Salespeople have to have a performance record and a customer relationship attitude. Bob Prosen joins Jim Blasingame to discuss how to hire salespeople for attitude and performance.

High tech and high touch - people still do business with people. Joanne Black joins Jim Blasingame to talk about why it's important to personalize your LinkedIn profile and the way you connect with people, especially for referrals.

Are you using LinkIn to get referrals? Joanne Black joins Jim Blasingame to reveal at least three things to NEVER do when you're seeking referrals on LinkedIn.

Are you maximizing your online referral opportunity? Pamela Springer joins Jim Blasingame to report on how small business owners feel about referrals and how to get more of them, especially online.

Customers are looking for a trusted business advisor, not just another salesperson. Dr. Eli Jones joins Jim Blasingame to discuss why customers are more inclined to do business with companies and people they think they can trust.

Professional salespeople no longer ask a prospect about their business - they already know. Dr. Eli Jones joins Jim Blasingame to discuss the phases of the 21st century sales process, including the increased emphasis on being a vendor instead of a partner.

When you talk to customers, do you use their words? Rob Jolles joins Jim Blasingame to talk about why you should use precise language in selling, and incorporate the words customers use as you talk with them.

In the 21st century, the most successful salespeople will become trusted advisors. Rob Jolles joins Jim Blasingame to discuss how to differentiate yourself as a salesperson by becoming a trusted advisor, not just a vendor.

Some prospects are really just suspects. Josh Costell joins Jim Blasingame to discuss how to avoid wasting time on what you think is a prospect you can turn into a customer, when they're really just a suspect.

How do you get a prospect to show their commitment? Josh Costell joins Jim Blasingame to offer tips on how to get customers to show their commitment to your relationship by asking them to collect internal information for you.