Successful professional salespeople are gold miners. And the gold they seek is in the heads of prospects. So, remember, selling is more profitable and more fun when the prospect does most of the ta... » More

Achieve sustainable success by applying Blasingame’s New Law of Customer Relevance: If you want to have customers for life, help your customers help their customers. » More

Some of the great actors, like Sir Laurence Olivier, overcame extreme stage fright and became legendary. Today's small business salespeople can also become legendary by overcoming call relutance. » More

Each New Year deserves to have the maximum opportunity to be successful, so have the discipline to set up your New Year for a clean and fast start, while pushing the current year over the goal line... » More

Even though you can never really eliminate fear, you can minimize it through performance. But performance only happens when you use fear-fighting tools. » More

In the Age of the Customer, the advantage small businesses have over big boxes is that they can deliver what customers want, not what they need. Blasingame’s Law of Difficult Customers explains the... » More

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

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

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

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