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Category: Sales, Sales Management

Bob Fischer
How to use “anchoring” to help with a negotiation
Featuring Bob Fischer November 12, 2015
Bob Fischer joins Jim Blasingame to reveal that trying to “anchor” an opposing negotiating party with a diverting fact, such as a lower number, can work to your advantage.
Bob Negen
Why you need to do more employee training in sales
Featuring Bob Negen November 04, 2015
Bob Negen joins Jim Blasingame to identify the need for more sales training in retail, but why the first step is to hire people who want to be around other people.
Joanne Black
Get more referrals by becoming a better detective
Featuring Joanne Black November 06, 2015
Joanna Black joins Jim Blasingame to reveal why getting quality referrals is a lot like being a sales detective.
Joanne Black
The keys to getting more quality referrals
Featuring Joanne Black November 06, 2015
Joanne Black joins Jim Blasingame to reveal some of the best practices to use to transition from poor prospecting practices to quality practices that produce more referrals.
Joanne Black
Why referrals are golden and cold calls are lead
Featuring Joanne Black November 06, 2015
Joanne Black joins Jim Blasingame to reveal the power of having a referral and why the opposite, a cold call, is worse than worthless, it’s damaging.
Bill Schley
Take a lesson from Don Draper: Keep it simple and sell
Featuring Bill Schley November 05, 2015
Bill Schley joins Jim Blasingame to remind you that marketing and advertising have one goal: make a sale. So keep it simple and sell.
Bill Schley
Do you have the “marketing disease”?
Featuring Bill Schley November 05, 2015
Bill Schley joins Jim Blasingame to reveal what the “marketing disease” is, and to identify the three things you have to do to immunize your business from the scourge.
Brad Huisken
Nothing happens -- in the world – until someone makes a sale
Featuring Brad Huisken October 21, 2015
Brad Huisken joins Jim Blasingame to remind you that nothing happens – in the world – until someone in the marketplace makes a sale, and why the government should remember that.
Brad Huisken
Five sales training criteria for small businesses
Featuring Brad Huisken October 21, 2015
Brad Huisken joins Jim Blasingame to reveal the five key criteria to use as you train your sales team about how to become professional sales people.
Brad Huisken
Why don’t small businesses conduct more training?
Featuring Brad Huisken October 21, 2015
Brad Huisken joins Jim Blasingame to talk about the problem small businesses create for themselves when they don’t provide sales training for their people.

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