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	<description>Your Guide to Higher Profits</description>
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		<title>The No Selling Sales Conversation</title>
		<link>http://sherpabusinessdevelopment.com/2010/02/the-no-selling-sales-conversation/</link>
		<comments>http://sherpabusinessdevelopment.com/2010/02/the-no-selling-sales-conversation/#comments</comments>
		<pubDate>Thu, 25 Feb 2010 05:20:03 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[sales tactics]]></category>
		<category><![CDATA[systems]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=707</guid>
		<description><![CDATA[Do you dread going into a &#8220;sales call?&#8221;  It takes a certain kind of individual to get excited about such a meeting &#8212; to truly relish it.  Well, that&#8217;s not me.  Some days I wish I was &#8220;that guy,&#8221; but I&#8217;m not.  Nevertheless, I have (if I do say so myself) a tremendous amount of [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>I&#8217;ll Have to Think About It</title>
		<link>http://sherpabusinessdevelopment.com/2010/02/ill-have-to-think-about-it/</link>
		<comments>http://sherpabusinessdevelopment.com/2010/02/ill-have-to-think-about-it/#comments</comments>
		<pubDate>Fri, 12 Feb 2010 05:10:00 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[follow up]]></category>
		<category><![CDATA[systems]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=698</guid>
		<description><![CDATA[If you are in sales, you have probably heard that statement more times than you would like to remember &#8212; &#8220;I&#8217;ll have to think about it.&#8221;  When that phrase falls on your ears, you just go ahead and translate it to &#8220;no&#8221; in your head, don&#8217;t you(?)  I know I can react that way when [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Sales &#8220;Venture Capital&#8221; Style</title>
		<link>http://sherpabusinessdevelopment.com/2010/01/sales-venture-capital-style/</link>
		<comments>http://sherpabusinessdevelopment.com/2010/01/sales-venture-capital-style/#comments</comments>
		<pubDate>Tue, 26 Jan 2010 23:41:23 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[follow up]]></category>
		<category><![CDATA[lead tracking]]></category>
		<category><![CDATA[marketing]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=642</guid>
		<description><![CDATA[Ever feel like a nuisance when you follow up with your prospects? It’s a frustrating place to be, isn’t it. You wish you had something new to say or some compelling reason for them to budge. When you don’t, it often leads to not making the call at all. If you don’t need the work, [...]]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Work Your Plan</title>
		<link>http://sherpabusinessdevelopment.com/2010/01/work-your-plan/</link>
		<comments>http://sherpabusinessdevelopment.com/2010/01/work-your-plan/#comments</comments>
		<pubDate>Tue, 12 Jan 2010 20:42:19 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[focus]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[systems]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=631</guid>
		<description><![CDATA[Ever heard the phrase &#8220;plan your work and work your plan?&#8221;  Well, creating your plan for the year (see my &#8220;Groundhog Day&#8221; post from December) is the &#8220;plan your work&#8221; part.  As you know having a plan and living your plan can be two very different things!  So this post is devoted to &#8220;working your [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Groundhog Day</title>
		<link>http://sherpabusinessdevelopment.com/2009/12/groundhog-day/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/12/groundhog-day/#comments</comments>
		<pubDate>Tue, 15 Dec 2009 19:47:02 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[systems]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=586</guid>
		<description><![CDATA[If you are like many business owners, this time of year is a mixed bag of regrets over what you didn&#8217;t accomplish during 2009 and renewed energy to make 2010 your best year ever.  In your dark moments, do you feel like Bill Murray in Groundhog Day&#8230;doomed to live the same day, with the same [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>The Beauty of a One Page Plan</title>
		<link>http://sherpabusinessdevelopment.com/2009/12/the-beauty-of-a-one-page-plan/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/12/the-beauty-of-a-one-page-plan/#comments</comments>
		<pubDate>Fri, 11 Dec 2009 02:08:53 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[focus]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[vision]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=580</guid>
		<description><![CDATA[&#8220;If I had more time, I would have written a shorter letter&#8221; is a quotation from T.S. Eliot.  I agree that it is hard to boil down big ideas and concepts into brief statements.  But the process is so valuable.  Not only that, the output is exponentially more valuable the shorter it gets.
You can&#8217;t tack [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>A Simple But Powerful Way to Stay &#8220;On Track&#8221;</title>
		<link>http://sherpabusinessdevelopment.com/2009/11/a-simple-but-powerful-way-to-stay-on-track/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/11/a-simple-but-powerful-way-to-stay-on-track/#comments</comments>
		<pubDate>Tue, 01 Dec 2009 05:22:42 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[focus]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[vision]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=576</guid>
		<description><![CDATA[Isn&#8217;t funny that so many powerful tools boil down to just a few simple concepts.  I am constantly reading books on business, leadership, self-improvement and the like.  At least for me, the most profound insights are the ones that make you go &#8220;duh &#8212; why didn&#8217;t I think of that?&#8221; 
It may sound backwards, but I [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Generate and Convert</title>
		<link>http://sherpabusinessdevelopment.com/2009/11/generate-and-convert/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/11/generate-and-convert/#comments</comments>
		<pubDate>Thu, 05 Nov 2009 20:57:18 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[follow up]]></category>
		<category><![CDATA[lead generation]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=551</guid>
		<description><![CDATA[Why is this the &#8220;last&#8221; step? Well, it is the place in your marketing where you are most likely writing checks, PLUS you have to wait the longest to realize the results. It is best to maximize the benefit of generating new leads by having your “customer-maximizing” house in order.
I’ve put these two topics together [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Set the Strategy</title>
		<link>http://sherpabusinessdevelopment.com/2009/10/set-the-strategy/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/10/set-the-strategy/#comments</comments>
		<pubDate>Thu, 22 Oct 2009 05:07:02 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[media mix]]></category>
		<category><![CDATA[return on investment]]></category>
		<category><![CDATA[ROI]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=537</guid>
		<description><![CDATA[I get some &#8220;pushback&#8221; on this point &#8212; the idea that setting your marketing strategy should come a whole lot earlier than &#8220;step 3.&#8221;  Some of it is symantics &#8212; of course establishing a Vision for your business 1 year and 5 years down the road is a fundamental step in refining your existing business [...]]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Maximize the Current</title>
		<link>http://sherpabusinessdevelopment.com/2009/10/maximize-the-current/</link>
		<comments>http://sherpabusinessdevelopment.com/2009/10/maximize-the-current/#comments</comments>
		<pubDate>Fri, 16 Oct 2009 22:39:37 +0000</pubDate>
		<dc:creator>AndyM</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[customer retention]]></category>
		<category><![CDATA[follow up]]></category>
		<category><![CDATA[Referrals]]></category>

		<guid isPermaLink="false">http://sherpabusinessdevelopment.com/?p=530</guid>
		<description><![CDATA[Often times a conversation with a business owner will start with this question &#8211; &#8220;can you help me get more leads?&#8221;  The answer (of course!) is &#8220;YES,&#8221; but in following my own medicine, I never respond with an answer to that question.  Why?  Because I know that is not the real question that they want [...]]]></description>
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		<slash:comments>0</slash:comments>
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