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	<title>sales training blog - startup sales mentor &#187; Guest Blogger</title>
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		<title>Guest Blogger Sharon Drew Morgen &#8211; HELPING BUYERS DECIDE</title>
		<link>http://salesblog.karlgoldfield.com/2009/04/guest-blogger-sharon-drew-morgen-helping-buyers-decide.html</link>
		<comments>http://salesblog.karlgoldfield.com/2009/04/guest-blogger-sharon-drew-morgen-helping-buyers-decide.html#comments</comments>
		<pubDate>Sat, 11 Apr 2009 02:13:41 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Guest Blogger]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[sales coaching]]></category>
		<category><![CDATA[sales training]]></category>

		<guid isPermaLink="false">http://salesblog.karlgoldfield.com/?p=413</guid>
		<description><![CDATA[  
We have a new guest blogger in the ranks and while our worlds are different, her words ring true throughout the sales world.


One of the aims in sales, lately, is to help buyers buy. Unfortunately, we in sales continue to focus on selling a solution. And when we say we want to &#8216;help [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Weighted Issues in B2B Sales</title>
		<link>http://salesblog.karlgoldfield.com/2008/07/weighted-issues-in-b2b-sales.html</link>
		<comments>http://salesblog.karlgoldfield.com/2008/07/weighted-issues-in-b2b-sales.html#comments</comments>
		<pubDate>Tue, 29 Jul 2008 04:14:43 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Guest Blogger]]></category>
		<category><![CDATA[Vikram on B2B]]></category>
		<category><![CDATA[]]></category>
		<category><![CDATA[B2B]]></category>
		<category><![CDATA[Sales Plans]]></category>
		<category><![CDATA[Vikram]]></category>

		<guid isPermaLink="false">http://salesblog.karlgoldfield.com/2008/07/weighted-issues-in-b2b-sales.html</guid>
		<description><![CDATA[



  
Most sales people approach the sale from their perspective. But as I have mentioned earlier the sale will only be made if they approach the issue from the buyer&#8217;s perspective.
The DMU (decision making unit) usually would work by assigning weights to three parameters associated with the product or the service being purchased. The [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Guest blogger: Vikram delivers another great acronym&#8230;the DMU</title>
		<link>http://salesblog.karlgoldfield.com/2008/06/guest-blogger-vikram-delivers-another-great-acronymthe-dmu.html</link>
		<comments>http://salesblog.karlgoldfield.com/2008/06/guest-blogger-vikram-delivers-another-great-acronymthe-dmu.html#comments</comments>
		<pubDate>Tue, 10 Jun 2008 03:33:23 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Guest Blogger]]></category>
		<category><![CDATA[Vikram on B2B]]></category>
		<category><![CDATA[]]></category>
		<category><![CDATA[blog]]></category>
		<category><![CDATA[closing]]></category>
		<category><![CDATA[coach]]></category>
		<category><![CDATA[learning]]></category>
		<category><![CDATA[management]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[mentor]]></category>
		<category><![CDATA[Pipeline]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[selling]]></category>

		<guid isPermaLink="false">http://salesblog.karlgoldfield.com/2008/06/guest-blogger-vikram-delivers-another-great-acronymthe-dmu.html</guid>
		<description><![CDATA[ Criticality of the Purchase: Done deal or No deal
In B2B scenario, the criticality of the product being purchased in the value chain of the buying organisation is a very important factor. This is such an important factor that it makes the difference between a done deal and no deal.
Criticality can be due to the [...]]]></description>
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		<slash:comments>4</slash:comments>
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		<title>Guest blog: Everyone Sells! &#8211; Another post from Dr Vikram Venkateswaran</title>
		<link>http://salesblog.karlgoldfield.com/2008/05/guest-blog-everyone-sells-another-post-from-dr-vikram-venkateswaran.html</link>
		<comments>http://salesblog.karlgoldfield.com/2008/05/guest-blog-everyone-sells-another-post-from-dr-vikram-venkateswaran.html#comments</comments>
		<pubDate>Tue, 06 May 2008 23:26:22 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Guest Blogger]]></category>
		<category><![CDATA[Vikram on B2B]]></category>
		<category><![CDATA[]]></category>

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		<description><![CDATA[Who has to sell? Everyone! 
&#160;
The common perception in a sales process is that it is the responsibility of the sales man to sell. But that is a totally wrong way of looking at the concept of selling, because in a B2B scenario everyone sells. 
Amazed? 
 
But that’s the truth. Recently we won a deal from [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
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		<title>Guest blog: Nurturing Success – Professional And Personal In Your Sales Force &#8211; David Steel</title>
		<link>http://salesblog.karlgoldfield.com/2008/04/guest-blog-nurturing-success-%e2%80%93-professional-and-personal-in-your-sales-force-david-steel.html</link>
		<comments>http://salesblog.karlgoldfield.com/2008/04/guest-blog-nurturing-success-%e2%80%93-professional-and-personal-in-your-sales-force-david-steel.html#comments</comments>
		<pubDate>Thu, 01 May 2008 03:20:29 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[David Steel]]></category>
		<category><![CDATA[Guest Blogger]]></category>
		<category><![CDATA[]]></category>

		<guid isPermaLink="false">http://salesblog.karlgoldfield.com/2008/04/guest-blog-nurturing-success-%e2%80%93-professional-and-personal-in-your-sales-force-david-steel.html</guid>
		<description><![CDATA[Your sales team&#8217;s success depends largely on your motivational techniques and how you keep them going.  You need to nurture and reinforce the positives in their lives, both professionally and personally. All successes – personal and professional – are intertwined. Someone who&#8217;s having personal problems won&#8217;t be motivated to push for sales, or worse yet, [...]]]></description>
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		<slash:comments>0</slash:comments>
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