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	<title>Developing Your B2B Sales Skills &#187; Sales Tip</title>
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	<description>Unique Skills for Business to Business Selling</description>
	<lastBuildDate>Wed, 09 May 2012 05:19:25 +0000</lastBuildDate>
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		<title>Nice Voice Mails Get Deleted Today</title>
		<link>http://developingb2bsales.com/nice-voice-mails-get-deleted-today/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=nice-voice-mails-get-deleted-today</link>
		<comments>http://developingb2bsales.com/nice-voice-mails-get-deleted-today/#comments</comments>
		<pubDate>Wed, 09 May 2012 05:19:25 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Getting Meetings with Buyers]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[avoid voice mail deletion]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[getting meetings with buyers]]></category>
		<category><![CDATA[steps for better voice mails]]></category>

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		<description><![CDATA[Really? Nice Voice Mails Get Deleted! Welcome to the new world of the busy executives and decision makers. Anything not related to what they need or gets their interest is in automatic delete mode. Most B2B Sales People call a targeted prospect and leave the following voice mail… Hi, my name is Joe Salesmachine with [...]]]></description>
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		<title>Stop Educating Your Buyer &#8211; Start Finding the Opportunity</title>
		<link>http://developingb2bsales.com/stop-educating-your-buyer-start-finding-the-opportunity/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=stop-educating-your-buyer-start-finding-the-opportunity</link>
		<comments>http://developingb2bsales.com/stop-educating-your-buyer-start-finding-the-opportunity/#comments</comments>
		<pubDate>Mon, 09 Apr 2012 04:31:46 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Questioning Skills]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[3 ways to stop the sales death spiral]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales person]]></category>
		<category><![CDATA[b2b selling]]></category>
		<category><![CDATA[product knowledge training]]></category>
		<category><![CDATA[questioning model of b2b sales]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1103</guid>
		<description><![CDATA[Earlier I wrote an article about how the buyer does not need the b2b sales person anymore. And, this statement or information is true. Yet, there are some systematic issues which are creating confusion within the sales organization. Okay, first, the amount of product knowledge training is still out of control. During the Great Recession, [...]]]></description>
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		<title>Buyers Do NOT Need B2B Sales People Anymore!</title>
		<link>http://developingb2bsales.com/buyers-do-not-need-b2b-sales-people-anymore/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=buyers-do-not-need-b2b-sales-people-anymore</link>
		<comments>http://developingb2bsales.com/buyers-do-not-need-b2b-sales-people-anymore/#comments</comments>
		<pubDate>Wed, 28 Mar 2012 06:43:33 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Changing Sales Results]]></category>
		<category><![CDATA[High Performance Selling]]></category>
		<category><![CDATA[Neuroscience & B2B Selling]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales person]]></category>
		<category><![CDATA[changing b2b sales results]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[how to counter the internet use of buyers]]></category>
		<category><![CDATA[indsutry tends and case studies]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1100</guid>
		<description><![CDATA[Before you think I have totally lost my mind, take a moment to read what I have to say about this topic &#8211; because I believe it has more Truth than I thought I would see in my lifetime. Sure I read the book from Neil Rackham &#8211; one of the most acclaimed sales researchers [...]]]></description>
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		<title>Are You Working Hard &#8211; Enough?</title>
		<link>http://developingb2bsales.com/are-you-working-hard-enough/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=are-you-working-hard-enough</link>
		<comments>http://developingb2bsales.com/are-you-working-hard-enough/#comments</comments>
		<pubDate>Mon, 19 Mar 2012 06:30:59 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Personal Productivity]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[improving your quality of life]]></category>
		<category><![CDATA[increasing your knowledge]]></category>
		<category><![CDATA[personal productivity gains]]></category>
		<category><![CDATA[positive knowing and positive thinking]]></category>
		<category><![CDATA[working hard for results]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1096</guid>
		<description><![CDATA[Over the weekend I had a couple of conversions with sales people who started their part of the conversion by stating… &#8220;Man, I&#8217;m busting my butt at work &#8211; been putting in long hours at the office.&#8221; They were using this statement as some sort of badge of honor for victim-hood. I know I sound [...]]]></description>
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		<title>Are You Optimistic or Pessimistic?</title>
		<link>http://developingb2bsales.com/are-you-optimistic-or-pessimistic/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=are-you-optimistic-or-pessimistic</link>
		<comments>http://developingb2bsales.com/are-you-optimistic-or-pessimistic/#comments</comments>
		<pubDate>Sun, 04 Mar 2012 21:27:08 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[High Performance Selling]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[author Voss W Graham]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[high performance factors in b2b sales]]></category>
		<category><![CDATA[negative people]]></category>
		<category><![CDATA[optimistic b2b sales people win]]></category>
		<category><![CDATA[positive people]]></category>
		<category><![CDATA[positive self-talk]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1089</guid>
		<description><![CDATA[Based upon your answer, you could be setting yourself up for future success or future downturns. I know the above statement sounds very absolute &#8211; like an either &#8211; or situation. True is it is fairly close to an absolute issue based upon both experience and some high performance research. Now, before I get too [...]]]></description>
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		<title>7 Ways to Turn Off Your Buyer</title>
		<link>http://developingb2bsales.com/7-ways-to-turn-off-your-buyer/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=7-ways-to-turn-off-your-buyer</link>
		<comments>http://developingb2bsales.com/7-ways-to-turn-off-your-buyer/#comments</comments>
		<pubDate>Mon, 27 Feb 2012 05:17:58 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[High Performance Selling]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[7 statements killing your connection]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[initial phone calls to prospects]]></category>
		<category><![CDATA[old school b2b sales person - beware]]></category>
		<category><![CDATA[opening phone calls]]></category>
		<category><![CDATA[what not to use in phone calls]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1086</guid>
		<description><![CDATA[Recently, I was reviewing what is working and not working on phone calls with customers or potential customers (my version of prospects &#8211; just sounds more positive to me.) And, there seemed to be seven statements that scream &#8220;I&#8217;m a Sale Person about to Try to Sell You Something!&#8221; Now, I&#8217;m a b2b sales person [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Do You Really Know How People Decide to Buy?</title>
		<link>http://developingb2bsales.com/do-you-really-know-how-people-decide-to-buy/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=do-you-really-know-how-people-decide-to-buy</link>
		<comments>http://developingb2bsales.com/do-you-really-know-how-people-decide-to-buy/#comments</comments>
		<pubDate>Sun, 29 Jan 2012 21:02:50 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Neuroscience & B2B Selling]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[author Voss W Graham]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[buying decisiions and the brain]]></category>
		<category><![CDATA[decision makers and b2b selling]]></category>
		<category><![CDATA[how people decide]]></category>
		<category><![CDATA[neuroscience in b2b sellling]]></category>
		<category><![CDATA[questioning model for b2b sales]]></category>
		<category><![CDATA[questioning model of b2b selling]]></category>
		<category><![CDATA[sales process timing]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1080</guid>
		<description><![CDATA[How about a provocative question to start the week? Yet, it is a great question to ask of sales people. Do You Really Know How People Decide to Buy? I know you will answer with many of the same answers I have used during the years of b2b selling. Here are many of the typical [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Four Reasons Why Long Term Account Relationships Fail</title>
		<link>http://developingb2bsales.com/four-reasons-why-long-term-account-relationships-fail/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-reasons-why-long-term-account-relationships-fail</link>
		<comments>http://developingb2bsales.com/four-reasons-why-long-term-account-relationships-fail/#comments</comments>
		<pubDate>Mon, 09 Jan 2012 08:08:10 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[account relationships]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[long term account relationships]]></category>
		<category><![CDATA[reasons for account failures]]></category>
		<category><![CDATA[why you lose accounts]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1063</guid>
		<description><![CDATA[I was looking at a list of old clients last week as I was reviewing some new strategies for the new year. During this research I began to think about some of my old clients and looking for the reasons the business stopped or slowed down. Then I began to think about some of my [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Changes for B2B Sales People to Consider</title>
		<link>http://developingb2bsales.com/changes-for-b2b-sales-people-to-consider/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=changes-for-b2b-sales-people-to-consider</link>
		<comments>http://developingb2bsales.com/changes-for-b2b-sales-people-to-consider/#comments</comments>
		<pubDate>Tue, 15 Nov 2011 06:29:50 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[changes in b2b sales success]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1016</guid>
		<description><![CDATA[Well, I&#8217;ve been &#8220;a-wall&#8221; for a few weeks doing the things I&#8217;m supposed to do &#8211; sell, market and find new things to share with you. So here goes… First, have you noticed a severe disconnect with most buyers and decision makers lately? It seems to have started around five or six years ago and [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Message from Your Author</title>
		<link>http://developingb2bsales.com/message-from-your-author/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=message-from-your-author</link>
		<comments>http://developingb2bsales.com/message-from-your-author/#comments</comments>
		<pubDate>Wed, 07 Sep 2011 04:45:29 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[Back up your data]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=998</guid>
		<description><![CDATA[Just wanted to update everyone about why the gap on posts. Seems some low life decided to take what they can&#8217;t earn on their own and burglarized my home last weekend and took my laptop with all my notes on it. I will be back up and running at full speed again either later this [...]]]></description>
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		<slash:comments>0</slash:comments>
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