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	<title>Outside in sales &#38; marketing Ltd</title>
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	<link>http://oism.co.uk</link>
	<description>Improving B2B sales performance</description>
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		<title>5 factors of successful performance management</title>
		<link>http://oism.co.uk/5-factors-of-successful-performance-management?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=5-factors-of-successful-performance-management</link>
		<comments>http://oism.co.uk/5-factors-of-successful-performance-management#comments</comments>
		<pubDate>Thu, 23 May 2013 06:20:45 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[High performing teams?]]></category>
		<category><![CDATA[Performance Coaching]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Performance management]]></category>
		<category><![CDATA[Sales management]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2224</guid>
		<description><![CDATA[An effective approach to Performance Management in a sales organisation is one of the fundamentals of success. Many of us know that effective performance management realises value for the individual and their manager, yet many sales leaders do not prioritise this important activity citing lack of time as a common excuse. The performance of any<a href="http://oism.co.uk/5-factors-of-successful-performance-management"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_54506013"></div></div></div>]]></description>
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		<title>OUTSOLD!</title>
		<link>http://oism.co.uk/outsold?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=outsold</link>
		<comments>http://oism.co.uk/outsold#comments</comments>
		<pubDate>Tue, 13 Nov 2012 11:11:18 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Tools & Apps]]></category>
		<category><![CDATA[Viewpoints]]></category>
		<category><![CDATA[B2B buying process]]></category>
		<category><![CDATA[Opportunity management]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[Sales management]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2546</guid>
		<description><![CDATA[An old boss of mine in the mid 90&#8242;s had a great point of view when one of the team lost a deal. His rationale was this &#8211; either you shouldn&#8217;t have gone after the deal it in the first place or you were just Outsold! Harsh but true, one of your competitors played the<a href="http://oism.co.uk/outsold"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_92162720"></div></div></div>]]></description>
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		<title>Are you customer focused or just pitching?</title>
		<link>http://oism.co.uk/are-you-customer-focused-or-just-pitching?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=are-you-customer-focused-or-just-pitching</link>
		<comments>http://oism.co.uk/are-you-customer-focused-or-just-pitching#comments</comments>
		<pubDate>Tue, 23 Oct 2012 07:28:50 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Salespeople]]></category>
		<category><![CDATA[Viewpoints]]></category>
		<category><![CDATA[Proposition development]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[Sales process]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2508</guid>
		<description><![CDATA[How many times have you seen a salesperson leave a sales appointment knowing little more about the customers situation relative to when they went in? Failure to really understand the situation drastically reduces win chances. This is quite common for those sales people who are lacking confidence and therefore fall back on the good old<a href="http://oism.co.uk/are-you-customer-focused-or-just-pitching"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_7009000"></div></div></div>]]></description>
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		<title>5 reasons why you won&#8217;t understand customer needs</title>
		<link>http://oism.co.uk/5-not-understand-needs?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=5-not-understand-needs</link>
		<comments>http://oism.co.uk/5-not-understand-needs#comments</comments>
		<pubDate>Mon, 22 Oct 2012 20:08:50 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Salespeople]]></category>
		<category><![CDATA[Viewpoints]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2461</guid>
		<description><![CDATA[We have written previously about the value of time invested early in the sales cycle to understand customer needs. This helps to make the conversation relevant to the buyer and helps them to be confident that your solution will deliver the results they need. It helps to change the dynamics of the meeting and be more conversational<a href="http://oism.co.uk/5-not-understand-needs"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_73167826"></div></div></div>]]></description>
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		<title>Why you lose deals?</title>
		<link>http://oism.co.uk/why-you-lose-and-how-deal-sheet-can-help?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=why-you-lose-and-how-deal-sheet-can-help</link>
		<comments>http://oism.co.uk/why-you-lose-and-how-deal-sheet-can-help#comments</comments>
		<pubDate>Wed, 17 Oct 2012 09:14:18 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Tools & Apps]]></category>
		<category><![CDATA[Viewpoints]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2444</guid>
		<description><![CDATA[Do you know why you don&#8217;t win the deals you invest heavily in? In a recent post from Shipley they provide their findings from over 1,000 senior level win/loss interviews and cite the main reasons why companies lose deals. It is a really interesting read and we recommend you spend a little time reading through it. It is really<a href="http://oism.co.uk/why-you-lose-and-how-deal-sheet-can-help"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_13901431"></div></div></div>]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Deal Sheet for Salesforce improves your forecast</title>
		<link>http://oism.co.uk/deal-sheet-improves-forecast?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=deal-sheet-improves-forecast</link>
		<comments>http://oism.co.uk/deal-sheet-improves-forecast#comments</comments>
		<pubDate>Fri, 12 Oct 2012 11:37:14 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Finance]]></category>
		<category><![CDATA[Tools & Apps]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2424</guid>
		<description><![CDATA[Using Deal Sheet you can improve the quality of your forecast. Step away from GARBAGE IN &#8211; GARBAGE OUT! We recommend full screen viewing. Control this and the sound on the menu bar at the base of the video. &#160; &#160;<div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_83085162"></div></div></div>]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Customers</title>
		<link>http://oism.co.uk/customerspost?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=customerspost</link>
		<comments>http://oism.co.uk/customerspost#comments</comments>
		<pubDate>Fri, 12 Oct 2012 11:31:52 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Customers]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2418</guid>
		<description><![CDATA[Different roles have different pressures. Most of our clients are responsible for sales results in business to business (B2B) organisations. Senior executives, sales managers, sales people and marketing leaders understand that improving sales performance is a complex problem and not a silver bullet. We understand your challenges and have walked in your shoes. How can we<a href="http://oism.co.uk/customerspost"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_50867686"></div></div></div>]]></description>
		<wfw:commentRss>http://oism.co.uk/customerspost/feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<item>
		<title>Challenges &amp; Drivers</title>
		<link>http://oism.co.uk/challenges-drivers?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=challenges-drivers</link>
		<comments>http://oism.co.uk/challenges-drivers#comments</comments>
		<pubDate>Fri, 12 Oct 2012 11:23:53 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Business Drivers]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2412</guid>
		<description><![CDATA[Improving sales performance is a complex challenge with no single answer. For you to deliver your ambitious growth plans you must handle  complex trade offs related to customer focus, people performance and process. We believe there is no single “silver bullet” answer rather a blend of answers tailored to your situation. Outside in thinking can help you to prioritise your<a href="http://oism.co.uk/challenges-drivers"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_47158961"></div></div></div>]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Our solutions</title>
		<link>http://oism.co.uk/our-solutions?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=our-solutions</link>
		<comments>http://oism.co.uk/our-solutions#comments</comments>
		<pubDate>Fri, 12 Oct 2012 10:59:38 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[Solutions]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2399</guid>
		<description><![CDATA[We tailor our solutions to meet your complex challenges. Our process of discovery© will isolate your priorities. You are able to focus your limited resources on the most important levers of sales performance. Our broad range of services will help you to improve and sustain your results. Our &#8216;solutions&#8217; are individually tailored to meet your specific needs<a href="http://oism.co.uk/our-solutions"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_67035040"></div></div></div>]]></description>
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		<slash:comments>0</slash:comments>
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		<title>About Outside in</title>
		<link>http://oism.co.uk/about-outside-in?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=about-outside-in</link>
		<comments>http://oism.co.uk/about-outside-in#comments</comments>
		<pubDate>Fri, 12 Oct 2012 10:47:29 +0000</pubDate>
		<dc:creator>OISM</dc:creator>
				<category><![CDATA[ABOUT OISM]]></category>

		<guid isPermaLink="false">http://oism.co.uk/?p=2381</guid>
		<description><![CDATA[Some clients seek our expertise, others look for sharing of good-practice and turn to us simply because they don’t have enough hours in the day. Whatever the reason, we are committed to working as part of your team and deliver excellence in our work. We are passionate about ‘outside in thinking’ and putting customer needs<a href="http://oism.co.uk/about-outside-in"> <br /><br /> (More)…</a><div align="left"><div class="sharexyWidgetNoindexUniqueClassName"><div id="shr_38995588"></div></div></div>]]></description>
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