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	<title>The Accidental Salesman &#187; Business Development</title>
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	<link>http://www.theaccidentalsalesman.com</link>
	<description>Free online sales training with Richard White</description>
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		<itunes:summary>Free online sales training with Richard White</itunes:summary>
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			<title>The Accidental Salesman</title>
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		<title>How to develop trusted relationships that win you more sales from corporates</title>
		<link>http://www.theaccidentalsalesman.com/business-development/how-to-develop-trusted-relationships-that-win-you-more-sales-from-corporates/</link>
		<comments>http://www.theaccidentalsalesman.com/business-development/how-to-develop-trusted-relationships-that-win-you-more-sales-from-corporates/#comments</comments>
		<pubDate>Sat, 21 Jan 2012 13:51:22 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Developing Relationships]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3813</guid>
		<description><![CDATA[I once heard an excellent saying from a very successful businessman. He said that small business owners decide with their wallets whilst people in large businesses decide with their jobs. Whilst this may not be totally true, it helps us understand why trust is especially important when selling to corporates.
Having a trusted relationship will not [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Take the easy road to more sales</title>
		<link>http://www.theaccidentalsalesman.com/business-development/take-the-easy-road-to-more-sales/</link>
		<comments>http://www.theaccidentalsalesman.com/business-development/take-the-easy-road-to-more-sales/#comments</comments>
		<pubDate>Sat, 14 Jan 2012 10:38:57 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Account Management]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Sales Effectiveness]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3762</guid>
		<description><![CDATA[Sometimes we can make things harder for ourselves without realising it. I prefer to take the easy path every time, especially when it comes to sales.
It took me a while to fully appreciate that there are some things that are easier to sell than others. But when I &#8216;got it&#8217; I became really excited because [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>9 ways to win more sales from your competition</title>
		<link>http://www.theaccidentalsalesman.com/business-development/9-ways-to-win-more-sales-from-your-competition/</link>
		<comments>http://www.theaccidentalsalesman.com/business-development/9-ways-to-win-more-sales-from-your-competition/#comments</comments>
		<pubDate>Sun, 08 Jan 2012 11:02:27 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3737</guid>
		<description><![CDATA[Yesterday I was catching up on some recorded TV on my Sky+ player. One of the programs was a documentary on evolution and it was really focused on the vital role that the competition for food has played in how species evolve.
The food for business is profitable sales and just like the animal kingdom we [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Discover how the way you respond to email enquiries can significantly impact your sales</title>
		<link>http://www.theaccidentalsalesman.com/starting-selling/discover-how-the-way-you-respond-to-email-enquiries-can-significantly-impact-your-sales/</link>
		<comments>http://www.theaccidentalsalesman.com/starting-selling/discover-how-the-way-you-respond-to-email-enquiries-can-significantly-impact-your-sales/#comments</comments>
		<pubDate>Sat, 07 Jan 2012 09:27:40 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Closing Sales]]></category>
		<category><![CDATA[Consultative Selling]]></category>
		<category><![CDATA[Easy Selling]]></category>
		<category><![CDATA[Sales Effectiveness]]></category>
		<category><![CDATA[Sales Techniques]]></category>
		<category><![CDATA[Starting Selling]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3707</guid>
		<description><![CDATA[Email is an incredibly powerful business tool and it’s hard to remember how business used to function in the days before email took off. I don’t know about you, but I still get really excited each time I get an email enquiry.
How you respond to email enquiries, however,  could make the difference between winning [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>How to see things from your clients perspective</title>
		<link>http://www.theaccidentalsalesman.com/business-development/how-to-see-things-from-your-clients-perspective/</link>
		<comments>http://www.theaccidentalsalesman.com/business-development/how-to-see-things-from-your-clients-perspective/#comments</comments>
		<pubDate>Sat, 06 Aug 2011 13:19:30 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Account Management]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Developing Relationships]]></category>
		<category><![CDATA[Sales Effectiveness]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3429</guid>
		<description><![CDATA[The art of sales is to be able to match what your client wants with what you are selling. To be able to do that requires being able to see things from your clients perspective.
Indeed the mantra of sales people is WIIFM (pronounced WIFF ‘EM – as in WIFF THEM!). It stands for What’s in [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>How to get your prospects to start spending</title>
		<link>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-get-your-prospects-to-start-spending/</link>
		<comments>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-get-your-prospects-to-start-spending/#comments</comments>
		<pubDate>Fri, 24 Jun 2011 08:00:50 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Closing Sales]]></category>
		<category><![CDATA[Generating Sales Leads]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3245</guid>
		<description><![CDATA[Lately I have been seeing a lot of people struggling to get their potential clients to take the step from being interested to parting with cash. They are hearing all the right noises but wallets are remaining firmly closed. 
It’s understandable when you consider the current flat economy and general uncertainty combined with the continual [...]]]></description>
		<wfw:commentRss>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-get-your-prospects-to-start-spending/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>5 things to do before outsourcing your telemarketing</title>
		<link>http://www.theaccidentalsalesman.com/generating-sales-leads/5-things-to-do-before-outsourcing-your-telemarketing/</link>
		<comments>http://www.theaccidentalsalesman.com/generating-sales-leads/5-things-to-do-before-outsourcing-your-telemarketing/#comments</comments>
		<pubDate>Sat, 11 Jun 2011 10:39:16 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Generating Sales Leads]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Telemarketing]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3230</guid>
		<description><![CDATA[Telemarketing can be an effective form of lead generation and it is often an activity that is outsourced to a specialist company. All too often it ends up being a costly exercise with no extra business to show from it. Here are 5 things to do before outsourcing your telemarketing to a third-party supplier.
Clarify your [...]]]></description>
		<wfw:commentRss>http://www.theaccidentalsalesman.com/generating-sales-leads/5-things-to-do-before-outsourcing-your-telemarketing/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The business without a face</title>
		<link>http://www.theaccidentalsalesman.com/generating-sales-leads/the-business-without-a-face/</link>
		<comments>http://www.theaccidentalsalesman.com/generating-sales-leads/the-business-without-a-face/#comments</comments>
		<pubDate>Wed, 01 Jun 2011 07:10:31 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Generating Sales Leads]]></category>
		<category><![CDATA[Internet Marketing]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3192</guid>
		<description><![CDATA[I was reading through some group discussions on a Linkedin this morning and there was a certain post which caught my eye. It had been started as a leading question which might as well have been a sales pitch. The thing that piqued my curiosity was that the photo of the person asking the question [...]]]></description>
		<wfw:commentRss>http://www.theaccidentalsalesman.com/generating-sales-leads/the-business-without-a-face/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Rant: Is the recession over?</title>
		<link>http://www.theaccidentalsalesman.com/starting-selling/rant-is-the-recession-over/</link>
		<comments>http://www.theaccidentalsalesman.com/starting-selling/rant-is-the-recession-over/#comments</comments>
		<pubDate>Wed, 18 May 2011 08:28:12 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Account Management]]></category>
		<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Developing Relationships]]></category>
		<category><![CDATA[Generating Sales Leads]]></category>
		<category><![CDATA[Sales Effectiveness]]></category>
		<category><![CDATA[Sales Meetings]]></category>
		<category><![CDATA[Starting Selling]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3108</guid>
		<description><![CDATA[I am sorry but I need to get something off my chest today. It’s been bugging me for ages and yesterday was just the last straw! 
A new supplier who promised me he would do something let me down, yet again. When we first started working together he couldn&#8217;t be more helpful. One month in, [...]]]></description>
		<wfw:commentRss>http://www.theaccidentalsalesman.com/starting-selling/rant-is-the-recession-over/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>How to use Twitter for Business Development</title>
		<link>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-use-twitter-for-business-development/</link>
		<comments>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-use-twitter-for-business-development/#comments</comments>
		<pubDate>Mon, 16 May 2011 10:31:48 +0000</pubDate>
		<dc:creator>Richard White</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Business Networking]]></category>
		<category><![CDATA[Generating Sales Leads]]></category>

		<guid isPermaLink="false">http://www.theaccidentalsalesman.com/?p=3085</guid>
		<description><![CDATA[If you are still trying to make sense of social media and how it fits into a business development strategy then I know how you feel. For well over a year there has been the overwhelming stench of snake oil hanging in the air and it just seems to be getting worse.
There is no doubt [...]]]></description>
		<wfw:commentRss>http://www.theaccidentalsalesman.com/generating-sales-leads/how-to-use-twitter-for-business-development/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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