Joanne Black joins Jim Blasingame to explain that you have to step away from the keyboard to have conversations with people, plus why Gen Y need guidance and training from management in order to perform successfully.

Joanne Black joins Jim Blasingame to explain that as a salesperson you now have a larger responsibility to add value and build relationships with customer who may have already done research before you even connect with them.

Technology can't close a sale. Joanne Black joins Jim Blasingame to make the case for putting your humanity forward in your sales effort, supported by technology, not the otherway around.

Your prospect and customer expectations have changed. Joanne Black joins Jim Blasingame to reveal how expectations have evolved with prospects and customers in The Age of the Customer.

It's not either face-to-face or social media, but both/and. Joanne Black joins Jim Blasingame to reveal how to coordinate social media and technology with the critical face-to-face practices.

Joanne Black joins Jim Blasingame to explain that we are so dependent on technology that we forget about the person we're communicating with, plus why technology is a great tool, but nothing beats a personal conversation.

Joanne Black joins Jim Blasingame to explain that you must be deliberate in your approach to customers and that you have to reach customers before they know they have a need, plus how referrals are still the best way to connect.

Joanne Black joins Jim Blasingame to discuss connect with people that fuel your business, plus how referrals allow you to set the criteria on which others are evaluated in a competitive situation.

Do you know the difference between a suspect and a prospect? Joanne Black joins Jim Blasingame to reveal how the rules have changed with regard to getting sales leads that are likely to turn into qualified prospects.

How good are you at getting referrals? Joanne Black joins Jim Blasingame to reveal the heightened role referrals are playing at getting in front of the right decision-maker so you can qualify a lead to determine if they are a prospective customer.