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	<title>myCRMblog &#187; Sales Techniques</title>
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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>

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		<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>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>

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		<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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