyDate": "August 07, 2015",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Here are five ways to stay on your prospects' referral radars.",
        "body": null
      },
      {
        "uri": "/2015/07/16/do-you-know-the-building-blocks-of-insurance-referral-selling/",
        "title": "Do you know the building blocks of insurance referral selling?",
        "byline": "Joanne Black",
        "kicker": "News",
        "prettyDate": "July 16, 2015",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/joanne-black/",
            "name": "Joanne Black"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "If you want to generate referrals, you need a solid, reliable process. Heres how to start building one today.",
        "body": null
      }
    ]
  }
}