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	<title>myCRMblog &#187; Preparation</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>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 <a href='http://www.mycrmblog.com/2009/07/software-requirements-specification-srs/'>[...]</a>]]></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 <a href='http://www.mycrmblog.com/2009/06/a-strategy-for-industry-expertise/'>[...]</a>]]></description>
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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 <a href='http://www.mycrmblog.com/2009/06/distractions/'>[...]</a>]]></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 <a href='http://www.mycrmblog.com/2009/05/can-product-expertise-hurt-a-deal/'>[...]</a>]]></description>
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		<title>Always be prepared</title>
		<link>http://www.mycrmblog.com/2009/02/always-be-prepared/</link>
		<comments>http://www.mycrmblog.com/2009/02/always-be-prepared/#comments</comments>
		<pubDate>Mon, 23 Feb 2009 20:32:48 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Tactics]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=61</guid>
		<description><![CDATA[&#8220;By failing to prepare you are preparing to fail.&#8221; Ben Franklin Far too many sales people do not take the time to actually prepare for sales calls. Common excuses for lack of preparation are: I am too busy. I know this industry. It is just an initial discovery call. None of these excuses are good <a href='http://www.mycrmblog.com/2009/02/always-be-prepared/'>[...]</a>]]></description>
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