Recent Articles: Sales - Customer Service

Jim Blasingame
Professional selling skills are more essential now than ever because in the Age of the Customer, the Relevance Firewall has moved and cold calling is dead. » More
Jim Blasingame
The gold professional salespeople seek is in their customer's and prospect's heads. And the most powerful gold mining tool of a successful salesperson is the ear, not the mouth. » More
Jim Blasingame
Thomas Edison called failure, “successfully discovering what doesn’t work.” It’s true, you learn more from failures than you do from successes because when you succeed, you’re not inclined to be in... » More
Jim Blasingame
With rising inflation, you’re not only justified in raising prices, you must raise prices. But be sure that action is based on a pricing strategy informed by your actual and projected numbers, and ... » More
Jim Blasingame
It’s easier to keep a customer than find a new one – everybody knows that. The bad news is, with all of the mega-corp algorithms, online competitors, and cyber-clutter, keeping the attention of eve... » More
Jim Blasingame
Professional salespeople are the most important players in the marketplace. But professional selling is as hard as it is important, so the last thing salespeople need is to be fighting call relucta... » More
Jim Blasingame
If your sales effort isn’t getting the job done, it’s probably not because your team isn’t working hard enough, it’s because in The Age of the Customer, vendors are being ruled in or out before the... » More
Jim Blasingame
Sales has been and always will be a numbers game. But in the Age of the Customer, it’s increasingly becoming more of a quality prospecting game. Consequently, how much revenue you draw from your sa... » More
Jim Blasingame
Business referrals have always been there for the picking, but many salespeople and organizations don’t have a referral strategy. And even though getting referrals is fall-off-a-log easy, there are... » More
Jim Blasingame
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