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	<title>Sales Summits</title>
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		<title>Sales keys for the product leaders!</title>
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		<pubDate>Fri, 04 May 2012 20:41:38 +0000</pubDate>
		<dc:creator>Bob Hatcher</dc:creator>
				<category><![CDATA[Forecasting]]></category>
		<category><![CDATA[Market Segmentation]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[market segmentation]]></category>
		<category><![CDATA[Selling]]></category>
		<category><![CDATA[Target market]]></category>

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		<description><![CDATA[Over the past few weeks I&#8217;ve written about Tracey and Weirsma’s great book &#8220;The Wisdom of Market Leaders&#8221;.   Last week we talked about companies who compete based upon &#8220;Customer Intimacy&#8221; (see below) and today we&#8217;re going to discuss those who &#8230; <a class="more-link" href="http://www.salessummits.com/sales-keys-for-the-product-leaders/">Continue reading <span class="meta-nav">&#8594;</span></a>]]></description>
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		<title>Sales keys for the &#8220;customer intimate&#8221; company</title>
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		<pubDate>Fri, 06 Apr 2012 23:48:01 +0000</pubDate>
		<dc:creator>Bob Hatcher</dc:creator>
				<category><![CDATA[Forecasting]]></category>
		<category><![CDATA[Market Segmentation]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[market segmentation]]></category>
		<category><![CDATA[sales skills]]></category>
		<category><![CDATA[Sales training]]></category>

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		<description><![CDATA[Last week I wrote about Tracey and Weirsma&#8217;s great book &#34;The Wisdom of Market Leaders&#34;.&#160; Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective.&#160; This &#8230; <a class="more-link" href="http://www.salessummits.com/sales-keys-for-the-customer-intimate-company/">Continue reading <span class="meta-nav">&#8594;</span></a>]]></description>
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		<title>Your target market is smaller than you think!</title>
		<link>http://www.salessummits.com/ill-bet-your-target-market-is-smaller-than-you-think/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=ill-bet-your-target-market-is-smaller-than-you-think</link>
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		<pubDate>Tue, 13 Mar 2012 17:15:26 +0000</pubDate>
		<dc:creator>Bob Hatcher</dc:creator>
				<category><![CDATA[Market Segmentation]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Prospecting]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Selling]]></category>
		<category><![CDATA[Target market]]></category>

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		<description><![CDATA[Choosing target markets and market segmentation have always intrigued me.  Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend, the book is &#8220;The Discipline of &#8230; <a class="more-link" href="http://www.salessummits.com/ill-bet-your-target-market-is-smaller-than-you-think/">Continue reading <span class="meta-nav">&#8594;</span></a>]]></description>
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		<title>Three reasons sales forecasting is more important than you think.</title>
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		<pubDate>Thu, 01 Mar 2012 20:13:23 +0000</pubDate>
		<dc:creator>Bob Hatcher</dc:creator>
				<category><![CDATA[Forecasting]]></category>
		<category><![CDATA[Board]]></category>
		<category><![CDATA[CEO]]></category>
		<category><![CDATA[Management]]></category>

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		<description><![CDATA[As a sales leader, you know the importance of forecasting.  Management needs to know how much revenue you will attain in the next week, month, quarter or year.  But, my guess is that it&#8217;s more important than you think.  Here &#8230; <a class="more-link" href="http://www.salessummits.com/three-reasons-sales-forecasting-is-more-important-than-you-think/">Continue reading <span class="meta-nav">&#8594;</span></a>]]></description>
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