Selling is about elbow grease, shoe leather, and perseverance. It's also a numbers game. If you want to work smarter, not harder, focus on your referral strategy and ask the Magic Question. » More

Beyond what your small business customers need, there are things they also want. Your success depends on discovering what that is, deliver it, and charge for it. » More

Successful professional salespeople are gold miners, and the gold they seek is in the heads of prospects. So, why do so many salespeople spend so much time running their mouths? Here are three tips... » More

How can you tell if you or someone in your organization has a debilitating level of call reluctance? You'll find it in the numbers. Read on to find out how to recognize this condition and tips on h... » More

In the 21st century, Professional Selling Skills (PSS) are an essential, non-negotiable business fundamental. Here are three key components. » More

In The Age of the Customer, where value is now presumed, the prime differentiator is no longer competitiveness, but rather relevance. Today the question every business must focus on when they go to... » More

Small business advocate, Jim Blasingame, talks three critical disciplines to help entrepreneurs prepare for the 21st century. » More

Leading sales trainer, researcher and CEO of Hoffeld Group, David Hoffeld, has the answer. Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science o... » More

Jim Blasingame explains how to recognize call reluctance and overcome its challenges to accomplish sales goals. » More

There’s no such thing as a referral machine. » More