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			<title>CSO Blog</title>
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			<copyright>CSO Insights 2006</copyright>
			<ttl>120</ttl>
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				<title>First Decade Gone -- And Not a Moment Too Soon</title>
				<link>http://www.csoinsights.com/Blog/first-decade-goneand-not-a-moment-too-soon</link>
				<description><![CDATA[ We are starting the second decade of the 21st Century and the first seems to have gone by in a flash.  Good thing.  We started with the Y2K scare, which didn't happen, and ended with The Great Recession of 2009, which did happen. ]]></description>
				<pubDate>Mon, 18 Jan 2010 05:49:50 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/first-decade-goneand-not-a-moment-too-soon</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Hey Batter, Batter, Batter!</title>
				<link>http://www.csoinsights.com/Blog/hey-batter-batter-batter</link>
				<description><![CDATA[ I played a lot of baseball (Midget League through high school Varsity) and fielders chanting "Hey Batter, SWING Batter!" was part of the game.  For those not familiar with the sport, it's called "chatter."  And it's intended to distract the opposing player at bat. 

  ]]></description>
				<pubDate>Mon, 07 Dec 2009 06:36:49 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/hey-batter-batter-batter</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Back to Basics</title>
				<link>http://www.csoinsights.com/Blog/back-to-basics</link>
				<description><![CDATA[ I recently co-presented with Dale Carnegie Training at seminars in New York and Boston.  I talked about levels of relationship, sales process and how these combine in CSO Insights' Sales Relationship Process Matrix.  The Dale Carnegie Training presenter covered specific sales tactics such as dealing with price objections or buyers stalling for more time.  And I do mean specifically addressing these issues with examples and precise wording. ]]></description>
				<pubDate>Thu, 03 Dec 2009 04:12:35 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/back-to-basics</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Are Your Friends Making You Unsuccessful?</title>
				<link>http://www.csoinsights.com/Blog/are-your-friends-making-you-unsuccessful</link>
				<description><![CDATA[ Can social contagion impact your sales effectiveness?  Before you scoff at this idea consider one other finding from their study and another from our Sales Performance Optimization (SPO) study. ]]></description>
				<pubDate>Mon, 26 Oct 2009 07:02:50 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/are-your-friends-making-you-unsuccessful</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Just in Case You Had Any Doubt</title>
				<link>http://www.csoinsights.com/Blog/just-in-case-you-had-any-doubt</link>
				<description><![CDATA[  ... it has been a challenging time.  This week we released our most recent publication for CSOs:  Sales Compensation & Performance Management 2009 Survey Results and Analysis.  More than a thousand companies responded to this year's compensation survey and the results are eye-opening. ]]></description>
				<pubDate>Fri, 16 Oct 2009 10:00:29 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/just-in-case-you-had-any-doubt</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Earn $4500 an Hour</title>
				<link>http://www.csoinsights.com/Blog/earn-4500-an-hour</link>
				<description><![CDATA[ If you could do this full-time your income would be $900,000/year.  Yeah, Baby, that's what I'm talkin' about!  How to do it. ]]></description>
				<pubDate>Tue, 06 Oct 2009 03:59:25 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/earn-4500-an-hour</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Sales 2.0: Science or Art?</title>
				<link>http://www.csoinsights.com/Blog/sales-2.0-science-or-art</link>
				<description><![CDATA[ I don't believe there is yet a single agreed-upon definition of Sales 2.0 any more than there is of CRM. But the general notion is a next generation of sales that is, as Gerhard Gswandtner describes it, 'co-created' by both the buyer and the seller. This co-creation process is enabled by technology, principally though by no means exclusively the Internet, and attempts to leverage new phenomena such as social networking, all available channels and huge data gathering and analytic capabilities to more accurately identify prospects and predict outcomes. ]]></description>
				<pubDate>Tue, 15 Sep 2009 05:32:55 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/sales-2.0-science-or-art</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>What We Have Here Is a Failure...or Do We?</title>
				<link>http://www.csoinsights.com/Blog/what-we-have-here-is-a-failureor-do-we</link>
				<description><![CDATA[ Our data demonstrate each year how much room there is to improve in sales.  Percentage of reps meeting/exceeding quota has risen above 60% once in the past 6 years (61% in 2008).  How does this level of performance persist and is there anything to be done to improve the situation?  Or, is it a situation that needs improving? ]]></description>
				<pubDate>Wed, 02 Sep 2009 09:06:14 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/what-we-have-here-is-a-failureor-do-we</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Should You Talk About Your Competition?</title>
				<link>http://www.csoinsights.com/Blog/should-you-talk-about-your-competition</link>
				<description><![CDATA[ What are some thoughts about targeting a competitor by name in your sales strategies? ]]></description>
				<pubDate>Wed, 26 Aug 2009 15:41:09 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/should-you-talk-about-your-competition</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>The Best 5 Minutes You Can Spend</title>
				<link>http://www.csoinsights.com/Blog/the-best-5-minutes-you-can-spend</link>
				<description><![CDATA[ CSO Insights was pleased to work with Microsoft and Harvard Business Review to create an on-line sales assessment.  You can now take this survey and see in a flash how you stack up against our 2009 survey population (more than 2000 companies).   ]]></description>
				<pubDate>Thu, 20 Aug 2009 08:38:38 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/the-best-5-minutes-you-can-spend</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Funnelology Part 2</title>
				<link>http://www.csoinsights.com/Blog/funnelology-part-2</link>
				<description><![CDATA[ Last week we addressed standard Sales Funnels, plus variations such as "The Whistle" is so selective that few prospects get in, but most come out and "The Trade Show" which brings lots of junk in and closes a miniscule percentage of the prospects brought in.  Not selective enough.  This week we'll look at a couple more Funnel types.  ]]></description>
				<pubDate>Thu, 06 Aug 2009 04:50:39 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/funnelology-part-2</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Funnelology: The Study of Sales Funnels</title>
				<link>http://www.csoinsights.com/Blog/funnelology-the-study-of-sales-funnels</link>
				<description><![CDATA[ There are several noted funnelologists sharing their wisdom with us.  Ron Hubsher talks about inverting the funnel in his sales negotiations book, Closing Time", and Mark Sellers has written an entire book about it in "The Funnel Principle".  In fact, a Google search of "sales funnel concept" comes up with over 500 results covering everything from forecasting, to territory management, to sales & marketing alignment.  ]]></description>
				<pubDate>Wed, 29 Jul 2009 09:41:36 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/funnelology-the-study-of-sales-funnels</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>&quot;Show me the money!&quot;</title>
				<link>http://www.csoinsights.com/Blog/show-me-the-money</link>
				<description><![CDATA[ We have been busy this month. Last week we released our 2009 Lead Generation Optimization Survey & Analysis Report. We also launched our 2009 Sales Compensation & Performance Management Survey. The timing of this survey is deliberate. We are collecting data through Labor Day and the report will be released October 1st, when many firms will be developing their plans for 2010 while still making every effort to close our Q4 '09 successfully. ]]></description>
				<pubDate>Fri, 24 Jul 2009 05:20:14 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/show-me-the-money</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>&quot;Where Are The Leads?</title>
				<link>http://www.csoinsights.com/Blog/where-are-the-leads</link>
				<description><![CDATA[ Increasing revenues was--for the fourth year in a row--the numero uno sales objective reported by 62% of respondents to our 2009 SPO survey.  And exactly one-half this number (31%) listed optimizing lead generation among their top three objectives for this year.  So what is to be done is clear.  Is how to do it equally clear?
Short answer:  no.
 ]]></description>
				<pubDate>Thu, 16 Jul 2009 09:57:24 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/where-are-the-leads</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Are You Kidding Me?</title>
				<link>http://www.csoinsights.com/Blog/are-you-kidding-me</link>
				<description><![CDATA[ The first half of this year is already gone?  Well, as they say: Time Flies When You're...Having Fun??...Behind Plan

 ]]></description>
				<pubDate>Wed, 08 Jul 2009 11:09:53 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/are-you-kidding-me</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Entering the 21st Century</title>
				<link>http://www.csoinsights.com/Blog/Entering-the-21st-century</link>
				<description><![CDATA[ We are now almost a full decade into the twenty-first century and the idea of openly sharing content is gaining real traction.  This initial blog is one of the ways CSO Insights is inviting you to comment, to share, and co-create with us.   ]]></description>
				<pubDate>Fri, 26 Jun 2009 13:43:08 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/Entering-the-21st-century</guid>
				<dc:creator>Zack Geiser</dc:creator>
				
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