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	<title><![CDATA[customer referral Resources | BNET]]></title>
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		<title><![CDATA[References and Referrals are Different]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=114]]></link>
		<description><![CDATA[Referral selling (see yesterday's post) is the art of getting your existing customers to do some of the heavy lifting when it comes to developing a new opportunity.   That's a really good thing because, in B2B sales situations, the hardest part is breaking the barriers of indifference and...]]></description>
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		<pubDate>Thu, 06 Sep 2007 09:34:46 -0700</pubDate>
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		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/referral.html"><![CDATA[Referral]]></category>
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		<category domain="http://resources.bnet.com/topic/reference.html"><![CDATA[Reference]]></category>
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		<category domain="http://resources.bnet.com/topic/reference+account.html"><![CDATA[reference account]]></category>
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