Compassion and character are both pillars in establishing trust. David Horsager joins Jim Blasingame to reveal the role that character and compassion play when establishing a foundation of trust.

What would be something in sales that would be impossible to do this year? Skip Miller joins Jim Blasingame to encourage you to do two things this year: serve customers first and sell second, and then try to do something that others would think is impossible.

Do you know how to get referrals early in the New Year? Skip Miller joins Jim Blasingame to reveal two steps that will help you prospect and get referrals early in the New Year.

What is your sales plan for the New Year? Skip Miller joins Jim Blasingame to talk about getting your sales plan ready to go early in the New Year, so you're prospecting and closing in January, including starting the process early in the previous year.

Avoid being one of the five types of bad listeners. Robert L. Finder joins Jim Blasingame to reveal the five bad listener types, how to avoid - or stop - being one of them.

The most successful business people are the bests listeners. Robert L. Finder joins Jim Blasingame to remind you that the gold you seek is in the heads of your customers, and all you have to do is ask for it and then listen for instructions.

Are your salespeople vendors or trusted advisors? Rob Jolles joins Jim Blasingame to reveal the benefits and methods of helping your salespeople become trusted advisors to your customers, instead of vendors.

Would your customers call your salespeople influencers or manipulators? Rob Jolles joins Jim Blasingame to talk about thinking about WHY you sell, which should be to influence relationships instead of manipulate transactions.

Go beyond how you sell and focus on why you sell. Rob Jolles joins Jim Blasingame to talk about the breakthrough perspective of getting to WHY you sell - relationships - rather than how - transactions.

Set yourself up for sales success in the New Year. Brad Huisken joins Jim Blasingame with three final selling New Year resolutions, including being an entrepreneur, take responsibility and show respect.