Josh Costell joins Jim Blasingame to explain that sales training should focus on substance that can be applied to a salesperson's own personal style.

Josh Costell joins Jim Blasingame to explain that you should be sure that the goals of the training seminar you're spending money are compatible with your own goals for your business.

You can't sell today the way you did 10 years ago. Josh Costell joins Jim Blasingame to talk about how the Age of the Customer factors have changed the rules of business to business selling.

Should your sales force be employees or factory reps? Josh Costell joins Jim Blasingame to talk about how to decide if you should have a dedicated sales force or contracted factory reps.

How do you motivate and train factory reps? Josh Costell joins Jim Blasingame to offer tips and best practices on how to train independent factory reps who will be taking your products to market.

Growing sales revenue doesn't have to increase payroll. Josh Costell joins Jim Blasingame to offer suggestions about bringing on part-time, commission only salespeople to grow sales strategically, while paying for that business incrementally.

Grow sales strategically with industry veterans. Josh Costell joins Jim Blasingame to recommend hiring industry veterans as part-time, commission only salespeople, including those who may be semi-retired.

It's best to discover the quality of a hiring decision with a part-time outside salesperson. Josh Costell joins Jim Blasingame to recommend hiring outside salespeple on a part-time basis at first and allow them to earn full-time status.

How do you get a prospect to show their commitment? Josh Costell joins Jim Blasingame to offer tips on how to get customers to show their commitment to your relationship by asking them to collect internal information for you.

Some prospects are really just suspects. Josh Costell joins Jim Blasingame to discuss how to avoid wasting time on what you think is a prospect you can turn into a customer, when they're really just a suspect.