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Your prospect and customer expectations have changed. Joanne Black joins Jim Blasingame to reveal how expectations have evolved with prospects and customers in The Age of the Customer.

Technology can't close a sale. Joanne Black joins Jim Blasingame to make the case for putting your humanity forward in your sales effort, supported by technology, not the otherway around.

Joanne Black joins Jim Blasingame to discuss connect with people that fuel your business, plus how referrals allow you to set the criteria on which others are evaluated in a competitive situation.

Joanne Black joins Jim Blasingame to explain that you must be deliberate in your approach to customers and that you have to reach customers before they know they have a need, plus how referrals are still the best way to connect.

Joanne Black joins Jim Blasingame to explain that we are so dependent on technology that we forget about the person we're communicating with, plus why technology is a great tool, but nothing beats a personal conversation.

How are you using technology to get referrals? Joanne Black joins Jim Blasingame to reveal some of the ways technology has been good and bad for getting more referrals, and how to take advantage of the good and avoid the bad.

How good are you at getting referrals? Joanne Black joins Jim Blasingame to reveal the heightened role referrals are playing at getting in front of the right decision-maker so you can qualify a lead to determine if they are a prospective customer.

Do you know the difference between a suspect and a prospect? Joanne Black joins Jim Blasingame to reveal how the rules have changed with regard to getting sales leads that are likely to turn into qualified prospects.

Don't leave out the power of the person in social media networking. Joanne Black joins Jim Blasingame to manage social media networking activity as you would a face-to-face relationship.

High tech and high touch - people still do business with people. Joanne Black joins Jim Blasingame to talk about why it's important to personalize your LinkedIn profile and the way you connect with people, especially for referrals.