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	<title>Developing Your B2B Sales Skills &#187; Sales Tip</title>
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	<link>http://developingb2bsales.com</link>
	<description>Unique Skills for Business to Business Selling</description>
	<lastBuildDate>Sun, 29 Jan 2012 21:02:50 +0000</lastBuildDate>
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		<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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		<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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		<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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		<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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		<title>The Controversial Dead File Tactic</title>
		<link>http://developingb2bsales.com/the-controversial-dead-file-tactic/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=the-controversial-dead-file-tactic</link>
		<comments>http://developingb2bsales.com/the-controversial-dead-file-tactic/#comments</comments>
		<pubDate>Wed, 31 Aug 2011 07:04:46 +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[dead accounts]]></category>
		<category><![CDATA[dead file tactic]]></category>
		<category><![CDATA[elimination of non-buyers]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[when no purchases in last 12 months]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=996</guid>
		<description><![CDATA[Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative. Let&#8217;s set the stage as to why this tactic would be put into play. First, your customer has not purchased anything over a 12 to 24 month period. And, they tend not [...]]]></description>
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		<title>Sixteen Words that Motivate Buyers</title>
		<link>http://developingb2bsales.com/sixteen-words-that-motivate-buyers/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=sixteen-words-that-motivate-buyers</link>
		<comments>http://developingb2bsales.com/sixteen-words-that-motivate-buyers/#comments</comments>
		<pubDate>Tue, 30 Aug 2011 06:10:36 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Building Rapport]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[spam filters]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[word usage in motivation]]></category>
		<category><![CDATA[word usage in sales]]></category>
		<category><![CDATA[words that work]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=994</guid>
		<description><![CDATA[You already know I&#8217;m big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word usage at the highest level to become one of the b2b sales superstars. Now there are the sophisticated version of word usage which helps you [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Mindset Shifts for Understanding Your Customer.</title>
		<link>http://developingb2bsales.com/mindset-shifts-for-understanding-your-customer/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=mindset-shifts-for-understanding-your-customer</link>
		<comments>http://developingb2bsales.com/mindset-shifts-for-understanding-your-customer/#comments</comments>
		<pubDate>Thu, 18 Aug 2011 06:55:55 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales peoples point of view]]></category>
		<category><![CDATA[B2B Sales Superstars]]></category>
		<category><![CDATA[customer's point of view]]></category>
		<category><![CDATA[detached point of view]]></category>
		<category><![CDATA[mindsets]]></category>
		<category><![CDATA[points of view]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=976</guid>
		<description><![CDATA[An interesting point of view is &#8211; what is your point of view or reference when listening to your customers? Are you only listening for things that fit your agenda to make a sales? If so, you need to review some basic references for active listening. These listening tips also relate to when you are [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Three Things Your Don&#8217;t Do in the First or Second Meeting</title>
		<link>http://developingb2bsales.com/three-things-your-dont-do-in-the-first-or-second-meeting/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=three-things-your-dont-do-in-the-first-or-second-meeting</link>
		<comments>http://developingb2bsales.com/three-things-your-dont-do-in-the-first-or-second-meeting/#comments</comments>
		<pubDate>Wed, 17 Aug 2011 06:45:37 +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[Developing B2B Sales]]></category>
		<category><![CDATA[slowing down to go fast in b2b sales]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[winning accounts]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=973</guid>
		<description><![CDATA[I keep watching b2b sales people continue to shot themselves in the foot and admire their marksmanship rather than not shooting themselves in the first place. There are several things you should not be doing &#8211; that is if you want to win an account and grow your revenues. Several of these don&#8217;t are rooted [...]]]></description>
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		<item>
		<title>Five Problems We Share with Our Customers</title>
		<link>http://developingb2bsales.com/five-problems-we-share-with-our-customers/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=five-problems-we-share-with-our-customers</link>
		<comments>http://developingb2bsales.com/five-problems-we-share-with-our-customers/#comments</comments>
		<pubDate>Tue, 16 Aug 2011 06:42:31 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[common problems]]></category>
		<category><![CDATA[copy cat competitors]]></category>
		<category><![CDATA[double edged sword problems]]></category>
		<category><![CDATA[globalization]]></category>
		<category><![CDATA[good old days of selling]]></category>
		<category><![CDATA[issue of new technology in b2b sales]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=970</guid>
		<description><![CDATA[Just thinking about issues and problems our customers are experiencing and then realized most of the b2b sales people have the same issues or problems confronting them on a daily basis. This factor is somewhat unique in we can learn from our customers and our customers can learn from us &#8211; if we choose to [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Four Signs You Need Training or Coaching</title>
		<link>http://developingb2bsales.com/four-signs-you-need-training-or-coaching/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-signs-you-need-training-or-coaching</link>
		<comments>http://developingb2bsales.com/four-signs-you-need-training-or-coaching/#comments</comments>
		<pubDate>Thu, 28 Jul 2011 06:43:18 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[best practices for b2b sales people]]></category>
		<category><![CDATA[continuous improvement plan]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[sales development]]></category>
		<category><![CDATA[signs of losing your sales edge]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=958</guid>
		<description><![CDATA[Every once in a while I notice some b2b sales people who believe they have arrived and no longer need to go to any form of training, sales development or even be coached. This is a common issue and one you need to watch out for assuming you want to truly be the one of [...]]]></description>
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		<slash:comments>2</slash:comments>
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