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	<title>Training Blog &#187; training</title>
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	<link>http://blog.trainingspotting.com</link>
	<description>This blog exists so trainers, coaches and other learning and development professionals can share their thoughts, experiences and knowledge with others. It’s also a platform to show a little bit about who each of us are, what we add to the community, what value we bring to the table.</description>
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		<title>Are There Customers You DON’T Want?  You Bet.</title>
		<link>http://blog.trainingspotting.com/are-there-customers-you-don%e2%80%99t-want-you-bet/</link>
		<comments>http://blog.trainingspotting.com/are-there-customers-you-don%e2%80%99t-want-you-bet/#comments</comments>
		<pubDate>Fri, 10 Sep 2010 01:29:55 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[I hate break the news to you, but there are a lot of customers with whom you don’t want to do business. Even more concerning is that there are customers you don&#8217;t want, but with whom you are indeed currently doing business.
]]></description>
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		</item>
		<item>
		<title>Sales Training Tip #357: Deadlines and Purchasing Departments</title>
		<link>http://blog.trainingspotting.com/sales-training-tip-357-deadlines-and-purchasing-departments/</link>
		<comments>http://blog.trainingspotting.com/sales-training-tip-357-deadlines-and-purchasing-departments/#comments</comments>
		<pubDate>Fri, 10 Sep 2010 01:29:55 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[However, there is another set of deadlines to which  most salespeople are either oblivious or chose to ignore as being of little consequence.   When salespeople choose to ignore these deadlines, they are doing so at their own risk.  Not only does their sales volume suffer, their sales motivation takes a hit [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Motivation: Don&#8217;t Make Goals! Achieve Them!</title>
		<link>http://blog.trainingspotting.com/sales-motivation-dont-make-goals-achieve-them/</link>
		<comments>http://blog.trainingspotting.com/sales-motivation-dont-make-goals-achieve-them/#comments</comments>
		<pubDate>Tue, 31 Aug 2010 10:02:47 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/sales-motivation-dont-make-goals-achieve-them/</guid>
		<description><![CDATA[Too many times in our quest for success, we believe that if we just find a way to complete the quest, we will suddenly find success.  As we think through the idea, we then immediately think about how that would be a perfect goal. Before we know it, we have a new goal we’re [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Training Tip #354: Your Attitude with Purchasing Departments?</title>
		<link>http://blog.trainingspotting.com/sales-training-tip-354-your-attitude-with-purchasing-departments/</link>
		<comments>http://blog.trainingspotting.com/sales-training-tip-354-your-attitude-with-purchasing-departments/#comments</comments>
		<pubDate>Tue, 31 Aug 2010 10:02:47 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[It&#8217;s easy to view purchasing departments as evil, but would a different approach serve you better? So many salespeople have told me stories about much they can’t stand working with purchasing departments that I have lost count. I’ve heard every reason, but let’s cut to the chase.  When a salesperson does nothing more than bash a [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Motivation: Traits of the Top Performer</title>
		<link>http://blog.trainingspotting.com/sales-motivation-traits-of-the-top-performer/</link>
		<comments>http://blog.trainingspotting.com/sales-motivation-traits-of-the-top-performer/#comments</comments>
		<pubDate>Tue, 31 Aug 2010 10:02:47 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[Recently I had the opportunity to sit in on a discussion of nationally-recognized small business owners.  What made this group different is they were in the top 1% for their industry. Each of these CEOs/owners had over the years moved from average sized companies to ones that today are seen by their peers as [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Crowdsourcing in the College Classroom and Implications For HR</title>
		<link>http://blog.trainingspotting.com/crowdsourcing-in-the-college-classroom-and-implications-for-hr/</link>
		<comments>http://blog.trainingspotting.com/crowdsourcing-in-the-college-classroom-and-implications-for-hr/#comments</comments>
		<pubDate>Fri, 23 Jul 2010 17:52:26 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Uncategorized]]></category>

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		<description><![CDATA[
I recently read this excellent article on crowdsourcing which explores ways in which the tool is expanding in different fields. Here are five of the best examples they came up with:

GrouperEye: This &#8220;survival of the fittest&#8221; project was started by and for college students looking for contract gigs. Businesses post a case on GrouperEye’s website [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Training Tip #348: Make Progress by Slowing Down</title>
		<link>http://blog.trainingspotting.com/sales-training-tip-348-make-progress-by-slowing-down/</link>
		<comments>http://blog.trainingspotting.com/sales-training-tip-348-make-progress-by-slowing-down/#comments</comments>
		<pubDate>Wed, 07 Jul 2010 18:42:10 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/sales-training-tip-348-make-progress-by-slowing-down/</guid>
		<description><![CDATA[

			
				
			
		
Want to accelerate your sales and your sales motivation? A good place to start is to slow down.  What do I mean?  Well, our &#8220;information society&#8221; has too often resulted in &#8220;information overload.&#8221;  If the noise is getting a bit loud and distracting, consider regaining your focus.
One way to do this is to NOT add [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/sales-training-tip-348-make-progress-by-slowing-down/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Could Facebook Kill Your Sales Motivation?</title>
		<link>http://blog.trainingspotting.com/could-facebook-kill-your-sales-motivation/</link>
		<comments>http://blog.trainingspotting.com/could-facebook-kill-your-sales-motivation/#comments</comments>
		<pubDate>Wed, 07 Jul 2010 18:42:10 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/could-facebook-kill-your-sales-motivation/</guid>
		<description><![CDATA[

			
				
			
		
Recently, I was asked by a very competent salesperson if I felt having a Facebook account could hurt a person&#8217;s sales motivation.  Like so many other things with social media, there are two answers: Yes and No.
First the Yes.  It can hurt your sales motivation if you either spend too much time on Facebook when [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/could-facebook-kill-your-sales-motivation/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Key Word Searches and Their Impact On Sales</title>
		<link>http://blog.trainingspotting.com/key-word-searches-and-their-impact-on-sales/</link>
		<comments>http://blog.trainingspotting.com/key-word-searches-and-their-impact-on-sales/#comments</comments>
		<pubDate>Sun, 04 Jul 2010 13:37:39 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/key-word-searches-and-their-impact-on-sales/</guid>
		<description><![CDATA[

			
				
			
		
Great article in the Wall Street Journal on July 1 (http://bit.ly/9gur3R)  regarding the use of key words and their impact on sales.
Long-story short, the article talks about how one company did a pay-per-click strategy around key words and it worked and another company tried it and failed.  My take is very simple: Don’t do pay-per-click [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/key-word-searches-and-their-impact-on-sales/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>2010 Goals: Where Do You Stand?</title>
		<link>http://blog.trainingspotting.com/2010-goals-where-do-you-stand/</link>
		<comments>http://blog.trainingspotting.com/2010-goals-where-do-you-stand/#comments</comments>
		<pubDate>Thu, 01 Jul 2010 08:36:05 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/2010-goals-where-do-you-stand/</guid>
		<description><![CDATA[

			
				
			
		
The first half of 2010 is gone.  It&#8217;s time to assess where you’re at with your goals and your sales motivation.   Take time to look at your goals and find those areas where you’ve done well &#8212; either you&#8217;re on track or ahead of plan.  Congratulate yourself!  You have worked hard and deserve to appreciate [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/2010-goals-where-do-you-stand/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Training Tip #346: Physical Product? Service Is Still Your Business</title>
		<link>http://blog.trainingspotting.com/sales-training-tip-346-physical-product-service-is-still-your-business/</link>
		<comments>http://blog.trainingspotting.com/sales-training-tip-346-physical-product-service-is-still-your-business/#comments</comments>
		<pubDate>Thu, 01 Jul 2010 08:36:05 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[

			
				
			
		
Do you sell a physical product? Your role as a salesperson is still to behave as if you&#8217;re a service company.
The first step in breaking the paradigm of features and benefits is to view what you sell as a service.  Recently I was working with a group of very seasoned salespeople who sold very premium [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/sales-training-tip-346-physical-product-service-is-still-your-business/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Is Broadcast Dead? Possibly. “Mecast” has Taken Over.</title>
		<link>http://blog.trainingspotting.com/is-broadcast-dead-possibly-%e2%80%9cmecast%e2%80%9d-has-taken-over/</link>
		<comments>http://blog.trainingspotting.com/is-broadcast-dead-possibly-%e2%80%9cmecast%e2%80%9d-has-taken-over/#comments</comments>
		<pubDate>Thu, 01 Jul 2010 08:36:05 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/is-broadcast-dead-possibly-%e2%80%9cmecast%e2%80%9d-has-taken-over/</guid>
		<description><![CDATA[

			
				
			
		
Broadcast is likely dead (or dying) and it has been replaced with &#8220;mecast&#8221; instead.
The only people who don’t know “broadcast” is dead are those people still working in broadcast media like NBC, USA Today, Westwood One, etc.  Unfortunately, people have been advocating we’ve moved from broadcast to narrowcast. I know I was saying this for [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/is-broadcast-dead-possibly-%e2%80%9cmecast%e2%80%9d-has-taken-over/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Taking Orders is Not Selling!</title>
		<link>http://blog.trainingspotting.com/taking-orders-is-not-selling/</link>
		<comments>http://blog.trainingspotting.com/taking-orders-is-not-selling/#comments</comments>
		<pubDate>Mon, 28 Jun 2010 03:33:14 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/taking-orders-is-not-selling/</guid>
		<description><![CDATA[

			
				
			
		
I still hear of customers who are complaining about their sales being soft  and how their business is down compared to several years ago.  When I probe them as to how they were able to achieve their sales success in the past, it winds up being that they were able to merely answer the phone. [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/taking-orders-is-not-selling/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Training Tip #345: What is Your Advantage?</title>
		<link>http://blog.trainingspotting.com/sales-training-tip-345-what-is-your-advantage/</link>
		<comments>http://blog.trainingspotting.com/sales-training-tip-345-what-is-your-advantage/#comments</comments>
		<pubDate>Thu, 24 Jun 2010 22:15:09 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

		<guid isPermaLink="false">http://blog.trainingspotting.com/sales-training-tip-345-what-is-your-advantage/</guid>
		<description><![CDATA[

			
				
			
		
Your level of knowledge is your sustainable advantage vs. your competitor&#8217;s.
In the past year I’ve made three trips to Asia, and on each one I’ve encountered sales people dealing with the age old problem of having to cut prices.  Their problem is compounded because they’ve built their businesses on the premise of offering what they [...]]]></description>
		<wfw:commentRss>http://blog.trainingspotting.com/sales-training-tip-345-what-is-your-advantage/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Selling in the Global Market</title>
		<link>http://blog.trainingspotting.com/selling-in-the-global-market/</link>
		<comments>http://blog.trainingspotting.com/selling-in-the-global-market/#comments</comments>
		<pubDate>Thu, 24 Jun 2010 22:15:09 +0000</pubDate>
		<dc:creator>training</dc:creator>
				<category><![CDATA[Sales Training Blog]]></category>

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		<description><![CDATA[

			
				
			
		
I’ve made three trips to Asia in the past year, and each time I continue to pick up new ideas regarding selling. These ideas not only benefit my Asian clients, but also benefit my clients wherever they are.
The more I travel around the world, the more I see how closely linked sales processes are among [...]]]></description>
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		<slash:comments>0</slash:comments>
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