Category: Sales, Sales Management
Making a bad sales hire is very expensive. Brad Huisken joins Jim Blasingame to reveal how to successfully find, hire and train new sales people.
Can you be a cameleon? Dawn Lyons joins Jim Blasingame to discusses the last 3 major behavioral styles to notice when networking, and how to honor those styles in others.
Could you use more sales? Dawn Lyons joins Jim Blasingame to talk about how to turn your networking into more referrals, plus she identifies one of the four types of major behavioral styles to notice.
The little things make a big difference. Chester Elton joins Jim Blasingame to explain that everyone in an organization is part of the sales team and each employee should have a business card, plus a story about a recent Chili's restaurant experience.
Make sure customers are the heroes of your stories. Don Cooper joins Jim Blasingame to reveal some of the rules of telling customers stories, including how to make them the hero in your story while you're the narrator.
Do you sell features and benefits or tell stories? Don Cooper joins Jim Blasingame to reveal that telling prospects and customers stories is more powerful and effective than just reciting your features and benefits.
How well are you adopting Internet solutions? Jim Blasingame reports on the progress of the virtual marketplace, plus how well small businesses are executing online strategies.
Whether customer confidence is up or down, you still have to sell. Thomas La Vecchia joins Jim Blasingame to talk about what your business has to do to stay in business regardless of what's going on in the economy.
Do you know what motivates any particular customer? Thomas La Vecchia joins Jim Blasingame to reveal the four elements of his "X-Factor" approach to connecting with customers, including people, products, processes and price.
The best way to keep a customer is to become their partner. Steve Martin joins Jim Blasingame to discuss how to stay close to customers if the economy is softening, and find out how you can do more than serve them, but become a vendor partner.
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