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Joanne Black joins Jim Blasingame to reveal recent research that shows the prospecting power of building online communities and having conversations with them.

Joanne Black joins Jim Blasingame to explain how to use LinkedIn.com as a tool to nurture suspects into prospects and prospects into customers.

Joanne Black joins Jim Blasingame to discuss talk about all of the new ways a salesperson can "show up" with prospects so that you can accomplish the qualifying process with a prospect.

Joanne Black joins Jim Blasingame to reveal the power that can be achieved by giving more proposals, including when to do it, how to do it and when not to.

Joanne Black joins Jim Blasingame to reveal how to augment real face-to-face contact by using video technology to help keep you "in front" of prospects and customers.

Joanne Black joins Jim Blasingame to reveal the declining art of engaging prospects and customers face-to-face, and how to revive that powerful practice.

Joanne Black joins Jim Blasingame to explain that as a salesperson you now have a larger responsibility to add value and build relationships with customer who may have already done research before you even connect with them.

Joanne Black joins Jim Blasingame to explain that you have to step away from the keyboard to have conversations with people, plus why Gen Y need guidance and training from management in order to perform successfully.

Joanne Black joins Jim Blasingame to explain that no matter how much we rely on technology for our businesses, there is nothing better that face-to-face communication with customers, plus why it's important to have a conversation with your customers before they even realize they have a need.

It's not either face-to-face or social media, but both/and. Joanne Black joins Jim Blasingame to reveal how to coordinate social media and technology with the critical face-to-face practices.