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<title>Brian Lambert - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Brian_Lambert</link>
<pubDate>Wed, 15 Feb 2012 11:00:07 -0600</pubDate>
<image><title>Brian Lambert - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Brian_Lambert</link>
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<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[As a senior analyst for Forrester Reesarch, Brian serves Technology Sales Enablement Professionals. He covers the strategy, processes, and execution associated with helping sales team members achieve their desired business outcomes through more effective collaboration and behavior change. Brian researches key challenges associated with sales enablement, including helping sales team member's effectively model customer needs and map solution capabilities to those needs within each sales conversation. He also researches the impact of today's complex and changing business environment on portfolio, marketing, and sales team members as they design; implement; and reinforce training, talent management, leadership development, performance, and adoption strategies ... ]]></description>
<lastBuildDate>Fri, 05 Jun 2009 15:27:07 -0500</lastBuildDate>
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<item>
<title>Sales Training ROI - Keys to Measuring Business Impact</title>
<link>http://EzineArticles.com/2435142</link>
<guid>http://EzineArticles.com/2435142</guid>
<pubDate>Fri, 05 Jun 2009 15:27:07 -0500</pubDate>
<description><![CDATA[Quantifying and measuring the impact of sales training is a straightforward and simple process, right? All you have to do is measure factors like top-line revenue growth, sales-cycle variables, win-rate, individual quota performance, customer satisfaction, partner loyalty, and sales-force morale and retention. In fact, sales training professionals understand that it is not so simple.]]></description>
</item>
<item>
<title>Sales Team Effectiveness</title>
<link>http://EzineArticles.com/2434908</link>
<guid>http://EzineArticles.com/2434908</guid>
<pubDate>Fri, 05 Jun 2009 15:03:21 -0500</pubDate>
<description><![CDATA[History is said to repeat itself, and sales history is no different. Whether it's the dress code, the compensation plan, or the frequency of sales team meetings, chances are you have heard someone in the sales team say; "we've done that before." Let's take a look at the different ways organizations tried to become effective at selling over the past 100 or so years. Why? Because chance are, you're organization has all or some of these forces at play. All of them need to be used to help your sales team succeed.]]></description>
</item>
<item>
<title>How Selling Strategies Are Created</title>
<link>http://EzineArticles.com/2321863</link>
<guid>http://EzineArticles.com/2321863</guid>
<pubDate>Sat, 09 May 2009 06:35:49 -0500</pubDate>
<description><![CDATA[Understanding how sales strategies are created will help you determine where you will fit within the sales organization. Many times, salespeople have a mis-perception of what the job will entail because they do not fully understand the sales strategy employed by their organization. While there are several different types of sales positions, you should first start by understanding the sales strategy of an organization by conducting an in-depth analysis of the following.]]></description>
</item>
<item>
<title>The Definition of Sales - Professional Selling Defined</title>
<link>http://EzineArticles.com/1309312</link>
<guid>http://EzineArticles.com/1309312</guid>
<pubDate>Wed, 09 Jul 2008 16:01:29 -0500</pubDate>
<description><![CDATA[Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales departments often form a separate grouping in a corporate structure, employing individuals who specialize in sale specific roles. While the sales process refers to a systematic process of repetitive and measurable milestones, the definition of the sales "profession" doesn't exist (until now with this article).]]></description>
</item>
<item>
<title>Overcome Technology Challenges With Your Sales Team</title>
<link>http://EzineArticles.com/1307947</link>
<guid>http://EzineArticles.com/1307947</guid>
<pubDate>Wed, 09 Jul 2008 12:26:17 -0500</pubDate>
<description><![CDATA[There are many challenges to sales team competency. While many sales trainers and sales managers are focused on basic sales knowledge or sales skill, savvy sales development and performance professionals are focused on strategic aspects of selling. One of those key areas, sure to impact the competency of the sales team, is the rapidly evolving technology of products and services as well as the technology used by sales teams as they conduct their work. This article discusses the shifting technology trends facing impeding sales competency.]]></description>
</item>
<item>
<title>Creating Balance With Sales Competency</title>
<link>http://EzineArticles.com/1307968</link>
<guid>http://EzineArticles.com/1307968</guid>
<pubDate>Wed, 09 Jul 2008 12:01:05 -0500</pubDate>
<description><![CDATA[A salesperson needs to understand what he or she can control and improve upon in order to close their skills gap. This comes down to a thorough competency model created for each unique selling role. A competency model helps management and sales team members collect the right information and gain support for the most appropriate training.]]></description>
</item>
<item>
<title>3 Ways to Beat the Demographic Shift in Your Sales Team</title>
<link>http://EzineArticles.com/1307835</link>
<guid>http://EzineArticles.com/1307835</guid>
<pubDate>Wed, 09 Jul 2008 11:45:10 -0500</pubDate>
<description><![CDATA[There are many challenges to sales team competency. While many sales trainers and sales managers are focused on basic sales knowledge or sales skill, savvy sales development and performance professionals are focused on strategic aspects of selling. One of those key areas, sure to impact the competency of the sales team, is the changing demographic of sales teams. This article discusses the shifting trend.]]></description>
</item>
<item>
<title>Is Your Sales Organization Ready?</title>
<link>http://EzineArticles.com/1306588</link>
<guid>http://EzineArticles.com/1306588</guid>
<pubDate>Wed, 09 Jul 2008 10:35:25 -0500</pubDate>
<description><![CDATA[The age of the millennial salesperson... In today's complex business environment, a need continues to exist for sales professionals who can build relationships, truly understand the customer, and bring value to the client. It may be true that remnants of preceding sales Eras still exist in your organization. While most organizations would argue that they are working diligently to understand the customer and consult with them to develop win-win solutions, this continues to be extremely difficult.]]></description>
</item>
<item>
<title>What is Sales Competency Anyway?</title>
<link>http://EzineArticles.com/1306409</link>
<guid>http://EzineArticles.com/1306409</guid>
<pubDate>Wed, 09 Jul 2008 10:30:05 -0500</pubDate>
<description><![CDATA[The Components of Salesperson Competency - For anyone in any profession, they usually seek to become better. To do this, they must first start with an objective understanding of where they currently are and where they want to go. They must objectively analyze their performance against existing benchmarks from their organization or from their professional trade association.]]></description>
</item>
<item>
<title>Understand Your Sales Team Culture - Unlock Potential!</title>
<link>http://EzineArticles.com/1306605</link>
<guid>http://EzineArticles.com/1306605</guid>
<pubDate>Wed, 09 Jul 2008 10:10:08 -0500</pubDate>
<description><![CDATA[This article takes a look at the evolution of the sales profession, and the corresponding training emphases over the last 100 years. While it provides a U.S. focused timeline, this approach has been used to understand the development of sales cultures across the globe including South Africa, Europe, South America, Africa, and Asia. Ask yourself if your sales team is operating in a selling era of forty years ago or if they are well positioned to thrive in the new emerging era of sales competency necessary of today.]]></description>
</item>
<item>
<title>Buying Decision Makers - Sell to Who Matters</title>
<link>http://EzineArticles.com/446718</link>
<guid>http://EzineArticles.com/446718</guid>
<pubDate>Fri, 13 Apr 2007 19:23:07 -0500</pubDate>
<description><![CDATA[Not all buying professionals are the same in their role within the buying organization. There are various different roles that a buyer can play in helping an organization make a buying decision.]]></description>
</item>
<item>
<title>Sales Leadership Vs Sales Management</title>
<link>http://EzineArticles.com/430545</link>
<guid>http://EzineArticles.com/430545</guid>
<pubDate>Thu, 25 Jan 2007 08:29:53 -0600</pubDate>
<description><![CDATA[Many salespeople seek to grow into management positions. However, many of these same people don't act like a leader or a manager in their day-to-day activities. In the future, High Leadership will require a salesperson to understand who they are and what they stand for while consistently exceeding revenue quotas and customer satisfaction expectations.]]></description>
</item>
<item>
<title>What Buyers Want From Salespeople</title>
<link>http://EzineArticles.com/430541</link>
<guid>http://EzineArticles.com/430541</guid>
<pubDate>Thu, 25 Jan 2007 08:29:49 -0600</pubDate>
<description><![CDATA[As top-performing sales professionals, we are often in many different companies in any given day during any given week. Each person we interact with expects a certain level of integrity and also a high level of performance. Sometimes this is hard to juggle.]]></description>
</item>
<item>
<title>Is it Time to Spend Real Money on Sales Training?</title>
<link>http://EzineArticles.com/426880</link>
<guid>http://EzineArticles.com/426880</guid>
<pubDate>Tue, 23 Jan 2007 08:52:24 -0600</pubDate>
<description><![CDATA[Do you think that today's sales VPs invest as heavily as needed on nurturing and training their staff? What else should the "big bosses" do to inspire their partners and increase sales effectiveness?]]></description>
</item>
<item>
<title>Selling to Different Cultural Styles and Backgrounds</title>
<link>http://EzineArticles.com/426889</link>
<guid>http://EzineArticles.com/426889</guid>
<pubDate>Tue, 23 Jan 2007 08:50:30 -0600</pubDate>
<description><![CDATA[What should salespeople do in order to keep up with the changing business environment and satisfy the needs and desires of consumers?    Hofstede's model and other models that help sales teams "think globally and act locally" are more relevant today then they ever have been. Future salesperson success will come down to who can personalize the message for the individual buying organization and the people involved.]]></description>
</item>
<item>
<title>Advice For New Salespeople - From a Sales Pro</title>
<link>http://EzineArticles.com/426893</link>
<guid>http://EzineArticles.com/426893</guid>
<pubDate>Tue, 23 Jan 2007 08:33:31 -0600</pubDate>
<description><![CDATA[From a seasoned salespro, here are some words of advice. For any salesperson seeking to sell ethically, with impact, and while selling with pride.]]></description>
</item>
<item>
<title>Is Selling an Art Or a Science?</title>
<link>http://EzineArticles.com/426875</link>
<guid>http://EzineArticles.com/426875</guid>
<pubDate>Tue, 23 Jan 2007 08:26:20 -0600</pubDate>
<description><![CDATA[The debate continues... Can selling be taught? Or is it something you are "born with"?]]></description>
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<item>
<title>The Biggest Challenges in Professional Selling Today</title>
<link>http://EzineArticles.com/426886</link>
<guid>http://EzineArticles.com/426886</guid>
<pubDate>Tue, 23 Jan 2007 08:11:29 -0600</pubDate>
<description><![CDATA[What are the biggest challenges faced by salespeople today? In my opinion, the biggest challenge exists within our own profession. Many do not realize that 1) selling is not a recognized profession and 2) people have no idea what salespeople do 3) what the impact of professional selling is to a company or to the overall economy.]]></description>
</item>
<item>
<title>If an Organization is Only Looking at Quota Performance, They Are Missing the Boat With Salespeople</title>
<link>http://EzineArticles.com/426881</link>
<guid>http://EzineArticles.com/426881</guid>
<pubDate>Tue, 23 Jan 2007 08:09:26 -0600</pubDate>
<description><![CDATA[Apparently the ideal salesman is the one who exceeds his sales quota...but isn't there more to it than that? The characteristics of a successful salesperson will vary due to the market being served, the culture of the sales territory and the organization that the salesperson works for. It's like a recipe for a cake.]]></description>
</item>
<item>
<title>Do You Hate Salespeople?</title>
<link>http://EzineArticles.com/214977</link>
<guid>http://EzineArticles.com/214977</guid>
<pubDate>Wed, 07 Jun 2006 17:56:50 -0500</pubDate>
<description><![CDATA[Chances are when you think of the word 'salesperson' you hardly end up with a warm and fuzzy feeling. Come on! Admit it! You really don't like salespeople do you? Aren't they ALL just ___________ (fill in the blank). Unfortunately for the business community, sales professional is often seen as an oxymoron. Why is this?]]></description>
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<title>The 7-Roles of Highly Competent Salespeople:  Role #3 - The Persuasive Communicator</title>
<link>http://EzineArticles.com/105921</link>
<guid>http://EzineArticles.com/105921</guid>
<pubDate>Fri, 02 Dec 2005 09:52:00 -0600</pubDate>
<description><![CDATA[This is article 4 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople:  Role #6 - The Effective Manager</title>
<link>http://EzineArticles.com/105933</link>
<guid>http://EzineArticles.com/105933</guid>
<pubDate>Fri, 02 Dec 2005 09:32:02 -0600</pubDate>
<description><![CDATA[This is article 7 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.
]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople - Role #7 - The Value-Driven Guardian</title>
<link>http://EzineArticles.com/105935</link>
<guid>http://EzineArticles.com/105935</guid>
<pubDate>Fri, 02 Dec 2005 09:21:03 -0600</pubDate>
<description><![CDATA[This is article 8 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople:  Role #5 - The Concerted Facilitator</title>
<link>http://EzineArticles.com/105929</link>
<guid>http://EzineArticles.com/105929</guid>
<pubDate>Fri, 02 Dec 2005 09:01:59 -0600</pubDate>
<description><![CDATA[This is article 6 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople:  Role #4 - The Focused Catalyst</title>
<link>http://EzineArticles.com/105924</link>
<guid>http://EzineArticles.com/105924</guid>
<pubDate>Fri, 02 Dec 2005 09:01:22 -0600</pubDate>
<description><![CDATA[This is article 5 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.
]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople:  Role #2: The Client Focused Positioner</title>
<link>http://EzineArticles.com/105916</link>
<guid>http://EzineArticles.com/105916</guid>
<pubDate>Fri, 02 Dec 2005 08:47:58 -0600</pubDate>
<description><![CDATA[This is article 3 of an 8 part series that outlines the 7 Professional Selling Roles all highly competent salespeople.  Roles are extremely important for salespeople to understand. Understanding the roles (or "hats") that salespeople must wear leads to increased job satisfaction, decreased turnover, and increased sales results.]]></description>
</item>
<item>
<title>The 7-Roles of Highly Competent Salespeople:  Role #1 - The Strategic Planner</title>
<link>http://EzineArticles.com/105908</link>
<guid>http://EzineArticles.com/105908</guid>
<pubDate>Fri, 02 Dec 2005 08:24:56 -0600</pubDate>
<description><![CDATA[This article is article #2 of an 8 part series on defining the roles of highly competent business-to-business salespeople.]]></description>
</item>
<item>
<title>How to Unlock Sales Person Competency</title>
<link>http://EzineArticles.com/104121</link>
<guid>http://EzineArticles.com/104121</guid>
<pubDate>Tue, 29 Nov 2005 08:21:55 -0600</pubDate>
<description><![CDATA[What is professional sales competency? What really determines if salespeople are any good? What do "great" salespeople have?]]></description>
</item>
<item>
<title>The Truth About Professional Selling</title>
<link>http://EzineArticles.com/101852</link>
<guid>http://EzineArticles.com/101852</guid>
<pubDate>Thu, 24 Nov 2005 06:44:43 -0600</pubDate>
<description><![CDATA[In the film "The Matrix", the main character, Neo had a choice in one of the deeply compelling scenes in the movie. His choice had to do with the option of choosing the "red pill" or the "blue pill." You see, the red pill would reveal the truth (the WHAT) and the blue pill would make him forget everything that had happened and put him back into his comfortable reality. This article examines this within the context of PROFESSIONAL SELLING.]]></description>
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<title>Is it Time For a New Paradigm For Professional Selling?</title>
<link>http://EzineArticles.com/93280</link>
<guid>http://EzineArticles.com/93280</guid>
<pubDate>Mon, 07 Nov 2005 21:04:15 -0600</pubDate>
<description><![CDATA[How does the sales profession become a "profession?" The answer: A global "operative paradigm".  This article discusses why it's important to have an operational paradigm for ALL of sales as well as it's potential impact to the sales profession. This article is also about sales theory and how to achieve new breakthroughs in the profession.]]></description>
</item>
<item>
<title>An Overview of Hong Kong Today</title>
<link>http://EzineArticles.com/56183</link>
<guid>http://EzineArticles.com/56183</guid>
<pubDate>Tue, 02 Aug 2005 15:44:36 -0500</pubDate>
<description><![CDATA[Hong Kong is first and foremost a trading center. It has virtually no natural resource base and is therefore dependent on imports for raw materials, food and fuel. Domestic demand, although increasingly important, is limited by the size of the population.]]></description>
</item>
<item>
<title>A Brief History of the Sales Profession</title>
<link>http://EzineArticles.com/56181</link>
<guid>http://EzineArticles.com/56181</guid>
<pubDate>Tue, 02 Aug 2005 15:21:36 -0500</pubDate>
<description><![CDATA[If you are currently in the sales profession, you are aware of the many biases in the workplace. Here's a look at why they exist and what you can do about it. The key is to understand the definition of "Profession" as it pertains to selling.]]></description>
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<title>Open Source Selling? The Next Evolution? The Next Revolution</title>
<link>http://EzineArticles.com/47371</link>
<guid>http://EzineArticles.com/47371</guid>
<pubDate>Thu, 30 Jun 2005 08:10:11 -0500</pubDate>
<description><![CDATA[What if open-source standards applied to the profession of Selling? There is a myth that festers in the business community that selling is only about methodology and process. That's like saying that medicine is only about taking out an appendix. It's more complicated than that! What if the sales profession were able to provide an "open source code" for selling, so others could customize their own approach, increase their business growth, and exceed quotas?]]></description>
</item>
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<title>Determining Sales 'Fit' - The Key Growth Process For Your Business</title>
<link>http://EzineArticles.com/27839</link>
<guid>http://EzineArticles.com/27839</guid>
<pubDate>Fri, 15 Apr 2005 06:36:07 -0500</pubDate>
<description><![CDATA[Finding the right salesperson can be tricky. However, with people as the key differentiator and primary competitive advantage, you must have a sound sourcing, assessment, and selection process to ensure your business grows. Use the following dimensions to help you assess the right attributes for sales candidates interviewing with your organization.]]></description>
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<title>The Art and Science of Managing Expectations in Selling</title>
<link>http://EzineArticles.com/27836</link>
<guid>http://EzineArticles.com/27836</guid>
<pubDate>Fri, 15 Apr 2005 06:35:06 -0500</pubDate>
<description><![CDATA[One of the most challenging aspects of sales is managing expectations within the context of your company and your customer. Too often have salespeople earned the reputation for over promising and under delivering.]]></description>
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<item>
<title>Say What - Sales is a Profession?</title>
<link>http://EzineArticles.com/27833</link>
<guid>http://EzineArticles.com/27833</guid>
<pubDate>Fri, 15 Apr 2005 06:22:24 -0500</pubDate>
<description><![CDATA[A "Profession" is defined as an occupation, such as law, or engineering, which requires considerable training and specialized study. Many would argue that the sales profession does not meet the definition of a profession because the profession itself is not really defined - and they could be right- What exactly is the sales profession? Without a common dialog and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really...]]></description>
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<title>The Key to Sales Growth?  Understand the Buyer!</title>
<link>http://EzineArticles.com/27835</link>
<guid>http://EzineArticles.com/27835</guid>
<pubDate>Fri, 15 Apr 2005 06:15:06 -0500</pubDate>
<description><![CDATA[Businesses seeking to increase revenue growth should shift specific focus to the buying environment within each potential customer. Great sales professionals recognize there are a distinct set of phases that a buyer engages to buy with the end result of this "buying cycle" being the purchase of the product or service, or not.]]></description>
</item>
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<title>Sales Competence Isn't About Quota Performance!</title>
<link>http://EzineArticles.com/27832</link>
<guid>http://EzineArticles.com/27832</guid>
<pubDate>Thu, 14 Apr 2005 21:54:33 -0500</pubDate>
<description><![CDATA[If you stop any sales person on the street and ask them if they are good at what they do, chances are, they will all say "yes!"  But ask their manager, marketing department, customer service area, human resources department (or any other function of the firm), and chances are the answer is "no."  The difference in defining sales competence is a matter of perspective.]]></description>
</item>
<item>
<title>The Top 5 Issues Facing VP's of Sales</title>
<link>http://EzineArticles.com/27830</link>
<guid>http://EzineArticles.com/27830</guid>
<pubDate>Thu, 14 Apr 2005 21:52:32 -0500</pubDate>
<description><![CDATA[Every year millions of dollars are spent investigating and pursuing ways to grow sales. Any business owner knows that sales are the life blood of the company. If there are no sales there is no company, it is that simple!]]></description>
</item>
<item>
<title>What is it That Salespeople DO Anyway - Does Anyone Really Know?</title>
<link>http://EzineArticles.com/27824</link>
<guid>http://EzineArticles.com/27824</guid>
<pubDate>Thu, 14 Apr 2005 21:39:30 -0500</pubDate>
<description><![CDATA[What does a complete, well-rounded, super-star sales professional do anyway? Surely, if you cornered one of these high-performing sales professionals at a social event and asked them what they actually did as a sales professional, there would be more to it than "I help people."]]></description>
</item>
<item>
<title>Is the Sales Funnel Dead?</title>
<link>http://EzineArticles.com/27829</link>
<guid>http://EzineArticles.com/27829</guid>
<pubDate>Thu, 14 Apr 2005 21:34:32 -0500</pubDate>
<description><![CDATA[We've all heard it before.   It's a numbers game! You just have to keep at it! You should be making at least 50 calls a day and scheduling 10 appointments a week! Gotta keep filling that funnel-Ugh!  The problem with this type of sales strategy is that it assumes that if you make enough calls, talk to enough people and go to enough networking events that everything will magically fall into place and your numbers will go through the roof.  The sales funnel actually supports a mindset that is quickly becoming obsolete with the best sales professionals.]]></description>
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<item>
<title>The Key to Driving Sales is Understanding 'What' Not 'How'</title>
<link>http://EzineArticles.com/27828</link>
<guid>http://EzineArticles.com/27828</guid>
<pubDate>Thu, 14 Apr 2005 21:18:32 -0500</pubDate>
<description><![CDATA[You try everything. Be better. Do faster. More calls. More appointments. Feed the funnel. Fill the pipeline. Drive to close. Drive to open. Drive. Drive. Drive.  What can you do - to do more, with less? Is 'more' the right focus? Do you really have 'less'? More what? Less what?  The answer is not to continue to beat yourself up over the myriad of reasons why a sale was booked or not. The answer is to better understand how your selling style and your target's buying style can integrate.]]></description>
</item>
<item>
<title>Is 'Sales Profession' an Oxymoron?</title>
<link>http://EzineArticles.com/27827</link>
<guid>http://EzineArticles.com/27827</guid>
<pubDate>Thu, 14 Apr 2005 21:08:32 -0500</pubDate>
<description><![CDATA[When you hear somebody say, "that Joe is quite a sales guy," it is usually not intended as a compliment. Sales professionals have even been depicted as shady in children's cartoons. They are typically saying that Joe is a fast-talking, glad-handing, person who can make you want something that you have heretofore had no need for, and will find no need for once you own one of each of the items he's selling.]]></description>
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