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	<title><![CDATA[sales team Resources | BNET]]></title>
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	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to sales team]]></description>
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		<title><![CDATA[The Hero Within]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-326969.html]]></link>
		<description><![CDATA[Barry Trailer of CSO Insights explains how you can become your own hero by not worrying about the last sale or even the next sale. He says, instead focus on the current opportunity and improving your sales mastery.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 10 Nov 2009 20:33:51 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/hero.html"><![CDATA[Hero]]></category>
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	<item>
		<title><![CDATA[Hologic, Inc. F4Q09 (Qtr. End 09/26/09) Earnings Call Transcript]]></title>
		<link><![CDATA[http://www.bnet.com/2462-14061_23-363101.html]]></link>
		<description><![CDATA[ Question-and-Answer Session Operator Operator Instructions. Our first question comes from JPMorgan's Tycho Peterson.  Tycho Peterson - JPMorgan Yeah, good afternoon. Wondering, and congrats, Rob, on the promotion. I was wondering if you can comment a little bit on just some of the early marketing message around Cervista and...]]></description>
		<s:doctype><![CDATA[Earnings calls]]></s:doctype>
		<pubDate>Mon, 09 Nov 2009 16:46:07 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/hologic+inc..html"><![CDATA[Hologic Inc.]]></category>
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		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
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		<category domain="http://rss.financialcontent.com/stocksymbol">HOLX</category>
		<category domain="http://rss.financialcontent.com/stocksymbol">JPM</category>
		<category domain="tickers">HOLX,JPM</category>
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		<title><![CDATA[Sales Performance Management Strategies]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-320005.html]]></link>
		<description><![CDATA[Laura Roach, leader of sales performance strategies at Xactly, explains why she's so passionate about SPM Center of Excellence -- an online community that offers a forum for sharing best practices and research.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 13 Oct 2009 21:15:29 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/strategy.html"><![CDATA[Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+performance.html"><![CDATA[Sales Performance]]></category>
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		<title><![CDATA[Top 10 Reasons Sales Hates Marketing]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=5376]]></link>
		<description><![CDATA[A perennial bromide of business advice is "align sales and marketing."Â  That advice is generally doled out with an accompanying dose of finger wags and tut-tuts about inter-departmental squabbling.    However, my experience tells me that sales professionals aren't interested in "getting aligned" with marketing.Â  Instead, they insist...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 15 Sep 2009 05:30:20 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
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		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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	<item>
		<title><![CDATA[FT.com Profiling IP Numbers To Drive Corporate Subs]]></title>
		<link><![CDATA[http://dw.com.com/redir?destUrl=http%3A%2F%2Fpaidcontent.org%2Farticle%2F419-ft.com-profiling-ip-numbers-to-drive-corporate-subs%2F&siteid=23&tag=contentnext]]></link>
		<description><![CDATA[ FT.com&#8217;s subscription sales team is now mining the site&#8217;s traffic logs to target companies whose staff visit its free stories most often. Profiling firm Trovus has been hired for the task, hoping to add to FT.com&#8217;s 600 corporate subscriptions.Trovus is monitoring the IP address of frequent readers to find...]]></description>
		<s:doctype><![CDATA[External links]]></s:doctype>
		<pubDate>Thu, 20 Aug 2009 19:38:02 -0700</pubDate>
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	<item>
		<title><![CDATA[Video: How to Energize a Sales Team During a Downturn]]></title>
		<link><![CDATA[http://blogs.bnet.com/intercom/?p=2754]]></link>
		<description><![CDATA[In today's weak economy, sales teams are working harder than ever to stay competitive. The key, says executive coach Barbara Russo, is focus on customer service -- not price -- to stay in the game.     [video = 325751]    Click for more BNET videos...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 29 Jul 2009 16:01:03 -0700</pubDate>
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		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
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	<item>
		<title><![CDATA[How to Energize a Sales Team During a Downturn  | Dodging Landmines]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13722_23-325751.html]]></link>
		<description><![CDATA[Salespeople at small and medium-sized businesses are working harder than ever to stay competitive in this weak economy. Executive coach Barbara Russo says sales teams should focus on customer service -- not price -- to stay in the game.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 28 Jul 2009 21:25:23 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/barbara+russo.html"><![CDATA[Barbara Russo]]></category>
	</item>
	<item>
		<title><![CDATA[QUIZ: Assess Your Sales Team's Culture]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=3692]]></link>
		<description><![CDATA[    Every sales teamn has a "culture" that defines how employees are supposed to behave.Â  The easiest way to understand that culture is to examine the metaphors that team members habitually use.Â  For example, sales reps who constantly compare business to a "battlefield" will react more vigorously...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 09 Jul 2009 05:30:45 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/team.html"><![CDATA[Team]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
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		<category domain="http://resources.bnet.com/topic/team+management.html"><![CDATA[Team Management]]></category>
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		<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/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Why Collaboration is so Difficult]]></title>
		<link><![CDATA[http://blogs.bnet.co.uk/sterling-performance/2009/06/16/why-collaboration-is-so-difficult/]]></link>
		<description><![CDATA[Effective collaboration is to business performance what inaugural speeches are to the effectiveness of governments and presidents.Â  Although both may promise big prizes, they are quickly overtaken by current realities, entrenched stakeholder positions and inadequate operational capabilities. For every Lincoln, there are likely to be many Carters, Bushes and Clintons....]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 16 Jun 2009 03:41:48 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/team.html"><![CDATA[Team]]></category>
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	</item>
	<item>
		<title><![CDATA[Creating a High Performing Sales Team in 2009]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-281990.html]]></link>
		<description><![CDATA[Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager's toolbox is visibility—you have to be there to see what's really going on among your team members. Then, using...]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Fri, 12 Jun 2009 15:44:48 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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	</item>
	<item>
		<title><![CDATA[How To Motivate And Coach A Winning Sales Team]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=974257]]></link>
		<description><![CDATA[We have heard that success is one percent inspiration and ninety-nine percent perspiration. But sales is a profession that requires large doses of inspiration and motivation on a regular basis in order to be successful. Professional sales people face a lot of rejection and for every 'YES' there are at...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Fri, 10 Apr 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/rejection.html"><![CDATA[Rejection]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/free-articles-zone.html"><![CDATA[Free-Articles-Zone]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[7 Ways You Can Boost Sales & Thrive In The New Economy, Part #5 - Get Management Out In The Field]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1113323]]></link>
		<description><![CDATA[By having management out in the field, your organization can get to the root of the matter quickly. Just as important, the mere act of bringing in reinforcements sends a powerful signal to the people with whom you do business. It shows that you're not backing down. Rather, you demonstrate...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 02 Apr 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/eyesonsales.html"><![CDATA[EyesOnSales]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Ram Charan: How Sales Teams Can Adapt to the Downturn]]></title>
		<link><![CDATA[http://blogs.bnet.co.uk/sterling-performance/2009/03/11/ram-charan-how-sales-teams-can-adapt-to-the-downturn/]]></link>
		<description><![CDATA[bnet_ramcharam_1003_01    The current economic crisis is changing the way sales managers and teams perform, as well as how they should be measured. Sales representatives need to focus on profitable sales growth, gathering intelligence on customers to ensure that the business is delivering value as well as keen...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 11 Mar 2009 03:54:24 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/ram.html"><![CDATA[RAM]]></category>
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		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/joanna+higgins.html"><![CDATA[Joanna Higgins]]></category>
		<category domain="http://resources.bnet.com/topic/joanna+higgins.html"><![CDATA[Joanna Higgins]]></category>
	</item>
	<item>
		<title><![CDATA[Get Kerri-Anne On Your Sales Team | BTalk Australia]]></title>
		<link><![CDATA[http://blogs.bnetau.com.au/aussierules/2009/02/16/get-kerri-anne-on-your-sales-team-btalk-australia/]]></link>
		<description><![CDATA[(7min 52) Advertorials are still a feature of daytime television in Australia. Do they work? Will a paid guest spot on Mornings with Kerri-Anne drive sales or devalue your brand?    Bruce Potter is the Creative Director at Streetwise Advertising. On todayâ€™s BTalk Australia he gives Phil Dobbie...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 16 Feb 2009 11:04:49 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/advertisement.html"><![CDATA[Advertisement]]></category>
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		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
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		<category domain="http://resources.bnet.com/topic/kerri-anne+kennerley.html"><![CDATA[Kerri-Anne Kennerley]]></category>
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		<category domain="http://resources.bnet.com/topic/phil+dobbie.html"><![CDATA[Phil Dobbie]]></category>
	</item>
	<item>
		<title><![CDATA[The Advisory Board Company F3Q09 (Qtr End 12/31/08) Earnings Call Transcript]]></title>
		<link><![CDATA[http://www.bnet.com/2462-14031_23-267375.html]]></link>
		<description><![CDATA[ Question-and-Answer Session Operator Operator Instructions  Your next question comes from the line of Paul Ginocchio with Deutsche Bank. Paul Ginocchio &#8211; Deutsche Bank  Can you just talk about the trends in higher ed versus the trends in healthcare.  I know it&#8217;s more immature, but do you...]]></description>
		<s:doctype><![CDATA[Earnings calls]]></s:doctype>
		<pubDate>Mon, 09 Feb 2009 20:46:13 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/deutsche+bank+ag.html"><![CDATA[Deutsche Bank AG]]></category>
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		<category domain="http://resources.bnet.com/topic/call+transcript.html"><![CDATA[Call Transcript]]></category>
		<category domain="http://resources.bnet.com/topic/earnings.html"><![CDATA[Earnings]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></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/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/.html"><![CDATA[]]></category>
		<category domain="http://resources.bnet.com/topic/seeking+alpha.html"><![CDATA[Seeking Alpha]]></category>
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		<category domain="http://rss.financialcontent.com/stocksymbol">ABCO</category>
		<category domain="http://rss.financialcontent.com/stocksymbol">DB</category>
		<category domain="tickers">ABCO,DB</category>
	</item>
	<item>
		<title><![CDATA[Pay Sales Reps Same as CEOs!]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=715]]></link>
		<description><![CDATA[A sudden thought hit me while I was watching the inauguration yesterday: How come so many CEOs get paid more than the President of the United States?    Here's why.Â  The Presidential salary is set by regulatory law.Â  CEO pay is set by asking CEOs how much they...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 21 Jan 2009 05:30:55 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/ceo.html"><![CDATA[CEO]]></category>
		<category domain="http://resources.bnet.com/topic/presidential+salary.html"><![CDATA[Presidential Salary]]></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/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Building Your Sales Team]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=972787]]></link>
		<description><![CDATA[When it comes to building your sales team, the interview process is crucial, but it is not all you need to consider. It is important to hire quality over quantity, meaning that the number of people on staff is not as important as the skill levels of your team. Don't...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 01 Jan 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/leader.html"><![CDATA[Leader]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></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/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Setting Goals For Your Sales Team]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=972813]]></link>
		<description><![CDATA[Setting goals for your sales team is one of the most crucial tasks that you as a sales manager will ever undertake. Without set goals, your team will not feel properly motivated and may also under perform due to a lack of internal work load and expectation structure. This paper...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 01 Jan 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/goal.html"><![CDATA[Goal]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></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/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Learn Effective Sales Team Motivation Skills]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1020429]]></link>
		<description><![CDATA[Every successful business leader knows the importance of learning proper sales team motivation skills and the effect it has on his or her team members' productivity. Without a motivated team, you cannot expect a very prosperous home based business. This paper will outline several ways to boost your team's morale...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Tue, 11 Nov 2008 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/team.html"><![CDATA[Team]]></category>
		<category domain="http://resources.bnet.com/topic/motivation.html"><![CDATA[Motivation]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/associated+content.html"><![CDATA[Associated Content]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/team+management.html"><![CDATA[Team Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
	</item>
	<item>
		<title><![CDATA[Maximizing Sales Results Through Lead Nurturing]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=976225]]></link>
		<description><![CDATA[To maximize their efforts and generate sales, Marketing and Sales teams need to share a common definition of a qualified lead, understand how to nurture it and identify when it is ready to be handed off to the Sales team. This webcast show how to measure the quality of incoming...]]></description>
		<s:doctype><![CDATA[Webcasts]]></s:doctype>
		<pubDate>Thu, 16 Oct 2008 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/next+steps.html"><![CDATA[Next Steps]]></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/sales.html"><![CDATA[Sales]]></category>
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