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Category: Sales, Sales Management

Josh Costell
Is "going green" in your small business' future? Josh and Jim talk about the economic benefit of thinking green as we make business and infrastructure decisions, and how we need to solve the global warming challenge with market decisions, not by government fiat.
Mike Stewart
Do you know what a mastermind group is? Have you ever been a member of a mastermind group? Mike talks with Jim about these very important professional development organizations, how they help small business owners, what they cost and how to participate.
Paul LeRoux
Can using visuals help with you make more sales in your small business? Paul says yes, and he and Jim talk about why visuals are often better than words, and how to effectively build them into your speeches and presentations.
How do we keep those 20th century selling fundamentals that still work and apply them to the 21st century selling environment? Larry talks with Jim about how to accomplish this in your small business, including the importance of proposals.
Skip Miller
Are your sales being impacted by the summer doldrums? If so, check out what Skip and Jim have to say about how to eliminate the summer excuses for not selling by thinking strategically, rather than about what you need today.
Paul Cherry
Do you know how to prospect in the 21st century marketplace? It's different this century and Paul talks with Jim about how to use his "wercs" method to improve your prospecting success.
Brad Huisken
When is the right time to have a sales manager? How do you create this position and who should fill it? As Brad joins Jim, they answer these questions and more on the right way to install a sales manager.
Joanne Black
Do you sell for a living? Do you know the difference between selling with a little "s" and selling with a capital "S"? Why don't our schools teach selling? Get the answer to all these questions -- some answers may surprise you -- as Joanne talks with Jim about what selling really is.
Anders Miller
Do you know how you're going to make your sales numbers for '07? Skip does and he and Jim talk about what you must do if you're going to successfully make your sales budget.
Don Cooper
Not knowing the difference between a feature and a benefit could actually contribute to failure. That's why Don and Jim talk about how to know the difference and how to use both to your advantage. Remember, a feature is important only to you, not to your customer.

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