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	<title>Sales Head Office</title>
	<link>http://salesho.com</link>
	<description>A Sales Blog</description>
	<pubDate>Thu, 19 Apr 2007 22:01:06 +0000</pubDate>
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		<title>Sales Books</title>
		<link>http://salesho.com/sales-books/</link>
		<comments>http://salesho.com/sales-books/#comments</comments>
		<pubDate>Thu, 19 Apr 2007 21:56:11 +0000</pubDate>
		<dc:creator>&#60;ADMINNICENAME&#62;</dc:creator>
		
	<category>Sales Management</category>
		<guid isPermaLink="false">http://salesho.com/sales-books/</guid>
		<description><![CDATA[Here is a short list of some books I&#8217;ve found useful and recommended to my sales teams: From Vendor to Business Resource – Jerry Stapleton,
Raving Fans – Ken Blanchard
Spin Selling – Neil Rackham
Swim with the Sharks without Being Eaten Alive – Harvey McKay
Who Moved My Cheese – Spencer Johnson
Customers For Life – Carl Sewell
Question Based Selling [...]]]></description>
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		<title>2 Left 2 Right Prospecting</title>
		<link>http://salesho.com/2-left-2-right-prospecting/</link>
		<comments>http://salesho.com/2-left-2-right-prospecting/#comments</comments>
		<pubDate>Sat, 24 Mar 2007 15:38:26 +0000</pubDate>
		<dc:creator>&#60;ADMINNICENAME&#62;</dc:creator>
		
	<category>Prospecting</category>
		<guid isPermaLink="false">http://salesho.com/2-left-2-right-prospecting/</guid>
		<description><![CDATA[2 Right 2 Left Prospecting
If you are doing business in an area of town, an office building or an industrial complex, you should always take 10 minutes and visit each 2 companies to the left and right of the company you are there to see. If you keep some information packages in your car, you will [...]]]></description>
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		<title>3 Wide 3 Deep</title>
		<link>http://salesho.com/3-wide-3-deep/</link>
		<comments>http://salesho.com/3-wide-3-deep/#comments</comments>
		<pubDate>Sat, 24 Mar 2007 15:33:00 +0000</pubDate>
		<dc:creator>&#60;ADMINNICENAME&#62;</dc:creator>
		
	<category>Prospecting</category>
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		<description><![CDATA[3 Wide 3 Deep
Expand Your Knowledge and Sphere of Influence
With any account or prospect there is almost always more than one point of contact that you can be working with. The goal of this program is to find as many of these people as possible to increase your penetration and ownership of the account. By [...]]]></description>
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		<title>The VITO Letter</title>
		<link>http://salesho.com/the-vito-letter/</link>
		<comments>http://salesho.com/the-vito-letter/#comments</comments>
		<pubDate>Thu, 01 Feb 2007 23:39:54 +0000</pubDate>
		<dc:creator>&#60;ADMINNICENAME&#62;</dc:creator>
		
	<category>Sales Management</category>
		<guid isPermaLink="false">http://salesho.com/the-vito-letter/</guid>
		<description><![CDATA[The idea of the VITO letter comes from a mid-nineties book by Tony Parinello called Selling to VITO. VITO stands for Very Important Top Officer. Basically, the VITO letter is supposed to get you in front of that hard to reach executive. Whether or not you believe in the effectiveness of Parinello&#8217;s version of the executive letter, [...]]]></description>
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		<item>
		<title>A Good Definition of Hard Work!</title>
		<link>http://salesho.com/a-good-definition-of-hard-work/</link>
		<comments>http://salesho.com/a-good-definition-of-hard-work/#comments</comments>
		<pubDate>Sat, 06 Jan 2007 21:41:40 +0000</pubDate>
		<dc:creator>&#60;ADMINNICENAME&#62;</dc:creator>
		
	<category>Prospecting</category>
		<guid isPermaLink="false">http://salesho.com/a-good-definition-of-hard-work/</guid>
		<description><![CDATA[I read a book review in the Globe and Mail on a book from an author named Seth Godin called Small is the New Big. In the review the author is quoted, and I wanted to share the quote with you:


“Hard work is about risk. It begins when you deal with the things you would rather [...]]]></description>
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