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	<title><![CDATA[cold calling Resources | BNET]]></title>
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	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to cold calling]]></description>
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		<title><![CDATA[Does Classic Cold Calling Still Work?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=6966]]></link>
		<description><![CDATA[Vote on whether classic cold calling still works. by Geoffrey James]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 10 Dec 2009 11:30:31 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	</item>
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		<title><![CDATA[Overcome Your Fear of Cold Calling!]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=6792]]></link>
		<description><![CDATA[Keith Rosen on how to overcome the fear of cold-calling. by Geoffrey James]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 01 Dec 2009 11:30:50 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[How to Conquer Fear of Cold Calling]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=6081]]></link>
		<description><![CDATA[A three step plan to eliminate the fear of cold-calling. by Geoffrey James]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 22 Oct 2009 11:30:29 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[Is Cold Calling Dead?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=5886]]></link>
		<description><![CDATA[A poll investigating whether the sales technique of cold-calling is really "dead". by Geoffrey James]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 09 Oct 2009 06:10:40 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[High-Performance Telesales for Enterprise Technology]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-277736.html]]></link>
		<description><![CDATA[Mari Anne Vanella-Wright, founder and CEO of the Vanella Group and author of "42 Rules of Cold Calling Executives," explains her method for netting new accounts.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 06 Oct 2009 20:44:22 -0700</pubDate>
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		<title><![CDATA[The Formula for Executive-Level Cold Calling]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-277734.html]]></link>
		<description><![CDATA[Mari Anne Vanella-Wright, author of "42 Rules of Cold Calling Executives," offers some tips on how to get better results doing business over the phone. She explains why it's smart to use a script and how to troubleshoot your calling.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 06 Oct 2009 20:37:39 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[Top 10 Classic Cold Call Blunders]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=5064]]></link>
		<description><![CDATA[Cold calling is a difficult art to master.Â  However, before you can master it, you need to avoid the worst blunders. This post contains 10 recordings of telephone calls illustrating the 10 most common errors that sales reps make when cold calling.    The sales training firm Telemasters...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 01 Sep 2009 05:30:24 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	<item>
		<title><![CDATA[Prospecting Beyond The Cold Call]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1166611]]></link>
		<description><![CDATA[The cold call has become a staple of today's salesperson, however the unique part is that many organizations don't look beyond this approach to find creative ways to prospect without the cold call. Your goal is to convince the prospect that your product or service deserves to be discussed, only...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Fri, 28 Aug 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[Top Sales Pros Really Love Cold Calling]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4976]]></link>
		<description><![CDATA[There are dozens of "how to cold call" articles that begin with a phrase like: "nobody likes cold calling."Â  I beg to differ.Â  There are some sales professional who like cold calling.Â  No, they love it.Â  Far from considering it a burden, they consider cold calling fun, interesting and profitable.Â ...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 21 Aug 2009 05:30:01 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[Video: Following Up on Cold Calls]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4820]]></link>
		<description><![CDATA[This morning's post "The Ultimate Lead Qualification Tool" provides a structure for finding out early what you'll need to know to move a sale forward.Â  The following video contains some excellent advice about moving a sale forward during the early part of the sale cycle, once you've confirmed that the...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 18 Aug 2009 11:30:03 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[AUDIO: Motivate Yourself to Cold Call]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4372]]></link>
		<description><![CDATA[Last week, I posted a 7 step process to get motivated to cold call.Â  (See "Get Insanely Motivated to Cold Call.")Â  A reader suggested in a comment that I come up with a way to help people who cold call in person while on the road.Â  That's pretty easy, because...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 03 Aug 2009 05:30:23 -0700</pubDate>
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		<title><![CDATA[Can't Cold Call? You're No Sales Pro!]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4441]]></link>
		<description><![CDATA[Every time I post something about cold calling, somebody gets on my case for encouraging readers to cold call, when there are "better" ways of building a pipeline. However, when you deconstruct these "better" ways, they're virtually identical to cold-calling except maybe for the first sentence that comes out of...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 30 Jul 2009 11:30:27 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	<item>
		<title><![CDATA[Get Insanely Motivated to Cold Call]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4365]]></link>
		<description><![CDATA[Cold calling can be fun, but you have to go about it the right way.  Most of your success will depend not upon your product or even upon the quality of your leads although both are important.  The key success factor when cold calling is attitude.  ...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 27 Jul 2009 05:30:11 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	<item>
		<title><![CDATA[How To Cold Call Using Social Media]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1171727]]></link>
		<description><![CDATA[Let's face it: cold calling is a painful reality that most of us must endure regardless of our profession. Whether you need to pitch a blogger, connect with an online influencer, find new clients/customers, or reach a potential employer, it can be difficult to pick up the phone and reach...]]></description>
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		<pubDate>Mon, 27 Jul 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[Proof from Reader That This Blog Works]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4288]]></link>
		<description><![CDATA[This morning, a comment that I just HAVE to share with you appeared on the post "QUIZ: What's the Best Time to Cold Call."Â  It's proof (anecdotal, but still nice to see) that this blog is really helping people make their quotas.Â  Here's the comment:  I'm new to sales,...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 22 Jul 2009 11:20:28 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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		<title><![CDATA[World's Funniest "How to Cold Call" Videos]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4175]]></link>
		<description><![CDATA[I have a treat for you.Â  Today's "Friday Funnies" post features ten videos with "how to" pointers for Inside Sales Reps.Â  Some of the advice is the stuff that drives customers crazy, but the writer/filmmaker/actor, a guy named John D. Mongillo, is so off-the-wall funny that it's all somehow palatable.Â ...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 17 Jul 2009 11:30:49 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	<item>
		<title><![CDATA[QUIZ: What's the Best Time to Cold Call?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4114]]></link>
		<description><![CDATA[Most sales reps make cold calls when they feel like it.Â  And that's too bad, because scientific research reveals that timing may be even more important than technique when it comes to cold calling success.    This post tests your preconceptions about timing your cold calls, and then...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 14 Jul 2009 05:30:06 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
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	</item>
	<item>
		<title><![CDATA[Cold Calling Builds Character]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=2649]]></link>
		<description><![CDATA[According to the poll in the post "Do You Like Cold Calling?" only a quarter of sales pros actually like cold-calling, andÂ  only a measly 4 percent say it's their favorite activity.Â  Since most people aren't good at what they don't enjoy and vice versa, it's not surprising that most...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 11 May 2009 05:30:59 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	</item>
	<item>
		<title><![CDATA[Do You LIKE Cold Calling?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=2478]]></link>
		<description><![CDATA[There's no question that cold calling is sometimes necessary.Â  If you've got a qualified list of potential prospects, it can even be highly productive.Â  However, I've noticed that people seldom do a task well unless they enjoy doing it.Â  And, unfortunately, I've met very few sales reps who actually LIKE...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 30 Apr 2009 13:48:10 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
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	</item>
	<item>
		<title><![CDATA[The Ultimate Cold Calling Tool]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=2449]]></link>
		<description><![CDATA[Instructions:  Bookmark this page.Â  Then, before a cold call, open this link.Â  As you talk with the customer, listen for the objections below.Â  When you hear one, click on it, and use one of the responses.Â  Then click on ASK FOR THE APPOINTMENT and use one of the requests.Â ...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 27 Apr 2009 05:30:31 -0700</pubDate>
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