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	<title>Randolph Sterling, Inc.</title>
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	<link>http://www.randolphsterling.com</link>
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		<title>Case Study: Garvin Industries</title>
		<link>http://www.randolphsterling.com/2012/02/20/case-study-garvin-industries/</link>
		<comments>http://www.randolphsterling.com/2012/02/20/case-study-garvin-industries/#comments</comments>
		<pubDate>Mon, 20 Feb 2012 15:00:57 +0000</pubDate>
		<dc:creator>abbyscalf</dc:creator>
				<category><![CDATA[Abby Scalf]]></category>
		<category><![CDATA[Case Studies]]></category>
		<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Garvin Industries]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1211</guid>
		<description><![CDATA[Bart Garvin, the President and CEO of Garvin Industries had attended a supplier meeting held by one of their largest clients. During this meeting, their client suggested to their suppliers there was more that could be done to improve their overall relationship. The main concern was how to improve communication between the suppliers and more than 700 local branch offices that often purchased products from suppliers independently.

Garvin Industries wanted to develop a plan to directly and individually reach out to each these local branches. However, they did not have the internal resources to do so. 
]]></description>
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		<title>Understanding Differences: The Key to Sales Compensation Planning</title>
		<link>http://www.randolphsterling.com/2012/02/13/understanding-differences-the-key-to-sales-compensation-planning/</link>
		<comments>http://www.randolphsterling.com/2012/02/13/understanding-differences-the-key-to-sales-compensation-planning/#comments</comments>
		<pubDate>Mon, 13 Feb 2012 15:00:53 +0000</pubDate>
		<dc:creator>jolenepratt</dc:creator>
				<category><![CDATA[Jolene Pratt]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Compensation Planning]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1186</guid>
		<description><![CDATA[No two companies are alike. They are made up of different types of employees with different beliefs, goals, etc. creating different cultures. Their behavioral styles may differ, as may their motivations. Some might jump right into the sale whereas others may take the time to comprehensively understand their every client or prospect in great detail. Some may be driven by desires of wealth, others seek power and control, and still others may simply want to help people with the product or service they are selling. Perhaps there may not truly be one approach to selling that is better than another, and perhaps a person’s motivation cannot be summarized in only a few words, however, knowing which approach is best with a particular client or prospect, or within a particular industry, can be key to a company’s success, and knowing what motivates each member of your team can be crucial for keeping that team together.
]]></description>
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		<title>A Special February Greeting from Stacie Hartmann Bohr</title>
		<link>http://www.randolphsterling.com/2012/01/31/a-special-february-greeting-from-stacie-hartmann-bohr/</link>
		<comments>http://www.randolphsterling.com/2012/01/31/a-special-february-greeting-from-stacie-hartmann-bohr/#comments</comments>
		<pubDate>Tue, 31 Jan 2012 15:00:47 +0000</pubDate>
		<dc:creator>guestbloggers</dc:creator>
				<category><![CDATA[Guest Bloggers]]></category>
		<category><![CDATA[Messages]]></category>
		<category><![CDATA[Motivation]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Self Improvement]]></category>
		<category><![CDATA[Social Media]]></category>
		<category><![CDATA[February]]></category>
		<category><![CDATA[Groundhog Day]]></category>
		<category><![CDATA[New Year's Resolution]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1184</guid>
		<description><![CDATA[Welcome to February and our monthly newsletter. To be perfectly honest, I was writing this greeting and all I can hear in my mind is our Director of Social Media, Daniel Nuccio, reminding me that he can tell when I am really “feeling it” when I write something and when I am trying to meet a deadline. Not exactly the feeling you want to have when you actually are trying me meet a deadline!
]]></description>
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		<title>Is Coaching the Right People More Important Than How You Coach Them?</title>
		<link>http://www.randolphsterling.com/2012/01/30/is-coaching-the-right-people-more-important-than-how-you-coach-them/</link>
		<comments>http://www.randolphsterling.com/2012/01/30/is-coaching-the-right-people-more-important-than-how-you-coach-them/#comments</comments>
		<pubDate>Mon, 30 Jan 2012 15:00:22 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Growth Audit and Autopsy Services]]></category>
		<category><![CDATA[Management Services]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Growth Audit and Autopsy]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Coaching]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1170</guid>
		<description><![CDATA[I recently read an excellent article on sales coaching by organizational psychologist, Richard Ruff of the blog Sales Training Connection. The article was called “Sales coaching - who to and not to coach” In it, Richard Ruff discussed something we at Randolph Sterling have been telling clients for quite some time.]]></description>
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		<slash:comments>0</slash:comments>
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		<title>To Outsource or Not To Outsource? That Is the Question&#8230;</title>
		<link>http://www.randolphsterling.com/2012/01/18/to-outsource-or-not-to-outsource-that-is-the-question/</link>
		<comments>http://www.randolphsterling.com/2012/01/18/to-outsource-or-not-to-outsource-that-is-the-question/#comments</comments>
		<pubDate>Wed, 18 Jan 2012 17:45:29 +0000</pubDate>
		<dc:creator>waynesutherland</dc:creator>
				<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Management Services]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Wayne Sutherland]]></category>
		<category><![CDATA[Outsourced Sales Management]]></category>
		<category><![CDATA[Outsourcing]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1166</guid>
		<description><![CDATA[What is outsourcing? You hear about it all the time from talking heads on the news, but do you really know what it is? I consider outsourcing to be something that can be part of a key strategic move, if done correctly and with a well defined business objective. More specifically, I define outsourcing as a cost effective way to hire an outside firm to handle support services, manufacturing, sales, engineering, or any number of other tasks. Truth be told, there is no limit of verticles supported by the outsourcing model in 2012 and beyond. More and more companies have turned to "specialists" while maintaining their company’s core competencies.  ]]></description>
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		</item>
		<item>
		<title>Are You Offering Something Great, But Wondering Why No One Knows about It?</title>
		<link>http://www.randolphsterling.com/2012/01/16/are-you-offering-something-great-but-wondering-why-no-one-knows-about-it/</link>
		<comments>http://www.randolphsterling.com/2012/01/16/are-you-offering-something-great-but-wondering-why-no-one-knows-about-it/#comments</comments>
		<pubDate>Mon, 16 Jan 2012 15:22:28 +0000</pubDate>
		<dc:creator>jolenepratt</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Jolene Pratt]]></category>
		<category><![CDATA[Management Services]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Funnel]]></category>
		<category><![CDATA[Subject Matter Expert]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1163</guid>
		<description><![CDATA[Do you have a great product or service everyone wants? Can you offer your product or service at a fair market price?

Now, if only people knew about what you are offering. Of course there is the whole marketing side of things which is very important and plays a big role in the success of your business, but what about the sales side? How is your marketing team complimenting your sales team? Are your sales people using any marketing concepts to sell your product or service? Perhaps you are saying – what sales and marketing team?
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/01/16/are-you-offering-something-great-but-wondering-why-no-one-knows-about-it/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Embracing New Experiences</title>
		<link>http://www.randolphsterling.com/2012/01/09/embracing-new-experiences/</link>
		<comments>http://www.randolphsterling.com/2012/01/09/embracing-new-experiences/#comments</comments>
		<pubDate>Mon, 09 Jan 2012 23:36:48 +0000</pubDate>
		<dc:creator>abbyscalf</dc:creator>
				<category><![CDATA[Abby Scalf]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Messages]]></category>
		<category><![CDATA[Outsourced Sales]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1155</guid>
		<description><![CDATA[Consider and welcome each new experience as a learning opportunity, a chance to grow as a person as you use your strengths to help this company grow.

That is how I have embraced the opportunity to work at Randolph Sterling.

Speaking on the phone is not a new experience for me. I received my bachelor’s degree in journalism and spent many hours interviewing people over the phone to write a story, whether it be about a new village budget or an upcoming play to promote.
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/01/09/embracing-new-experiences/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Welcome 2012!</title>
		<link>http://www.randolphsterling.com/2012/01/09/welcome-2012/</link>
		<comments>http://www.randolphsterling.com/2012/01/09/welcome-2012/#comments</comments>
		<pubDate>Mon, 09 Jan 2012 15:01:49 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Holidays]]></category>
		<category><![CDATA[Messages]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[2012]]></category>
		<category><![CDATA[New Year's]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1152</guid>
		<description><![CDATA[Welcome to 2012 everyone! Some may be glad to see 2011 go while others would like to hold on a few more days. Still, others are preparing for the end of the world which apparently is set for just before Christmas this year, so get your shopping done early!]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/01/09/welcome-2012/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<title>Special Guest Blog by Sandy Fehte: If I Haven’t Angered at Least One Person Today then I’m Not Doing My Job</title>
		<link>http://www.randolphsterling.com/2012/01/03/special-guest-blog-by-sandy-fehte-if-i-haven%e2%80%99t-angered-at-least-one-person-today-then-i%e2%80%99m-not-doing-my-job/</link>
		<comments>http://www.randolphsterling.com/2012/01/03/special-guest-blog-by-sandy-fehte-if-i-haven%e2%80%99t-angered-at-least-one-person-today-then-i%e2%80%99m-not-doing-my-job/#comments</comments>
		<pubDate>Tue, 03 Jan 2012 15:00:36 +0000</pubDate>
		<dc:creator>guestbloggers</dc:creator>
				<category><![CDATA[Guest Bloggers]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Community Education]]></category>
		<category><![CDATA[Education]]></category>
		<category><![CDATA[Management]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1148</guid>
		<description><![CDATA[There’s an expression I often use with my teenage son: “If you aren't angry with me at least once a day, I’m not doing my job.” As a parent, it is my responsibility to make the difficult, and often unpopular, decisions that I feel are ultimately in his best interest and that fall in line with our family expectations.

The same holds true professionally. As an administrator in education, I work with many groups of people, including parents, secretaries, and teachers. Often, the needs of one group can only be met at the expense of another.
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/01/03/special-guest-blog-by-sandy-fehte-if-i-haven%e2%80%99t-angered-at-least-one-person-today-then-i%e2%80%99m-not-doing-my-job/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Suggestions to a Young LinkedIn User</title>
		<link>http://www.randolphsterling.com/2011/12/26/suggestions-to-a-young-linkedin-user/</link>
		<comments>http://www.randolphsterling.com/2011/12/26/suggestions-to-a-young-linkedin-user/#comments</comments>
		<pubDate>Mon, 26 Dec 2011 15:00:26 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Holidays]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Self Improvement]]></category>
		<category><![CDATA[Career Explorer]]></category>
		<category><![CDATA[LinkedIn]]></category>
		<category><![CDATA[LinkedIn Career Explorer]]></category>
		<category><![CDATA[Social Media]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1146</guid>
		<description><![CDATA[Over the Holiday, I was speaking with my 20 year old cousin who asked me during our conversation if I would take a look at his LinkedIn profile and make suggestions where I could. Of course I agreed, but as I wrote my suggestion to my cousin, a 20 year old kid still in college and just beginning his career, I thought that many of the things I felt he could improve upon could also be useful to many of my loyal Randolph Sterling blog newsletter readers no matter what stage they are in their career.
]]></description>
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