John DiJulius joins Jim Blasingame to reveal the “FORD” approach to nurturing customers, which is to collect information about family, occupation, recreation and dreams, as a way to focus on what’s important to them.

John DiJulius joins Jim Blasingame to reveal five areas to look for in a prospective sales person, including authenticity, being curious, having empathy, and at least two others.

John DiJulius joins Jim Blasingame to discuss the management imperative of hiring salespeople who are the most likely to build relationships by being customer-centric.

Suzanne Paling and Jennifer Leake join Jim Blasingame to discuss the imperative of having a process that includes the ability to screen for sales candidates that have the highest likelihood of success, plus important training best practices.

Suzanne Paling and Jennifer Leake join Jim Blasingame to discuss the fact that your quest for professional salespeople should begin with a screening process that helps you find people who have that predisposition.

Beverly Inman-Ebel joins Jim Blasingame to reveal why waiting before you speak, making sure your tone isn’t hurting you, and getting your nose in front of others – face-to-face – are powerful communication practices.

Beverly Inman-Ebel joins Jim Blasingame to discuss why resolving to listen more could be one of the best financial decisions you make, and how to determine if that’s where you’re stuck professionally.

Sean Doyle joins Jim Blasingame to reveal examples of how not to send an email sales pitch, including specific mistakes that we see every day.

Robert Grede joins Jim Blasingame to reveal that buying market share through discounting and advertising are two ways to achieve a greater market penetration, but use the discounting judiciously, and the latter in a targeted way.

Rob Jolles joins Jim Blasingame to reveal the last two steps in professional closing, including discussing the logistics of the prospective transaction, and leaving the prospect with the reassurance that they’ve made the right decision.