Ivan Misner joins Jim Blasingame to remind us that cold-calling is dead and actually could create a negative impact on your brand, and how to replace it by practicing the skill of giving and getting referrals.

Ivan Misner joins Jim Blasingame to reveal that there is a language of referrals that we must learn to speak and listen for, that includes a form of listening called the Reticular Activating System.

Ivan Misner joins Jim Blasingame to reveal how most people are surrounded by quality referrals but aren’t taking advantage of them.

Karen Reisman joins Jim Blasingame to continue revealing what she learned from a cookware salesman at a state fair, including give something away, tell stories, create an emotional context.

Karen Reisman joins Jim Blasingame to reveal some of the key selling skills you can learn from a cookware salesman at the state fair, including: focus on your customer and overcome objectives.

Deb Calvert joins Jim Blasingame to reveal that by sharing your vision and allowing your processes to be challenged you ennoble your sales force.

Deb Calvert joins Jim Blasingame to reveal the first steps to ennoble your sales force, which is to get everyone on the same page regarding what the organization stands for.

Deb Calvert joins Jim Blasingame to reveal the difference between enabling your salespeople and ennobling them by discussing the shared values of serving customers.

Mark Donnolo joins Jim Blasingame to reveal some of the first things to do when establishing a sales compensation plan, including knowing what you want to measure, and understanding balanced performance.

Mark Donnolo joins Jim Blasingame to reveal that the compensation of your salesforce must be structured to align with the short, mid and long-term performance goals of the company.