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	<title>SalesArt</title>
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	<description>The art of selling in the 21st century</description>
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		<title>What is the added value of recruitement companies?</title>
		<link>http://salesart.wordpress.com/2009/07/12/what-is-the-added-value-of-recruitement-companies/</link>
		<comments>http://salesart.wordpress.com/2009/07/12/what-is-the-added-value-of-recruitement-companies/#comments</comments>
		<pubDate>Sun, 12 Jul 2009 12:16:07 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Hiring practises]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[added value]]></category>
		<category><![CDATA[assessments]]></category>
		<category><![CDATA[hiring]]></category>
		<category><![CDATA[Job interview]]></category>
		<category><![CDATA[recruitement and selection]]></category>
		<category><![CDATA[sales performance]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=118</guid>
		<description><![CDATA[I asked myself this question a few weeks ago. I was visiting a network event for sales professionals and during one of the presentations I sat next to an agent of a well know &#38; respected recruitment office in the Netherlands. She was a nice young woman, very bright and told me enthusiastic about her [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=118&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<title>Communicating value vs Creating value</title>
		<link>http://salesart.wordpress.com/2009/05/17/communicating-value-vs-creating-value/</link>
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		<pubDate>Sun, 17 May 2009 12:52:27 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[added value]]></category>
		<category><![CDATA[Kotler]]></category>
		<category><![CDATA[recession proof selling]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[value creation]]></category>
		<category><![CDATA[Value delivery]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=98</guid>
		<description><![CDATA[Creating value instead of communicating value<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=98&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<title>New business selling in a recession</title>
		<link>http://salesart.wordpress.com/2009/05/03/new-business-selling-in-a-recession/</link>
		<comments>http://salesart.wordpress.com/2009/05/03/new-business-selling-in-a-recession/#comments</comments>
		<pubDate>Sun, 03 May 2009 19:49:57 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[added value]]></category>
		<category><![CDATA[leads]]></category>
		<category><![CDATA[new business]]></category>
		<category><![CDATA[recession proof selling]]></category>
		<category><![CDATA[sales management]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[sales skills]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=88</guid>
		<description><![CDATA[How to successfully generate new business, even in a period of recession<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=88&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<title>Selling value</title>
		<link>http://salesart.wordpress.com/2009/04/19/selling-value/</link>
		<comments>http://salesart.wordpress.com/2009/04/19/selling-value/#comments</comments>
		<pubDate>Sun, 19 Apr 2009 19:20:09 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[added value]]></category>
		<category><![CDATA[assessments]]></category>
		<category><![CDATA[empathy]]></category>
		<category><![CDATA[margin]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[training]]></category>
		<category><![CDATA[Unique Selling Points]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=81</guid>
		<description><![CDATA[For the sake of a discussion I would like to start this blog with a statement: most of the salespeople we employ do not know how to sell value. (feel free to oppose, to illustrate below a nice video from Dave Kurlan to elaborate a bit on this statement) During the last three years I [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=81&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<title>Successful selection methods</title>
		<link>http://salesart.wordpress.com/2009/04/05/successful-selection-methods/</link>
		<comments>http://salesart.wordpress.com/2009/04/05/successful-selection-methods/#comments</comments>
		<pubDate>Sun, 05 Apr 2009 19:30:56 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Hiring practises]]></category>
		<category><![CDATA[assessments]]></category>
		<category><![CDATA[emotional intelligence]]></category>
		<category><![CDATA[General mental abilities]]></category>
		<category><![CDATA[Job interview]]></category>
		<category><![CDATA[predictive value]]></category>
		<category><![CDATA[recruitement and selection]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[selection methods]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=66</guid>
		<description><![CDATA[Recruiting &#38; selecting salespeople is expensive, poor selection is even more expensive (see my previous blog). The quality of your sales force has a high impact on the performance of your company so finding the right people is extremely important. 6 months ago, it was a hell of a job to find a candidate for [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=66&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>2</slash:comments>
	
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			<media:title type="html">rrijnhart</media:title>
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		<title>The importance of good hiring practises for sales functions</title>
		<link>http://salesart.wordpress.com/2009/03/29/the-importance-of-good-hiring-practises-in-sales-functions/</link>
		<comments>http://salesart.wordpress.com/2009/03/29/the-importance-of-good-hiring-practises-in-sales-functions/#comments</comments>
		<pubDate>Sun, 29 Mar 2009 16:55:40 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Hiring practises]]></category>
		<category><![CDATA[hiring]]></category>
		<category><![CDATA[job performance]]></category>
		<category><![CDATA[recruitment]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[selection]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=47</guid>
		<description><![CDATA[Why are good hiring practises important, in particular for sales? First, because hiring is expensive. Research show that out of pocket costs for hiring a salesperson average about one year of salary. This includes costs such as: 1: Recruitment &#38; selection fee&#8217;s 2: Advertisement 3: Interviewing 4: Training &#38; coaching 5: Productivity (revenue) loss due [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=47&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
		<wfw:commentRss>http://salesart.wordpress.com/2009/03/29/the-importance-of-good-hiring-practises-in-sales-functions/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
	
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			<media:title type="html">rrijnhart</media:title>
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		<title>How (dys)functional is intelligence for achieving sales performance?</title>
		<link>http://salesart.wordpress.com/2009/03/22/how-dysfunctional-is-intelligence-for-achieving-sales-performance/</link>
		<comments>http://salesart.wordpress.com/2009/03/22/how-dysfunctional-is-intelligence-for-achieving-sales-performance/#comments</comments>
		<pubDate>Sun, 22 Mar 2009 17:26:14 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Cognitive ability]]></category>
		<category><![CDATA[EQ]]></category>
		<category><![CDATA[General mental abilities]]></category>
		<category><![CDATA[IQ]]></category>
		<category><![CDATA[sales performance]]></category>
		<category><![CDATA[willem verbeke]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=17</guid>
		<description><![CDATA[Is a high intelligence quotient (IQ) related to salesperformance? Our economy becomes increasingly knowledge intensive and as a consequence salespeople need to sell more and more knowledge based solutions. Selling intangible solutions (or services) by default is more complex and time consuming and often requires other competences than selling tangible goods. It is therefore likely [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=17&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>0</slash:comments>
	
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		<title>Another Sales blog?</title>
		<link>http://salesart.wordpress.com/2009/03/15/another-sales-blog/</link>
		<comments>http://salesart.wordpress.com/2009/03/15/another-sales-blog/#comments</comments>
		<pubDate>Sun, 15 Mar 2009 13:35:10 +0000</pubDate>
		<dc:creator>Remco Rijnhart</dc:creator>
				<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://salesart.wordpress.com/?p=3</guid>
		<description><![CDATA[Indeed, a NEW sales blog. The world around us is changing rapidly and so does the art of selling.  Consumers and businesses are increasingly more aware of their needs in terms of products and services and convert them into wants by going on-line. Pricing, quality and features are easily compared and checked on-line for a [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=salesart.wordpress.com&amp;blog=6965301&amp;post=3&amp;subd=salesart&amp;ref=&amp;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>0</slash:comments>
	
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