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Using Internet tools is a 21st century requirement for effective sales performance for business-to-business activity. Sam Richter and Jim Blasingame discuss how to blend the old fundamentals and the new tools to make sure you meet your sales goals.

The most important thing you need to sell successfully is what's in the head of your prospects and customers. Sam Richter joins Jim Blasingame to talk about how to make sure your sales calls are oriented around what's important to them, rather than what's important to you.

The most important thing you need to sell successfully is what's in the head of your prospects and customers. Sam Richter joins Jim Blasingame to talk about how to make sure your sales calls are oriented around what's important to them, rather than what's important to you.

Your relevance to customers today only vaguely resembles that of last year. Sam Richter joins Jim Blasingame to talk about how to make sure you're talking with customers about what they find valuable today, rather than presuming nothing has changed in the past 12 months.

How do you take the cold out of cold calling? Sam Richter talks with Jim Blasingame about how to conduct research on the Internet about your prospects, including the company and the individuals you're calling on.

Did you know you're the beneficiary of the benevolence of one of the great 19th century empire builders? Sam joins Jim to talk about the resources available to entrepreneurs from the online library that is the 21st century version of the bequest of Mr. Hill.

Sam talks with Jim about the extensive small business content available for free from his Web site.