Deb Calvert joins Jim Blasingame to reveal three critical questions to begin a conversation with a prospect that takes into consideration that they already know a lot about what you sell.

Deb Calvert joins Jim Blasingame to reveal how to talk with employees about how success in serving customers is directly connected to their paycheck and continued employment.

Deb Calvert joins Jim Blasingame to reveal the difference between enabling your salespeople and ennobling them by discussing the shared values of serving customers.

Deb Calvert joins Jim Blasingame to reveal the first steps to ennoble your sales force, which is to get everyone on the same page regarding what the organization stands for.

Deb Calvert joins Jim Blasingame to reveal that by sharing your vision and allowing your processes to be challenged you ennoble your sales force.

Deb Calvert joins Jim Blasingame to reveal that when sales organizations are frustrated with performance today, it’s probably because they’ve lost touch with the expectations of their customers.

Deb Calvert joins Jim Blasingame to reveal that while persistence is an important trait in selling, it’s not as valuable to customers as is demonstrating perseverance.

Deb Calvert joins Jim Blasingame to discuss how in a sales-customer relationship you have to be engaging and know how to listen.

Deb Calvert joins Jim Blasingame to reveal research that shows business prospects and customers want to do business with salespeople who help them solve problems, not just buy stuff.

Deb Calvert joins Jim Blasingame to reveal research that show your business prospects and customers don’t need more vendors they need more sellers to behave like partners using dialogic communication methods.