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	<title>My CRM Blog &#187; Sales Process</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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			<item>
		<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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		<item>
		<title>Work on Qualified Deals!</title>
		<link>http://www.mycrmblog.com/2009/03/work-on-qualified-deals/</link>
		<comments>http://www.mycrmblog.com/2009/03/work-on-qualified-deals/#comments</comments>
		<pubDate>Sun, 29 Mar 2009 17:31:17 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Lead Management]]></category>
		<category><![CDATA[Qualification]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Strategy]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=74</guid>
		<description><![CDATA[
Much has been written on the conversion of leads to qualified opportunities and ultimate closure. Today we will discuss a generic approach to qualifying deals.
Step 1: Define a lead &#8211; what constitutes a lead is a raging debate and often times creates tension between marketing and sales. Ask any sales person if a purchased list [...]]]></description>
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		<item>
		<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 enough to pass the sniff [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Leads, Contacts, Accounts and Opportunities</title>
		<link>http://www.mycrmblog.com/2009/02/leads-contacts-accounts-and-opportunities/</link>
		<comments>http://www.mycrmblog.com/2009/02/leads-contacts-accounts-and-opportunities/#comments</comments>
		<pubDate>Sun, 15 Feb 2009 21:18:34 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Sales Process]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=59</guid>
		<description><![CDATA[
Conceptually, this discussion rages on independent of the CRM system in use. However, let&#8217;s examine a lead process and discuss conceptually what a lead actually is.
Lead Source 
Leads come from multiple sources are typically an individual. Example sources are:


Website Landing pages

Contact me forms
Registrations (white papers, online demos, etc)



List Purchases

Hoovers
Jigsaw
Spoke
KnowMarkets


Search Engine Marketing (pay-per-click)
Email Campaigns
Print Advertising
Trade Shows
Radio [...]]]></description>
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