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	<title><![CDATA[referral selling Resources | BNET]]></title>
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		<title><![CDATA[How to Ask for a New Contact]]></title>
		<link><![CDATA[http://www.bnet.com/5208-13076-0.html?forumID=1&threadID=1613&messageID=6876&start=0]]></link>
		<description><![CDATA[How to Ask for a New ContactWhy are we scared of cold calls?I agree with referal selling.  However, I also understand the importance of cold calling.  I think we need a healthy mix of both in some industries and yet I feel that lately we are being told...]]></description>
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		<pubDate>Thu, 17 Jan 2008 05:43:00 -0800</pubDate>
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		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[cold calling]]></category>
		<category domain="http://resources.bnet.com/topic/referral+selling.html"><![CDATA[Referral Selling]]></category>
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		<title><![CDATA[Better Than Cold Calling...]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=211]]></link>
		<description><![CDATA[It's been said repeatedly that B2B sales is all about relationships.  However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam.  The best way to get into a customer account is through a personal referral.    Please note that a...]]></description>
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		<pubDate>Mon, 14 Jan 2008 05:30:47 -0800</pubDate>
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		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/referral+selling.html"><![CDATA[Referral Selling]]></category>
		<category domain="http://resources.bnet.com/topic/referral.html"><![CDATA[Referral]]></category>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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