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	<title>Lysis Blog</title>
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	<description>Sales Management Marketing Customer Service B2B</description>
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		<title>Creativity Sells&#8230; Part II</title>
		<link>http://salesandmanagement.com/blog/creativity-sells-part-ii/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=creativity-sells-part-ii</link>
		<comments>http://salesandmanagement.com/blog/creativity-sells-part-ii/#comments</comments>
		<pubDate>Tue, 03 Apr 2012 18:06:22 +0000</pubDate>
		<dc:creator>John Kypriotakis</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Creativity]]></category>
		<category><![CDATA[Sales Management]]></category>

		<guid isPermaLink="false">http://salesandmanagement.com/blog/?p=493</guid>
		<description><![CDATA[How can you and your team look at things from a different perspective? Everyone has the ability to be creative and everyone can benefit from a dose of creativity but embracing this approach requires change and just the prospect of change can be a bit unnerving for some. The uncertainty of it all! But, good news! There are lots of activities designed to get your creative juices flowing and that includes everyone. To demonstrate how easy it is, here is a simple activity… Think about how other people might run your company. What if Irene Rosenfeld (Kraft Foods) or Bill Gates (Microsoft) or Ellen Kullman (DuPont) run your company? Think they might have different ideas? Different goals? Would they use different strategies to reach them? Would their ideas be bigger than yours? Better? What other resources might they bring to running your company? Looking for a few sales examples? What if you could have the late Steve Jobs on your sales team? Do you think your team would be a bit more inspired? Would they reach for markets or accounts you might not have thought of? Would his type of thinking be a positive influence? How about a dose of [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Prospecting for New Business</title>
		<link>http://salesandmanagement.com/blog/prospecting-for-new-business/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=prospecting-for-new-business</link>
		<comments>http://salesandmanagement.com/blog/prospecting-for-new-business/#comments</comments>
		<pubDate>Fri, 09 Mar 2012 13:00:34 +0000</pubDate>
		<dc:creator>John Kypriotakis</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Prospecting]]></category>

		<guid isPermaLink="false">http://salesandmanagement.com/blog/?p=24</guid>
		<description><![CDATA[To begin our discussion on Prospecting, let’s start with a word association game: If I said, “Closing the Sale” you’d probably respond with words such as relief, commitment, excitement, success, happy days, etc. If I said, “Prospecting” your response might not be so positive. Words that usually come up are ouch, root canal, nightmare, pulling teeth, lots of work, etc. Unfortunately you’re not going to be “Closing” much without “Prospecting.&#8221; If prospecting brings you (and/or your sales team) visions of misery, read on and keep in mind that it really doesn’t have to be this way. The fact is that prospecting, and lots of it, has to be done if you and your company want to grow. For the most part, sales people tend to be very creative at avoiding doing the right thing when it comes to prospecting. Any excuse will do! I am sure you’ve heard some of these… Too early to make a call, too late to make a call, too close to noon, too soon after lunch, Mondays are never good, Fridays are horrible, It’s Tuesday (Wednesday, Thursday, whatever), What’s the use – voice mail will pick up and they never return calls, Never before a holiday [...]]]></description>
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		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>Can you hear me now?</title>
		<link>http://salesandmanagement.com/blog/can-you-hear-me-now/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=can-you-hear-me-now</link>
		<comments>http://salesandmanagement.com/blog/can-you-hear-me-now/#comments</comments>
		<pubDate>Wed, 07 Mar 2012 23:45:15 +0000</pubDate>
		<dc:creator>John Kypriotakis</dc:creator>
				<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Management]]></category>

		<guid isPermaLink="false">http://salesandmanagement.com/blog/?p=379</guid>
		<description><![CDATA[“Can you hear me now? No? Really? How about now, better? Ok, hold on, ahmmm, how about now? Oh good, ok, so, what I was trying to say… ” No, this is not a new take on an old commercial. It was actually an attempt at a conversation I happened to overhear while waiting for a cup of coffee at a convention hall’s concession stand. There are so many points to be made about the “appropriateness” of this call but let&#8217;s focus on this: When making a call, especially to a customer or prospect, is the quality of the call as good as it needs to be? As good as cell phones are, at times they do have a mind of their own. There are delays in transmission – tenths of a second perhaps but enough to make the conversation awkward. Then we have words being cut out so you only hear one or two out of five. “___ George __ late to ___ but  ___ critical ____ otherwise _____ ASAP” Or the dreaded dropped calls, or the need to finish the call because the battery is dying, or any of a myriad of other issues. An interesting trend is [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Creativity Sells!</title>
		<link>http://salesandmanagement.com/blog/creativity-sells/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=creativity-sells</link>
		<comments>http://salesandmanagement.com/blog/creativity-sells/#comments</comments>
		<pubDate>Tue, 13 Dec 2011 04:47:04 +0000</pubDate>
		<dc:creator>John Kypriotakis</dc:creator>
				<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Creativity]]></category>

		<guid isPermaLink="false">http://salesandmanagement.com/blog/?p=476</guid>
		<description><![CDATA[If you are saying to yourself “But I’m not the creative type, this does not apply to me” allow me to challenge that notion for the moment and coax you to read on. People tend to like “familiarity” because in most cases it makes our life that much easier.  Think about this. When you walk into your favorite grocery store, you know your way around, you know where everything is. You could run in, get what you are looking for and be out of there. But what if they were to remodel and move everything! You wouldn’t know where anything is, it would be quite frustrating and it would take much longer to shop. But, would anything good happen in the process? Your first incline might be to say no. But think about it a bit more. You couldn’t just shop on autopilot; you had to actively engage your brain. You were forced to employ all your senses. You had to take time to look, really look for items that you used to just absentmindedly throw in your cart. And what did you see? Most likely, lots of stuff you had not seen or noticed before. But was it really [...]]]></description>
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		<slash:comments>7</slash:comments>
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		<title>9 Key Steps to Sales Compensation Design</title>
		<link>http://salesandmanagement.com/blog/sales-compensation-design/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=sales-compensation-design</link>
		<comments>http://salesandmanagement.com/blog/sales-compensation-design/#comments</comments>
		<pubDate>Mon, 10 Oct 2011 12:50:52 +0000</pubDate>
		<dc:creator>John Kypriotakis</dc:creator>
				<category><![CDATA[HR]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Sales Compensation]]></category>

		<guid isPermaLink="false">http://salesandmanagement.com/blog/?p=32</guid>
		<description><![CDATA[Are your sales low? Margins thin? Do you experience high turn over in your sales department? Worse yet, do you tend to attract and keep low-performers? Have you considered you sales compensation plan as a cause for some of your problems? If you haven&#8217;t, you should. One point before we get started: Sales compensation plans are not a substitute for good sales management. You need to have both. Here are nine keys to properly designing a sales compensation plan: Assess your needs. How effective is your existing plan? Is it in line with and does it contribute to the accomplishment of your corporate goals? If not, what needs to change? Set compensation plan objectives. What do you want this plan to achieve? Growth, Greater Service, Profitability, Customer Focus? Your plan should not merely address short-term financial issues. Define the sales reps&#8217; role. What role do sales reps play in finding, cultivating and keeping customers? What challenges do they face? Establish the pay range. Determine what you can afford to pay and how competitive you want your pay structure to be. Where have you current reps come from? Where do those who leave go? Answers to these questions will provide insights [...]]]></description>
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		<slash:comments>8</slash:comments>
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