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	<title>My CRM Blog &#187; Richard Baldwin</title>
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	<link>http://www.mycrmblog.com</link>
	<description>Discussion of all things relating to managing relationships with customers</description>
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		<title>Save the Cliché Responses for the Athletes</title>
		<link>http://www.mycrmblog.com/2009/07/save-the-cliche-responses-for-the-athletes/</link>
		<comments>http://www.mycrmblog.com/2009/07/save-the-cliche-responses-for-the-athletes/#comments</comments>
		<pubDate>Fri, 10 Jul 2009 22:16:27 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=98</guid>
		<description><![CDATA[
I talk to sales leaders every single day. Some more sophisticated than others. I usually get brought in to discuss their need for new sales system (CRM) or to advise on possible process improvement. More often than not, the conversation starts with far too many clichés. When I hear these statements, company after company, I [...]]]></description>
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		<title>Software Requirements Specification (SRS)</title>
		<link>http://www.mycrmblog.com/2009/07/software-requirements-specification-srs/</link>
		<comments>http://www.mycrmblog.com/2009/07/software-requirements-specification-srs/#comments</comments>
		<pubDate>Fri, 03 Jul 2009 20:14:19 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[Implementation]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Product Selection]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=96</guid>
		<description><![CDATA[CRM Projects should always start with the specification!
All too often the VP of Sales waltzes into the CIO&#8217;s office and says, &#8220;I need a CRM system, send me an email when you have found one and have it implemented.&#8221; Granted this is a bit of an extreme, somewhat cheeky example but, believe it or not, [...]]]></description>
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		<title>A Strategy for Industry Expertise</title>
		<link>http://www.mycrmblog.com/2009/06/a-strategy-for-industry-expertise/</link>
		<comments>http://www.mycrmblog.com/2009/06/a-strategy-for-industry-expertise/#comments</comments>
		<pubDate>Thu, 25 Jun 2009 17:38:35 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Techniques]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=94</guid>
		<description><![CDATA[Often when I speak with sales people they express frustration that they need to sell to many industries their lack of expertise often compromises their ability to get to the next level. Often I hear questions like, &#8221; I speak with prospects across all types of industries and it is difficult for me to demonstrate [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Do you own a Dyson? You should.</title>
		<link>http://www.mycrmblog.com/2009/06/do-you-own-a-dyson-you-should/</link>
		<comments>http://www.mycrmblog.com/2009/06/do-you-own-a-dyson-you-should/#comments</comments>
		<pubDate>Tue, 23 Jun 2009 22:56:49 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Marketing Excellence]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=92</guid>
		<description><![CDATA[
I am a sucker for excellent marketing especially when the company backs it up with an excellent product and fantastic service. Originally, I was drawn to the stylish and informative ads that focus on the design and function. Dyson&#8217;s are one of the more expensive vacuums on the market. The advertising certainly gets your attention. [...]]]></description>
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		<title>CRM Review: FreeCRM.com</title>
		<link>http://www.mycrmblog.com/2009/06/crm-review-freecrm-com/</link>
		<comments>http://www.mycrmblog.com/2009/06/crm-review-freecrm-com/#comments</comments>
		<pubDate>Mon, 15 Jun 2009 22:14:06 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[Review]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=90</guid>
		<description><![CDATA[
FreeCRM is a hosted CRM offering available at www.freecrm.com.  The program comes in two editions.  Free and Professional.

The free edition delivers a basic use case unlimited users but limited data storage up to 10MB. Which is not much these days. You also must endure a pretty invasive advertising bar at the top, bottom [...]]]></description>
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		<title>Pay to behave</title>
		<link>http://www.mycrmblog.com/2009/06/pay-to-behave/</link>
		<comments>http://www.mycrmblog.com/2009/06/pay-to-behave/#comments</comments>
		<pubDate>Sat, 13 Jun 2009 16:53:17 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=87</guid>
		<description><![CDATA[
Is your sales organization not promoting a new product or service? Is sales focusing efforts on the install base instead focusing on new customers? Are they competing with channel partners instead of assisting them to execute in the marketplace? Are they focusing on one product or service more than another? These are common complaints you [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Distractions</title>
		<link>http://www.mycrmblog.com/2009/06/distractions/</link>
		<comments>http://www.mycrmblog.com/2009/06/distractions/#comments</comments>
		<pubDate>Thu, 11 Jun 2009 15:35:10 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Sales Management]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=85</guid>
		<description><![CDATA[
Distractions are everywhere. We have all witnessed a young woman driving down the highway at 65mph, talking on her cell phone, drinking a cup of coffee, and putting on eye makeup in the rear view mirror. How does she even keep the car on the road?
A sales job offers many distractions. Those distractions can come [...]]]></description>
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		<title>Can product expertise hurt a deal?</title>
		<link>http://www.mycrmblog.com/2009/05/can-product-expertise-hurt-a-deal/</link>
		<comments>http://www.mycrmblog.com/2009/05/can-product-expertise-hurt-a-deal/#comments</comments>
		<pubDate>Wed, 20 May 2009 07:12:24 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Techniques]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=83</guid>
		<description><![CDATA[
Expertise in the product you are selling is a key success factor to wining deals.  However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal.  A common mistake made by the super knowledgeable sales person is to start rattling off all the virtues of their [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Do your homework</title>
		<link>http://www.mycrmblog.com/2009/05/do-your-homework/</link>
		<comments>http://www.mycrmblog.com/2009/05/do-your-homework/#comments</comments>
		<pubDate>Sun, 10 May 2009 17:51:08 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Sales Tactics]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=79</guid>
		<description><![CDATA[
Today, I received a call from a telemarketer who interrupted my day to try to sell me something.  I had a few minutes to spare between meetings and am intensely curious about sales tactics both good and bad.  So, I let it play.
Here is a paraphrase of the call.
RING&#8230;. Hello, this is Richard.
&#8220;May I speak [...]]]></description>
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		<item>
		<title>CRM Implementation Best Practices</title>
		<link>http://www.mycrmblog.com/2009/04/crm-implementation-best-practices/</link>
		<comments>http://www.mycrmblog.com/2009/04/crm-implementation-best-practices/#comments</comments>
		<pubDate>Thu, 30 Apr 2009 00:17:59 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Implementation]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=77</guid>
		<description><![CDATA[
The compelling event 
Something has happened in the business to warrant evaluating implementing a new CRM system. The system may be replacing a legacy system that is simply not functioning to expectations. Perhaps you are unhappy with the level of service or support you are getting from the current vendor. Regardless of the reason, you [...]]]></description>
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