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	<title><![CDATA[b2b sale Resources | BNET]]></title>
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		<title><![CDATA[The True Meaning of B2B Sales]]></title>
		<link><![CDATA[http://www.bnet.com/5208-13076-0.html?forumID=1&threadID=3726&messageID=17609&start=0]]></link>
		<description><![CDATA[The True Meaning of B2B SalesRE: The True Meaning of B2B SalesQUOTE: the sole concerns of top management: profitability, image and innovationI agree that top management thinks image is important, but I often think they're more concerned with their own image than the image of the company.Image and innovation are...]]></description>
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		<pubDate>Wed, 01 Oct 2008 11:19:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales strategy]]></category>
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		<title><![CDATA[Do Your Customers Value You?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=170]]></link>
		<description><![CDATA[B2B sales is all about providing value.  But do your customer really value you and your firm?  And if so, how much?    The brainiacs at CSO Insights have done a lot of high quality research into why customers value certain vendors while treating others as...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 18 Feb 2008 06:18:54 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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		<title><![CDATA[Information Gathering Made Easy.]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=83]]></link>
		<description><![CDATA[B2B sales is all about solutions, and solutions are all about customer needs.  Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary.   The time-honored technique to gather this information, and...]]></description>
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		<pubDate>Mon, 23 Jul 2007 05:16:58 -0700</pubDate>
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