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	<title>Sales and Management Tips and Techniques for Industrial Manufacturing &#187; Sales Coaching</title>
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	<description>Equipping Your Sales Force For Peak Profits</description>
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		<title>Never say &#8220;Thank you for your business&#8221;</title>
		<link>http://www.salesracehorses.com/blog/never-say-thank-you-for-your-business/35/</link>
		<comments>http://www.salesracehorses.com/blog/never-say-thank-you-for-your-business/35/#comments</comments>
		<pubDate>Mon, 07 Sep 2009 14:25:17 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Collaboration]]></category>
		<category><![CDATA[Communicating Value]]></category>
		<category><![CDATA[Customer Relationship Management]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Rapport and Trust]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[Sales Training]]></category>

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		<description><![CDATA[Every sales rep appreciates winning a big order from a key customer; but it&#8217;s rarely appropriate for him or her to say so to the customer.  Saying &#8216;Thank you for your business&#8217; is bush league, and can significantly weaken your position.
Top performing sales executives recognize that customers buy their solutions because to do so makes good business sense for the customer&#8217;s [...]]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Balancing Life and Work for Your Troops</title>
		<link>http://www.salesracehorses.com/blog/balancing-life-and-work-for-your-troops/33/</link>
		<comments>http://www.salesracehorses.com/blog/balancing-life-and-work-for-your-troops/33/#comments</comments>
		<pubDate>Tue, 17 Jun 2008 11:59:36 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Motivation]]></category>
		<category><![CDATA[Recruiting]]></category>
		<category><![CDATA[Sales Coaching]]></category>

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		<description><![CDATA[&#8220;Find a job you love and you&#8217;ll never work a day in your life.&#8221;
                                              &#8211; Confucious
This truism is a powerful leadership and motivational tool that is underleveraged by most sales leaders.
We&#8217;ve all heard the buzzwords, &#8220;Creating Work/Life Balance,&#8221; but we usually think of the concept in terms of our own situation, not others around us [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Don&#039;t Sell Like a Jerk &#8211; MP3 Podcast</title>
		<link>http://www.salesracehorses.com/blog/dont-sell-like-a-jerk-mp3-podcast/32/</link>
		<comments>http://www.salesracehorses.com/blog/dont-sell-like-a-jerk-mp3-podcast/32/#comments</comments>
		<pubDate>Thu, 05 Jun 2008 17:27:14 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Rapport and Trust]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Prospecting]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Build Rapport]]></category>
		<category><![CDATA[Build Trust]]></category>
		<category><![CDATA[Cold Calling]]></category>

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		<description><![CDATA[Listen to this training call with Scott and Noelle Kim with her team of Advisors at World Financial Group (Aegon) to discover the secrets of selling like a pro.  Developing long-term successful client relationships is much the same whether selling individual services to consumers or selling multi-million dollar capital equipment to industrial process facilities.
Right Click here and Save Target to download the [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Peer-To-Peer Sales Coaching &#124; Rewards and Processes</title>
		<link>http://www.salesracehorses.com/blog/peer-to-peer-sales-coaching-rewards-and-processes/30/</link>
		<comments>http://www.salesracehorses.com/blog/peer-to-peer-sales-coaching-rewards-and-processes/30/#comments</comments>
		<pubDate>Sat, 29 Mar 2008 12:07:41 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Collaboration]]></category>
		<category><![CDATA[Incentives and Rewards]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[b2b]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[p2p coaching]]></category>

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		<description><![CDATA[Last week I introduced the very important concept of Peer-to-Peer (P2P) Sales Coaching in my post entitled Best Practices in B2B Sales Leadership &#124; Peer To Peer Sales Coaching. I promised some examples.  First, though, let me reiterate the power of &#8220;P2P Coaching&#8221;. I use this term specifically, as it differs distinctly from traditional &#8221;mentoring&#8221;.
While mentoring is traditionally [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Sales Closing Strategies Are Not Dead</title>
		<link>http://www.salesracehorses.com/blog/sales-closing-strategies-are-not-dead/28/</link>
		<comments>http://www.salesracehorses.com/blog/sales-closing-strategies-are-not-dead/28/#comments</comments>
		<pubDate>Thu, 17 Jan 2008 19:54:34 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Closing Strategies]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[Sales Strategy]]></category>
		<category><![CDATA[closing strategies]]></category>
		<category><![CDATA[closing strategy]]></category>
		<category><![CDATA[closing techniques]]></category>
		<category><![CDATA[sales techniques]]></category>

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		<description><![CDATA[There&#8217;s a lot of talk about &#8220;closing&#8221; in sales, and yesterday I read an article that compelled me to write this post. The article, simply entitled Closing Techniques, really put the &#8220;slam&#8221; on the concept of &#8220;closing&#8221;.
The article I read stated that &#8220;closing techniques are an outmoded form of psychological manipulation&#8230;&#8221;
There are numerous closing strategies taught [...]]]></description>
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		<slash:comments>2</slash:comments>
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		<title>6 Strategies to Competitor Proof Your Offering</title>
		<link>http://www.salesracehorses.com/blog/6-strategies-to-competitor-proof-your-offering/21/</link>
		<comments>http://www.salesracehorses.com/blog/6-strategies-to-competitor-proof-your-offering/21/#comments</comments>
		<pubDate>Wed, 16 Jan 2008 19:19:21 +0000</pubDate>
		<dc:creator>Scott</dc:creator>
				<category><![CDATA[Closing Strategies]]></category>
		<category><![CDATA[Competitive Strategy]]></category>
		<category><![CDATA[Customer Relationship Management]]></category>
		<category><![CDATA[Rapport and Trust]]></category>
		<category><![CDATA[Sales Activity Management]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[Sales Pipeline/Funnel Management]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Strategy]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[competitor strategy]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[sales techniques]]></category>
		<category><![CDATA[sales tips]]></category>

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		<description><![CDATA[Several people have asked me recently, &#8220;How do I prevent a competitor from undercutting me, or otherwise influencing my customer to go with the competition?&#8221;
The scenario typically goes something like this:
&#8220;I just had a great visit with a prospect, and he really seems excited about the project we discussed.  I think he&#8217;s going to go [...]]]></description>
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		<slash:comments>1</slash:comments>
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