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	<title>Randolph Sterling, Inc.</title>
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	<link>http://www.randolphsterling.com</link>
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		<title>What is Your Business Strategy: You Do Have One, Right? (Part 1)</title>
		<link>http://www.randolphsterling.com/2012/04/09/what-is-your-business-strategy-you-do-have-one-right-part-1/</link>
		<comments>http://www.randolphsterling.com/2012/04/09/what-is-your-business-strategy-you-do-have-one-right-part-1/#comments</comments>
		<pubDate>Mon, 09 Apr 2012 15:00:32 +0000</pubDate>
		<dc:creator>jolenepratt</dc:creator>
				<category><![CDATA[Business Trends]]></category>
		<category><![CDATA[Jolene Pratt]]></category>
		<category><![CDATA[Management Services]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1248</guid>
		<description><![CDATA[So, what is your business strategy? You do have a strategy, right?

Can your business succeed without a business strategy?

I wouldn’t suggest running your business without some kind of strategy or plan. Just going from one tactic to another, testing the waters to see what might work probably isn’t the best routine for a successful business. This is more like standing in the middle of a forest, walking a few steps in one direction, only seeing more trees and switching to another direction. You may eventually get out, but how do you get where you wanted to go?
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/04/09/what-is-your-business-strategy-you-do-have-one-right-part-1/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Nine Years and Going Strong: Happy Birthday Randolph Sterling!</title>
		<link>http://www.randolphsterling.com/2012/04/04/nine-years-and-going-strong-happy-birthday-randolph-sterling/</link>
		<comments>http://www.randolphsterling.com/2012/04/04/nine-years-and-going-strong-happy-birthday-randolph-sterling/#comments</comments>
		<pubDate>Wed, 04 Apr 2012 04:54:57 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[Chicago]]></category>
		<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Events]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Messages]]></category>
		<category><![CDATA[News]]></category>
		<category><![CDATA[North Carolina]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Special Events]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1237</guid>
		<description><![CDATA[Welcome to our April newsletter. April is my favorite month of the year, not only because spring has sprung but also because of two birthdays, mine and Randolph Sterling’s.

Randolph Sterling celebrates its nine year Anniversary on April 22nd (three days before my birthday, for those of you sending cards and presents). Please indulge me a bit, while I take a quick stroll down memory lane.
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/04/04/nine-years-and-going-strong-happy-birthday-randolph-sterling/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Is It Right to Help a Prospect Out of Their Current Contract with the Competition?</title>
		<link>http://www.randolphsterling.com/2012/03/26/is-it-right-to-help-a-prospect-out-of-their-current-contract-with-the-competition/</link>
		<comments>http://www.randolphsterling.com/2012/03/26/is-it-right-to-help-a-prospect-out-of-their-current-contract-with-the-competition/#comments</comments>
		<pubDate>Mon, 26 Mar 2012 15:00:32 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Business Secrets]]></category>
		<category><![CDATA[Business Trends]]></category>
		<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Ethics]]></category>
		<category><![CDATA[Contracts]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1233</guid>
		<description><![CDATA[I was reading an article recently about how to combat a prospect’s claim that they have a contract with your competition. This article gave readers tips such as mentioning that the longer the contract they have in place, the more money you can save them.  Personally, and professionally, I have several issues with this, and think that taking such an approach will end up hurting you more than it helps.
]]></description>
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		<item>
		<title>A Failure to Plan a Trade Show Is a Plan to Fail a Trade Show</title>
		<link>http://www.randolphsterling.com/2012/03/18/a-failure-to-plan-a-trade-show-is-a-plan-to-fail-a-trade-show/</link>
		<comments>http://www.randolphsterling.com/2012/03/18/a-failure-to-plan-a-trade-show-is-a-plan-to-fail-a-trade-show/#comments</comments>
		<pubDate>Sun, 18 Mar 2012 15:00:04 +0000</pubDate>
		<dc:creator>waynesutherland</dc:creator>
				<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Trade Shows]]></category>
		<category><![CDATA[Wayne Sutherland]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Outside Sales]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1223</guid>
		<description><![CDATA[Okay so we're borrowing a phrase to make a point but it's true. If the goal is to just be there or to "wow the audience" with the best giveaways you are missing the point! 

Investing and truly getting ROI starts and stops with a successful plan. Like most things, careful planning, timing, resources, and budget all play a part in a successful trade show. Here is a closer look at those components:
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Working Your Way Down the Sales Funnel: Some Helpful Hints</title>
		<link>http://www.randolphsterling.com/2012/03/12/working-your-way-down-the-sales-funnel-some-helpful-hints/</link>
		<comments>http://www.randolphsterling.com/2012/03/12/working-your-way-down-the-sales-funnel-some-helpful-hints/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 15:00:05 +0000</pubDate>
		<dc:creator>jolenepratt</dc:creator>
				<category><![CDATA[Business Secrets]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[Jolene Pratt]]></category>
		<category><![CDATA[Management Services]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Sales Funnel]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Social Media]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1220</guid>
		<description><![CDATA[Most of us know the fundamentals of a basic sales funnel. You start out with a hot lead from varying areas. This ends up as an opportunity for business. You send out a proposal for services. And, hopefully, in turn you have yourself a new customer! A sales funnel starts at the very beginning of the new business stage when you initially capture the attention and interest of your prospects via your website, social media efforts, a well stated voice mail or phone call, newsletter, or maybe even a referral. Yet, no matter which way the sales funnel begins, once it begins, making sure you stay on target is key to making sure the end result is more prospects becoming clients.
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Randolph Sterling: Partners NOT Telemarketers</title>
		<link>http://www.randolphsterling.com/2012/03/05/randolph-sterling-partners-not-telemarketers/</link>
		<comments>http://www.randolphsterling.com/2012/03/05/randolph-sterling-partners-not-telemarketers/#comments</comments>
		<pubDate>Mon, 05 Mar 2012 15:00:35 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Business Growth]]></category>
		<category><![CDATA[Business Secrets]]></category>
		<category><![CDATA[Chicago]]></category>
		<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Inside Sales]]></category>
		<category><![CDATA[North Carolina]]></category>
		<category><![CDATA[Outsourced Sales]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Outside Sales]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Small Business]]></category>
		<category><![CDATA[Telemarketing]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1217</guid>
		<description><![CDATA[Recently I had one of those weeks of practically non-stop travel! Although I may never hear that knock on my door from a Yankees recruiter, it’s weeks like these that make me think I’ve had at least a taste of the lifestyle, or at least the schedule. With stops including Boston, Raleigh, Charlotte, and Chicago, the birth place of Randolph Sterling Inc., it was not difficult to forget what city I was waking up in the morning, but it was definitely been worth it!
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/03/05/randolph-sterling-partners-not-telemarketers/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>At Randolph Sterling, Your Success, Not Your Luck, Is Our Business</title>
		<link>http://www.randolphsterling.com/2012/02/26/at-randolph-sterling-your-success-not-your-luck-is-our-business/</link>
		<comments>http://www.randolphsterling.com/2012/02/26/at-randolph-sterling-your-success-not-your-luck-is-our-business/#comments</comments>
		<pubDate>Sun, 26 Feb 2012 15:00:15 +0000</pubDate>
		<dc:creator>richburghgraef</dc:creator>
				<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Messages]]></category>
		<category><![CDATA[Motivation]]></category>
		<category><![CDATA[RandolphSterling]]></category>
		<category><![CDATA[Rich Burghgraef]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Luck]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[St. Patrick's Day]]></category>

		<guid isPermaLink="false">http://www.randolphsterling.com/?p=1214</guid>
		<description><![CDATA[Luck (luk) noun 1)  the things that seem to happen to a person by chance, good or bad; fortune (My luck took a turn for the worse.)  2)  good fortune (I had the luck to be first.)
]]></description>
		<wfw:commentRss>http://www.randolphsterling.com/2012/02/26/at-randolph-sterling-your-success-not-your-luck-is-our-business/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<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>
		<wfw:commentRss>http://www.randolphsterling.com/2012/02/20/case-study-garvin-industries/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<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>
		<wfw:commentRss>http://www.randolphsterling.com/2012/02/13/understanding-differences-the-key-to-sales-compensation-planning/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<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>
		<wfw:commentRss>http://www.randolphsterling.com/2012/01/31/a-special-february-greeting-from-stacie-hartmann-bohr/feed/</wfw:commentRss>
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