Beverly Flaxington joins Jim Blasingame to report on the problem created by sales organizations when they don’t determine where customers are on their acquisition journey before beginning to sell.

Suzanne Paling joins Jim Blasingame to reveal that asking non-competitive sales managers to share ideas with your teams, and reciprocating, plus doing more role plays are great sales meeting elements.

Suzanne Paling joins Jim Blasingame to reveal that having a well-run and planned weekly sales meeting can do a lot for overall motivation and performance.

Leslie Grossman joins Jim Blasingame to reveal how being part of referral generating organizations, like your local chamber, Business Network International, Vistage, etc. are essential for higher quality prospecting.

Leslie Grossman joins Jim Blasingame to reveal why every successful sales organization has to practice the steps that result in referrals, including networking and helping others firsts.

Leslie Grossman joins Jim Blasingame to reveal the power of having a referral strategy is one of the most important elements in the effort to accomplish higher quality prospecting in the 21st century.

Lisa Magnuson joins Jim Blasingame to reveal some of the ways to get introduced, set an appointment and maintain a high-level relationship with executives.

Lisa Magnuson joins Jim Blasingame to reveal the power of taking the time and effort to build lasting relationships with the executives of your business customers.

Deb Calvert joins Jim Blasingame to reveal research that show your business prospects and customers don’t need more vendors they need more sellers to behave like partners using dialogic communication methods.

Deb Calvert joins Jim Blasingame to reveal research that shows business prospects and customers want to do business with salespeople who help them solve problems, not just buy stuff.