<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Stephen Davies</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Building a Business-to-Business Sales Process</style></title><secondary-title><style face="normal" font="default" size="100%">Open Source Business Resource</style></secondary-title></titles><dates><year><style  face="normal" font="default" size="100%">2010</style></year><pub-dates><date><style  face="normal" font="default" size="100%">10/2010</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/386</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers' problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.

This article describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips for effective and consistent execution of that process to get initial sales and improve upon them. 
 </style></abstract><issue><style face="normal" font="default" size="100%">October 2010</style></issue><work-type><style face="normal" font="default" size="100%">Articles</style></work-type><custom1><style face="normal" font="default" size="100%">Sprott School of Business
Stephen Davies is an entrepreneur and business development professional working in the National Capital Region. He has sales and marketing experience in a number of sectors, notably in online education and training products, clean tech manufacturing, and operations management consulting. Stephen also lectures at the Sprott School of Business in Entrepreneurship-related subjects and is part of the Lead to Win faculty. </style></custom1></record></records></xml>