When is the best time to ask a customer for a referral? Joanne Black joins Jim Blasingame to discuss how and when to ask customers and contacts for referrals, plus how to use social media as part of your referral strategy.

Do you know what your sales process is? Joanne Black joins Jim Blasingame to define the sales process and encourage you to identify the steps that make a successful sales process for your business.

What should you ask a prospect first? Rob Jolles joins Jim Blasingame to compare notes on the best way to get a conversation going with a new prospect, including what is the best first question.

If you want to improve sales performance, use role playing in sales training. Rob Jolles joins Jim Blasingame to talk about the power of role play training in helping salespeople have more success.

Do your salespeople know how to ask questions? Rob Jolles joins Jim Blasingame to talk about the training they received that taught them how to ask the right kinds of questions at the right time.

Supplier diversity policies and laws can be good news for small business. Janet Christy joins Jim Blasingame to explain what supplier diversity policies and laws are and how small businesses can take advantage of them.

The way your business engages with customers has changed. Jay Mincks joins Jim Blasingame to reveal that there is a new normal with regard to how you get prospects to give you permission for an initial prospecting meeting.

Do you know how many ways your customers need to connect with you? John Stanton joins Jim Blasingame to reveal the power of conducting a customer interaction audit, to see how many ways customers connect with you so you can conduct more precision marketing.

Are you using LinkedIn for prospect research? Kathy Perry joins Jim Blasingame to reveal the new rules of customer expectations, like using LinkedIn as a critical prospect research tool.

Are you trying to sell prospects in social media sites when you should be connecting with them? Ramon Ray joins Jim Blasingame to encourage patience when connecting with prospects in social media sites like Facebook, and find a way to be relevant to them.