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		<title>How to make cold calling, warm</title>
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		<pubDate>Mon, 02 Jan 2012 09:00:48 +0000</pubDate>
		<dc:creator>Charlie Lawson</dc:creator>
				<category><![CDATA[Building relationships]]></category>
		<category><![CDATA[Charlie Lawson]]></category>
		<category><![CDATA[Featured Contributors]]></category>
		<category><![CDATA[bni]]></category>
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		<category><![CDATA[facebook]]></category>
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		<description><![CDATA[Imagine the scene.  It’s 10am, you’re in your office, onto your second cuppa of the day, Facebook pages have been checked and updated, and you’re dealing with the unanswered emails in your inbox.  The phone rings, and the person on the other end launches into their sales pitch: “I don’t know who deals with your stationery supplies, but I wanted to tell you about our fantastic offers…” This immediately breaks the mood and instils a sense of irritation.  “No, sorry, we have an office supplies company.”  End of conversation.  Now – you as the targeted customer certainly didn’t enjoy that [...]]]></description>
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