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	<title>My CRM Blog &#187; Sales Tactics</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>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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		<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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		<title>Sales Professionals in an Economic Downturn</title>
		<link>http://www.mycrmblog.com/2009/02/55/</link>
		<comments>http://www.mycrmblog.com/2009/02/55/#comments</comments>
		<pubDate>Sun, 15 Feb 2009 15:18:58 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Sales Strategy]]></category>
		<category><![CDATA[Sales Tactics]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=55</guid>
		<description><![CDATA[Gas prices are soaring into the stratosphere. Inflation pressures are increasingly moving from a background subtext to full-blown foreground concerns. If paying attention, a sales person is one of the first professions to personally feel the indicators of an economic downturn. The sales person might initially think they are simply experiencing a run of bad [...]]]></description>
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		<title>Is the Customer Relationship Important?</title>
		<link>http://www.mycrmblog.com/2009/02/is-the-customer-relationship-important/</link>
		<comments>http://www.mycrmblog.com/2009/02/is-the-customer-relationship-important/#comments</comments>
		<pubDate>Sat, 14 Feb 2009 23:38:35 +0000</pubDate>
		<dc:creator>Richard Baldwin</dc:creator>
				<category><![CDATA[Best Practices]]></category>
		<category><![CDATA[Sales Strategy]]></category>
		<category><![CDATA[Sales Tactics]]></category>

		<guid isPermaLink="false">http://www.atomum.biz/mycrm/?p=53</guid>
		<description><![CDATA[Customers all know that the relationship we as sales people have with them is important.  Successful sales people will tell you that deep meaningful relationships with their customers is a key contributor to sales success.  Recently, I played a round of gold with a Vice President of Operations at a large manufacturing company.  I asked [...]]]></description>
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