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<!--Generated by Squarespace Site Server v5.9.2 (http://www.squarespace.com/) on Fri, 12 Mar 2010 20:19:39 GMT--><rdf:RDF xmlns:rdf="http://www.w3.org/1999/02/22-rdf-syntax-ns#" xmlns:rss="http://purl.org/rss/1.0/" xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:sy="http://purl.org/rss/1.0/modules/syndication/" xmlns:admin="http://webns.net/mvcb/" xmlns:content="http://purl.org/rss/1.0/modules/content/" xmlns:cc="http://web.resource.org/cc/"><rss:channel rdf:about="http://www.solutionsellingblog.com/home/"><rss:title>Solution Selling Blog</rss:title><rss:link>http://www.solutionsellingblog.com/home/</rss:link><rss:description></rss:description><dc:language>en-US</dc:language><dc:date>2010-03-12T20:19:39Z</dc:date><admin:generatorAgent rdf:resource="http://www.squarespace.com/">Squarespace Site Server v5.9.2 (http://www.squarespace.com/)</admin:generatorAgent><rss:items><rdf:Seq><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/3/12/the-case-for-buyer-aligned-value-modelspart-2-of-4.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/3/10/the-case-for-buyer-aligned-value-modelspart-1-of-4.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/2/23/2010-sales-trends-are-in-change-the-way-you-sell-or-get-left.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/1/20/recurring-revenue-within-existing-accounts-vs-acquiring-new.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/1/14/overcoming-buyer-risk-in-major-purchases.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2010/1/11/sales-kickoffs-how-to-keep-them-motivated-all-year.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2009/12/30/want-to-exceed-revenue-targets-without-adding-headcount-focu.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2009/12/18/solution-selling-cartoon-make-yourself-equal-before-you-make.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2009/12/4/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html"/><rdf:li rdf:resource="http://www.solutionsellingblog.com/home/2009/12/3/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html"/></rdf:Seq></rss:items></rss:channel><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/3/12/the-case-for-buyer-aligned-value-modelspart-2-of-4.html"><rss:title>The Case for Buyer-Aligned Value Models…Part 2 of 4</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/3/12/the-case-for-buyer-aligned-value-modelspart-2-of-4.html</rss:link><dc:creator>Bob Schmonsees, Solution Marketing Evangelist</dc:creator><dc:date>2010-03-12T13:00:20Z</dc:date><dc:subject>Commentary Solution Marketing messaging solution centric solution mapping value value models</dc:subject><content:encoded><![CDATA[The Strategic Importance of Value Models: Whether you sell a commodity product or a complex business solution, a value model is the foundation for your positioning and messaging strategy because it determines how you communicate the purpose, value, and differentiation of your products and services. Like the product-feature-function model, value models provide the taxonomy for collecting, organizing, and sharing the marketing and selling knowledge that drives the three critical marketing deliverables that I mentioned in the introduction.
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/3/10/the-case-for-buyer-aligned-value-modelspart-1-of-4.html"><rss:title>The Case for Buyer-Aligned Value Models…Part 1 of 4</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/3/10/the-case-for-buyer-aligned-value-modelspart-1-of-4.html</rss:link><dc:creator>Bob Schmonsees, Solution Marketing Evangelist</dc:creator><dc:date>2010-03-10T13:00:39Z</dc:date><dc:subject>Commentary Solution Marketing messaging solution centric solution mapping value value models</dc:subject><content:encoded><![CDATA[The pressure on B-to-B product marketing organizations to increase their strategic relevance and their impact on sales has never been greater. They have to quickly find a way to: Create more customer relevant positing and content; Do a better job of generating, cultivating, and nurturing leads; Improve their alignment with sales and deliver tools that enable salespeople to have more meaningful business and value conversations with their customers&#8230;
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/2/23/2010-sales-trends-are-in-change-the-way-you-sell-or-get-left.html"><rss:title>2010 Sales Trends Are In – Change the Way You Sell or Get Left Behind</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/2/23/2010-sales-trends-are-in-change-the-way-you-sell-or-get-left.html</rss:link><dc:creator>Robert Kear, CMO</dc:creator><dc:date>2010-02-23T13:00:29Z</dc:date><dc:subject></dc:subject><content:encoded><![CDATA[In annual research by CSO Insights and co-sponsored by Sales Performance International, the key trends analysis for 2010 contains some unsettling data. The 2010 Sales Performance Optimization study incorporated participation by 2,800 global firms ranging from small businesses to the largest global companies. Overall, the results reflected the difficult economic situation encountered in 2009. Key findings in the study include:
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/1/20/recurring-revenue-within-existing-accounts-vs-acquiring-new.html"><rss:title>Recurring Revenue within Existing Accounts vs. Acquiring New Customers</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/1/20/recurring-revenue-within-existing-accounts-vs-acquiring-new.html</rss:link><dc:creator>Bora Kazmirci, Principal Consultant</dc:creator><dc:date>2010-01-20T13:00:17Z</dc:date><dc:subject>Business Development Checklist Commentary Solution Selling sales pipeline solution centric</dc:subject><content:encoded><![CDATA[We have all heard of - and many of us follow - the supposition that selling to existing customers is easier and a more cost effective way to generate revenue and thus a great way to grow business. Based on a recent observation I would like to offer a contradictory theory to this widely held perspective.
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/1/14/overcoming-buyer-risk-in-major-purchases.html"><rss:title>Overcoming Buyer Risk in Major Purchases</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/1/14/overcoming-buyer-risk-in-major-purchases.html</rss:link><dc:creator>James N. Touchstone, Solution Selling® Product Mgr</dc:creator><dc:date>2010-01-14T13:00:05Z</dc:date><dc:subject>Collaborative Sales Negotiations Commentary Risk negotiation solution centric</dc:subject><content:encoded><![CDATA[The risk associated with making a major purchase is not a new emotion to buying and selling, however, it appears to have taken on more significance given the current economic conditions.The first step in overcoming buyer risk is&#8230;
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2010/1/11/sales-kickoffs-how-to-keep-them-motivated-all-year.html"><rss:title>Sales Kickoffs - How to Keep them Motivated All Year</rss:title><rss:link>http://www.solutionsellingblog.com/home/2010/1/11/sales-kickoffs-how-to-keep-them-motivated-all-year.html</rss:link><dc:creator>Dorthy Wood, Mktg Analyst &amp; eLearning Specialist</dc:creator><dc:date>2010-01-11T13:00:07Z</dc:date><dc:subject>Commentary Keith Eades Sales kickoffs continual learning sales training solution centric</dc:subject><content:encoded><![CDATA[We all hope our 2010 Kickoffs will get our team motivated and provide them with new information to help them increase sales for the New Year ahead. The problem is that more often than not that excitement doesn’t last.
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2009/12/30/want-to-exceed-revenue-targets-without-adding-headcount-focu.html"><rss:title>Want to exceed revenue targets without adding headcount? Focus on seller productivity.</rss:title><rss:link>http://www.solutionsellingblog.com/home/2009/12/30/want-to-exceed-revenue-targets-without-adding-headcount-focu.html</rss:link><dc:creator>Mike Lawson, Director</dc:creator><dc:date>2009-12-30T13:00:59Z</dc:date><dc:subject>Commentary Sales improving sales sales effectiveness</dc:subject><content:encoded><![CDATA[Sales productivity consists of two components; utilization and effectiveness. The utilization level of a sales person is reflective of how much time the seller devotes to sales activities as opposed to ‘non sales’ activities.
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2009/12/18/solution-selling-cartoon-make-yourself-equal-before-you-make.html"><rss:title>Solution Selling Cartoon: Make Yourself Equal Before You Make Yourself Different</rss:title><rss:link>http://www.solutionsellingblog.com/home/2009/12/18/solution-selling-cartoon-make-yourself-equal-before-you-make.html</rss:link><dc:creator>James N. Touchstone, Solution Selling® Product Mgr</dc:creator><dc:date>2009-12-18T13:00:38Z</dc:date><dc:subject>Humor Solution Selling cartoon make yourself equal before you make yourself different sales persuasion vision re-engineering</dc:subject><content:encoded><![CDATA[<p>This is what happens when you don&#8217;t participate in the customer&#8217;s vision of a solution first, before you try to re-engineer to a better solution that features your unique capabilities&#8230;</p>
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<p>You can find more tidbits of Solution Selling wisdom like this in the <a href="http://www.amazon.com/exec/obidos/ASIN/0071456074/flatwave-20">Solution Selling Fieldbook</a>.</p>
<p>&nbsp;</p>
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2009/12/4/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html"><rss:title>Debunking 5 Myths About Virtual Sales Training (A 5 Part Series), part 5</rss:title><rss:link>http://www.solutionsellingblog.com/home/2009/12/4/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html</rss:link><dc:creator>James N. Touchstone, Solution Selling® Product Mgr</dc:creator><dc:date>2009-12-04T13:00:39Z</dc:date><dc:subject>Commentary Future of sales Sales 2.0 Virtual Instructor Led Training virtual sales training virtual training</dc:subject><content:encoded><![CDATA[While the face of virtual training will evolve, don’t let some of the common myths and misconceptions that exist in the marketplace today hinder you in developing your own learning or engaging in learning with companies such as Sales Performance International.
]]></content:encoded></rss:item><rss:item rdf:about="http://www.solutionsellingblog.com/home/2009/12/3/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html"><rss:title>Debunking 5 Myths About Virtual Sales Training (A 5 Part Series), part 4</rss:title><rss:link>http://www.solutionsellingblog.com/home/2009/12/3/debunking-5-myths-about-virtual-sales-training-a-5-part-seri.html</rss:link><dc:creator>James N. Touchstone, Solution Selling® Product Mgr</dc:creator><dc:date>2009-12-03T13:00:02Z</dc:date><dc:subject>Commentary Future of sales Sales 2.0 Virtual Instructor Led Training virtual sales training virtual training</dc:subject><content:encoded><![CDATA[Some might argue it is hard to replace the value of face-to-face interaction and traveling to a training location denotes the seriousness of the event. That being said, our VILT courseware is designed to provide two major benefits aside from cost savings:
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