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	<title><![CDATA[executives Resources | BNET]]></title>
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	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to executives]]></description>
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		<title><![CDATA[Pipeline Management]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-306231.html]]></link>
		<description><![CDATA[In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, explains how his company now has two separate pipelines at the beginning of the sales process: leads that marketing has to nurture and qualify for the...]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Wed, 01 Jul 2009 07:54:41 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[sales]]></category>
		<category domain="http://resources.bnet.com/topic/buying.html"><![CDATA[buying]]></category>
		<category domain="http://resources.bnet.com/topic/calling.html"><![CDATA[calling]]></category>
		<category domain="http://resources.bnet.com/topic/c-level.html"><![CDATA[c-level]]></category>
		<category domain="http://resources.bnet.com/topic/executives.html"><![CDATA[executives]]></category>
		<category domain="http://resources.bnet.com/topic/economy.html"><![CDATA[economy]]></category>
		<category domain="http://resources.bnet.com/topic/recession.html"><![CDATA[recession]]></category>
		<category domain="http://resources.bnet.com/topic/salespeople.html"><![CDATA[salespeople]]></category>
		<category domain="http://resources.bnet.com/topic/pipeline.html"><![CDATA[pipeline]]></category>
	</item>
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		<title><![CDATA[Demand Generation vs. Lead Generation]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-245361.html]]></link>
		<description><![CDATA[Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily available.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Fri, 12 Jun 2009 15:39:37 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/generation.html"><![CDATA[Generation]]></category>
		<category domain="http://resources.bnet.com/topic/strategy.html"><![CDATA[Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[sales]]></category>
		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
		<category domain="http://resources.bnet.com/topic/selling.html"><![CDATA[selling]]></category>
		<category domain="http://resources.bnet.com/topic/executives.html"><![CDATA[executives]]></category>
		<category domain="http://resources.bnet.com/topic/leads.html"><![CDATA[leads]]></category>
		<category domain="http://resources.bnet.com/topic/closing.html"><![CDATA[closing]]></category>
		<category domain="http://resources.bnet.com/topic/salespeople.html"><![CDATA[salespeople]]></category>
		<category domain="http://resources.bnet.com/topic/frontline.html"><![CDATA[Frontline]]></category>
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		<title><![CDATA[Secrets of Engaging High Level Executives]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-245887.html]]></link>
		<description><![CDATA[What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don't start at the right level and don't ask the right questions. Remember that many people want a piece of the executive's time, so use multiple routes...]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Thu, 28 May 2009 09:44:27 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/executive.html"><![CDATA[Executive]]></category>
		<category domain="http://resources.bnet.com/topic/secret.html"><![CDATA[Secret]]></category>
		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[sales]]></category>
		<category domain="http://resources.bnet.com/topic/calls.html"><![CDATA[calls]]></category>
		<category domain="http://resources.bnet.com/topic/executives.html"><![CDATA[executives]]></category>
		<category domain="http://resources.bnet.com/topic/closing.html"><![CDATA[closing]]></category>
		<category domain="http://resources.bnet.com/topic/pitch.html"><![CDATA[pitch]]></category>
	</item>
	<item>
		<title><![CDATA[Back to Basics in Selling]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-284223.html]]></link>
		<description><![CDATA[Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it's all about how you spend your time, getting the attention of executives, building vision and value, and bargaining...]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Thu, 21 May 2009 09:32:01 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/basics.html"><![CDATA[Basics]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[sales]]></category>
		<category domain="http://resources.bnet.com/topic/salespeople.html"><![CDATA[salespeople]]></category>
		<category domain="http://resources.bnet.com/topic/process.html"><![CDATA[process]]></category>
		<category domain="http://resources.bnet.com/topic/closing.html"><![CDATA[closing]]></category>
		<category domain="http://resources.bnet.com/topic/advancing.html"><![CDATA[advancing]]></category>
		<category domain="http://resources.bnet.com/topic/executives.html"><![CDATA[executives]]></category>
		<category domain="http://resources.bnet.com/topic/training.html"><![CDATA[training]]></category>
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	<item>
		<title><![CDATA[Where the Jobs Are]]></title>
		<link><![CDATA[http://moneywatch.bnet.com/career-advice/article/where-the-jobs-are/276391/]]></link>
		<description><![CDATA[You don't need an expert to tell you it's awful out there in the job market. But wouldn't you like a little guidance on who?s hiring now, the most in-demand skills, and the best way to find open positions? Hear from veteran headhunter Dan Kelley, managing partner of Heidrick &...]]></description>
		<s:doctype><![CDATA[Articles]]></s:doctype>
		<pubDate>Thu, 05 Mar 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/hiring.html"><![CDATA[Hiring]]></category>
		<category domain="http://resources.bnet.com/topic/job.html"><![CDATA[Job]]></category>
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		<category domain="http://resources.bnet.com/topic/recruitment+%2526+selection.html"><![CDATA[Recruitment & Selection]]></category>
		<category domain="http://resources.bnet.com/topic/human+resources.html"><![CDATA[Human Resources]]></category>
		<category domain="http://resources.bnet.com/topic/workforce+management.html"><![CDATA[Workforce Management]]></category>
		<category domain="http://resources.bnet.com/topic/companies.html"><![CDATA[Companies]]></category>
		<category domain="http://resources.bnet.com/topic/staffing.html"><![CDATA[Staffing]]></category>
		<category domain="http://resources.bnet.com/topic/moneywatch+q%2526a.html"><![CDATA[MoneyWatch Q&A]]></category>
		<category domain="http://resources.bnet.com/topic/recession.html"><![CDATA[Recession]]></category>
		<category domain="http://resources.bnet.com/topic/jobs.html"><![CDATA[Jobs]]></category>
		<category domain="http://resources.bnet.com/topic/job+search.html"><![CDATA[Job Search]]></category>
		<category domain="http://resources.bnet.com/topic/executives.html"><![CDATA[Executives]]></category>
		<category domain="http://resources.bnet.com/topic/recruiters.html"><![CDATA[Recruiters]]></category>
		<category domain="http://resources.bnet.com/topic/headhunters.html"><![CDATA[Headhunters]]></category>
		<category domain="http://resources.bnet.com/topic/lan+nguyen.html"><![CDATA[Lan Nguyen]]></category>
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	<item>
		<title><![CDATA[Work Party Etiquette |Leila's House of Corrections]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13722_23-254510.html]]></link>
		<description><![CDATA[Everyone cuts loose around the holidays, right? Not if you're a manager. Learn 3 tips that will show both your direct reports and the company's executives that you are sociable, skilled and strategic.  If you have questions or suggestions for future video topics, Leila wants to hear from you.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 09 Dec 2008 09:24:25 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/video.html"><![CDATA[Video]]></category>
		<category domain="http://resources.bnet.com/topic/corporate+communications.html"><![CDATA[Corporate Communications]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/leila%2527s+house+of+corrections.html"><![CDATA[Leila's House of Corrections]]></category>
		<category domain="http://resources.bnet.com/topic/etiquette.html"><![CDATA[etiquette]]></category>
		<category domain="http://resources.bnet.com/topic/work.html"><![CDATA[work]]></category>
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		<category domain="http://resources.bnet.com/topic/networking.html"><![CDATA[networking]]></category>
		<category domain="http://resources.bnet.com/topic/managers.html"><![CDATA[managers]]></category>
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