<?xml version="1.0" encoding="UTF-8"?>
<rss version="2.0"
	xmlns:content="http://purl.org/rss/1.0/modules/content/"
	xmlns:wfw="http://wellformedweb.org/CommentAPI/"
	xmlns:dc="http://purl.org/dc/elements/1.1/"
	xmlns:atom="http://www.w3.org/2005/Atom"
	xmlns:sy="http://purl.org/rss/1.0/modules/syndication/"
	xmlns:slash="http://purl.org/rss/1.0/modules/slash/"
	>

<channel>
	<title>Mark Richman &#187; sales</title>
	<atom:link href="http://www.markrichman.com/tag/sales/feed/" rel="self" type="application/rss+xml" />
	<link>http://www.markrichman.com</link>
	<description>Cloud Computing Technologist. Application Architect. Experienced Consultant.</description>
	<lastBuildDate>Thu, 20 Oct 2011 06:00:51 +0000</lastBuildDate>
	<language>en</language>
	<sy:updatePeriod>hourly</sy:updatePeriod>
	<sy:updateFrequency>1</sy:updateFrequency>
	<generator>http://wordpress.org/?v=3.2.1</generator>
		<item>
		<title>Questioning the Billable Hour part 3: Seven Industries</title>
		<link>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/</link>
		<comments>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/#comments</comments>
		<pubDate>Mon, 07 Dec 2009 00:42:11 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=160</guid>
		<description><![CDATA[Situation A: Is Faster Service Worth More? Your computer is not working properly. You have tried to understand the problem and find a solution that you can implement yourself. Yet, after trying, you are no closer to a solution, you find the situation aggravating, and you decide that there’s no point in continuing to attempt [...]]]></description>
		<wfw:commentRss>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>101 Questions for Any Sales Situation</title>
		<link>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/</link>
		<comments>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/#comments</comments>
		<pubDate>Sat, 05 Dec 2009 01:18:57 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=153</guid>
		<description><![CDATA[By Alan Weiss Copyright 2009. All rights reserved. Source: http://www.contrarianconsulting.com/101-questions-for-any-sales-situation/ Reprinted with permission I. Qualifying the Prospect This is the process of determining whether the inquiry is appropriate for your business in terms of size, relevance, seriousness, and related factors. In other words, you don’t want to pursue a lead which can’t result in legitimate—and [...]]]></description>
		<wfw:commentRss>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
	</channel>
</rss>

