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	<title>sales training blog - startup sales mentor &#187; Vikram on B2B</title>
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		<title>Why I love Teambox</title>
		<link>http://salesblog.karlgoldfield.com/2011/03/why-i-love-teambox.html</link>
		<comments>http://salesblog.karlgoldfield.com/2011/03/why-i-love-teambox.html#comments</comments>
		<pubDate>Sat, 19 Mar 2011 21:04:35 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Ask the Coach]]></category>
		<category><![CDATA[BEW]]></category>
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		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Union]]></category>
		<category><![CDATA[Vikram on B2B]]></category>
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		<guid isPermaLink="false">http://salesblog.karlgoldfield.com/?p=674</guid>
		<description><![CDATA[Just a quick not to anyone still reading this blog. I am in love with Teambox. It is the best software for online collaboration ever. Why?
1. The activity stream makes is super easy to stay on top of teams and projects.
2. The task management is easier than anything I have ever used.
3. @Notifications make it [...]]]></description>
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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>

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		<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>
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		<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>
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		<title>Challenges in business to business (B2B) Sales ByDr Vikram Venkateswaran</title>
		<link>http://salesblog.karlgoldfield.com/2008/01/challenges-in-business-to-business-b2b.html</link>
		<comments>http://salesblog.karlgoldfield.com/2008/01/challenges-in-business-to-business-b2b.html#comments</comments>
		<pubDate>Mon, 07 Jan 2008 20:28:00 +0000</pubDate>
		<dc:creator>Karl Goldfield</dc:creator>
				<category><![CDATA[Vikram on B2B]]></category>

		<guid isPermaLink="false">http://csctest.karlgoldfield.com/?p=45</guid>
		<description><![CDATA[Hello everyone! We have a new guest blogger this month and he is Dr. Vikram Venkateswaran, Senior Business Consultant at Covansys-A CSC Company.
B2B sales challenges he will discuss the unique challenges taken from his experiences in the Healthcare Insurance market. In the first article in this series he will focus on common challenges. In the [...]]]></description>
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		<slash:comments>1</slash:comments>
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