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		<title><![CDATA[How to Sell Value]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-308518.html]]></link>
		<description><![CDATA[Julie Thomas, CEO of ValueVision Associates and author of "Value Selling," explains what it means to sell on value, not price. Thomas says salespeople need to understand what each customer considers a "good value" so they can play back their solution in that context.]]></description>
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		<pubDate>Wed, 16 Sep 2009 21:27:31 -0700</pubDate>
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		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
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		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[value proposition]]></category>
		<category domain="http://resources.bnet.com/topic/solutions.html"><![CDATA[solutions]]></category>
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		<category domain="http://resources.bnet.com/topic/julie+thomas.html"><![CDATA[Julie Thomas]]></category>
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		<title><![CDATA[Solve it Once!]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13731_23-220688.html]]></link>
		<description><![CDATA[Ever found yourself on a team where you're solving the same problem over and over again? Edward Muzio, President and CEO of Group Harmonics, says that by using the "hourglass model"--agreeing on the facts first and managing your meetings better, you're more likely to find a solution that sticks.]]></description>
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		<pubDate>Thu, 11 Sep 2008 14:35:10 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/team.html"><![CDATA[Team]]></category>
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		<title><![CDATA[Jim Jonassen: Executive Matchmaker]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13721_23-198793.html]]></link>
		<description><![CDATA[Jim Jonassen is the founder and Managing Partner of Jim Jonassen and Associates,  a business that provides key revenue solutions to Venture backed and growing companies.  Jonassen talks about what kinds of clients he looks for and the types of challenges he solves in his unique field.]]></description>
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		<pubDate>Thu, 24 Apr 2008 18:47:01 -0700</pubDate>
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		<category domain="http://resources.bnet.com/topic/jim+jonassen.html"><![CDATA[Jim Jonassen]]></category>
		<category domain="http://resources.bnet.com/topic/jim+jonassen+and+associates.html"><![CDATA[Jim Jonassen and Associates]]></category>
		<category domain="http://resources.bnet.com/topic/key.html"><![CDATA[key]]></category>
		<category domain="http://resources.bnet.com/topic/revenue.html"><![CDATA[revenue]]></category>
		<category domain="http://resources.bnet.com/topic/solutions.html"><![CDATA[solutions]]></category>
		<category domain="http://resources.bnet.com/topic/venture.html"><![CDATA[Venture]]></category>
		<category domain="http://resources.bnet.com/topic/backed.html"><![CDATA[backed]]></category>
		<category domain="http://resources.bnet.com/topic/companies.html"><![CDATA[companies]]></category>
		<category domain="http://resources.bnet.com/topic/challenges.html"><![CDATA[challenges]]></category>
		<category domain="http://resources.bnet.com/topic/managing+partner.html"><![CDATA[Managing Partner]]></category>
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