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	<title>CBT Blogs &#187; salesperson</title>
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	<lastBuildDate>Wed, 07 Dec 2011 19:55:58 +0000</lastBuildDate>
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		<title>A Salesperson&#8217;s One-Page Business Plan</title>
		<link>http://blog.columbiabusinesstimes.com/301120/2011/12/07/a-salespersons-one-page-business-plan/</link>
		<comments>http://blog.columbiabusinesstimes.com/301120/2011/12/07/a-salespersons-one-page-business-plan/#comments</comments>
		<pubDate>Wed, 07 Dec 2011 19:55:58 +0000</pubDate>
		<dc:creator>Cathy Atkins</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[business plan]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[prospecting]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=301120</guid>
		<description><![CDATA[Do your salespeople see themselves as mini-entrepreneurs?  They should.  Being a salesperson is like running a “business within a business.”  You can guide them to that mindset by having them write their own personal one-page business plan.   It will help them understand how their efforts contribute directly to the bottom line, see more clearly how [...]]]></description>
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		<title>A Double Dog Dare</title>
		<link>http://blog.columbiabusinesstimes.com/300787/2010/09/28/a-double-dog-dare/</link>
		<comments>http://blog.columbiabusinesstimes.com/300787/2010/09/28/a-double-dog-dare/#comments</comments>
		<pubDate>Tue, 28 Sep 2010 12:30:37 +0000</pubDate>
		<dc:creator>Cathy Atkins</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[courage]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300787</guid>
		<description><![CDATA[We just completed our first official foray into school fundraising.  After the school assembly a few weeks ago, my 12-year old came home excited.  She waltzes in the door with catalogs, an order form, and a plan. Of course, I helped her prepare. (Hey, what can I say…I’m a sales trainer.)  We planned her route [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Don&#8217;t Present Until You&#8217;ve Earned the Right</title>
		<link>http://blog.columbiabusinesstimes.com/300745/2010/07/29/dont-present-until-youve-earned-the-right/</link>
		<comments>http://blog.columbiabusinesstimes.com/300745/2010/07/29/dont-present-until-youve-earned-the-right/#comments</comments>
		<pubDate>Thu, 29 Jul 2010 19:34:54 +0000</pubDate>
		<dc:creator>Cathy Atkins</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[courage]]></category>
		<category><![CDATA[prospecting]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300745</guid>
		<description><![CDATA[Sometimes salespeople just piss me off. Have you ever felt that way? I accepted a phone call from a telemarketer on Monday.  She went into her information dump on the phone.  I listened politely, waiting for her to come up for air.  I then explained that I was not interested in her product at this [...]]]></description>
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		<title>Thank You, Dear Prospect!</title>
		<link>http://blog.columbiabusinesstimes.com/300727/2010/06/15/thank-you-dear-prospect/</link>
		<comments>http://blog.columbiabusinesstimes.com/300727/2010/06/15/thank-you-dear-prospect/#comments</comments>
		<pubDate>Tue, 15 Jun 2010 18:58:53 +0000</pubDate>
		<dc:creator>Cathy Atkins</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[courage]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300727</guid>
		<description><![CDATA[I ran across this in some old Sandler &#8220;No Guts, No Gain&#8221; material and thought I’d share it with you.  Please read through and enjoy!  Feel free to add your own. Thank You, Dear Prospect …for every turndown which made me stronger, even though at the time I thought it was the end of my [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Gunslingers and Grapefruit</title>
		<link>http://blog.columbiabusinesstimes.com/300234/2009/08/04/gunslingers-and-grapefruit/</link>
		<comments>http://blog.columbiabusinesstimes.com/300234/2009/08/04/gunslingers-and-grapefruit/#comments</comments>
		<pubDate>Tue, 04 Aug 2009 20:39:39 +0000</pubDate>
		<dc:creator>Cathy Atkins</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300234</guid>
		<description><![CDATA[“There are no bad prospects, only bad salespeople.”  Or so David Sandler used to say. I beg to differ.  I have, on occasion, run across a prospect with the personality of a grapefruit.  In those cases, you have a few choices:  you can either continue on, hoping to change things as you develop some sort [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Dance With The Ones Who Brought You</title>
		<link>http://blog.columbiabusinesstimes.com/300166/2009/07/22/dance-with-the-ones-who-brought-you/</link>
		<comments>http://blog.columbiabusinesstimes.com/300166/2009/07/22/dance-with-the-ones-who-brought-you/#comments</comments>
		<pubDate>Wed, 22 Jul 2009 14:36:16 +0000</pubDate>
		<dc:creator>Joe Schmitter</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[recognition]]></category>
		<category><![CDATA[salesperson]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300166</guid>
		<description><![CDATA[Sports Night was a short-lived sitcom aired on ABC from 1998-2000.  As a major fan of sports, it quickly became one of my shows.  To my great joy, I received the entire series on DVD as a gift a few years ago.  I think I have watched the entire series about 6 times in the [...]]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>A Born Salesperson</title>
		<link>http://blog.columbiabusinesstimes.com/300059/2009/07/09/a-born-salesperson/</link>
		<comments>http://blog.columbiabusinesstimes.com/300059/2009/07/09/a-born-salesperson/#comments</comments>
		<pubDate>Thu, 09 Jul 2009 15:58:17 +0000</pubDate>
		<dc:creator>Joe Schmitter</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[closing skills]]></category>
		<category><![CDATA[follow through]]></category>
		<category><![CDATA[persistance]]></category>
		<category><![CDATA[salesperson]]></category>
		<category><![CDATA[selective hearing]]></category>

		<guid isPermaLink="false">http://blog.columbiabusinesstimes.com/?p=300059</guid>
		<description><![CDATA[My 3 year old daughter, Gretchen, loves having Jelly Belly jelly beans for dessert. Here is a recent exchange between us following dinner. Gretchen: Daddy, can I have jelly beans? Me: Sure. Gretchen: Can I have 10? Me: (Chuckling) No, you know our deal. You get 5 jelly beans for dessert. Gretchen: (Coy little smile) [...]]]></description>
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