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.

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.

Make New Year connections with customers at the end of this year. Ilise Benun joins Jim Blasingame to talk about the right way to connect with customers as we end one year and start a new one.

Josh Costell joins Jim Blasingame to explain that you have to make sure you get the return your expecting when sending your salespeople to training seminars by making sure they actually have a desire to learn.

Mary Cantando joins Jim Blasingame to discuss 2 more sales questions to close out the year: What one thing do our competitors do better than us? and What do people hate about your industry and how can you capitalize on that?

Mary Cantando joins Jim Blasingame to discuss 3 sales questions to close out the year: Why did you our did you not reach your sales goal? Why sales approach worked best for you and how can you replicate it? and What new expansions did you experience this year and how can you replicate it?

If you're not right for the customer, the price doesn't matter. Rob Jolles joins Jim Blasingame to talk about how to set the stage in customer negotiations so that the cost is not discussed unless you're the right company for the job.

How many different ways can you "knock" on the door of a prospect or customer? Skip Miller joins Jim Blasingame to say that once all the research and connections are completed, you have to "knock" on some doors to get the business.

How do you get the gold out of the head of customers? Skip Miller joins Jim Blasingame to remind us that asking customers about their business, not telling them about ours, is the straightest line to sales success.

Start the new year by getting your customer lists organized. Skip Miller joins Jim Blasingame to use the OAK acronym to help you begin the new year, starting with getting your customer lists organized so you can manage them.