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	<title>The Lord of the Leads &#187; lead generation</title>
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	<link>http://thelordoftheleads.com</link>
	<description>Tips, tools, and inspiration from marketing and sales masters.</description>
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		<title>Soon taking wing&#8230;</title>
		<link>http://falconrygroup.com/soon-taking-wing/</link>
		<comments>http://falconrygroup.com/soon-taking-wing/#comments</comments>
		<pubDate>Thu, 05 Jan 2012 22:19:22 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[collaboration]]></category>
		<category><![CDATA[culture change]]></category>
		<category><![CDATA[forecasting]]></category>
		<category><![CDATA[fun]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[lead nurturing]]></category>
		<category><![CDATA[lead scoring]]></category>
		<category><![CDATA[marketing automation]]></category>
		<category><![CDATA[marketing communications]]></category>
		<category><![CDATA[product marketing]]></category>
		<category><![CDATA[sales lead management]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[social media]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=593</guid>
		<description><![CDATA[]]></description>
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		<title>Why Leads Matter &#8211; Part 1 of 3</title>
		<link>http://falconrygroup.com/why-leads-matter-part-1-of-3/</link>
		<comments>http://falconrygroup.com/why-leads-matter-part-1-of-3/#comments</comments>
		<pubDate>Wed, 10 Aug 2011 07:16:28 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[lead conversion]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[lead nurturing]]></category>
		<category><![CDATA[marketing automation]]></category>
		<category><![CDATA[marketing communications]]></category>
		<category><![CDATA[sales lead management]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[trust]]></category>
		<category><![CDATA[truth in advertising]]></category>
		<category><![CDATA[web marketing]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=515</guid>
		<description><![CDATA[I think leads are important. [I know. Shocking.] In fact I think the topic of leads is important enough to warrant at least 10-15 uninterrupted minutes of a CEO’s time each week. As the owner of two small businesses, I know that’s expensive time. Leads are worth it. In each of my next three posts, <a href='http://falconrygroup.com/why-leads-matter-part-1-of-3/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/why-leads-matter-part-1-of-3/?referer=');">[Read more...]</a>]]></description>
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		<title>A marketing automation infographic and a random Coca-Cola reference</title>
		<link>http://falconrygroup.com/a-marketing-automation-infographic-and-a-random-coca-cola-reference/</link>
		<comments>http://falconrygroup.com/a-marketing-automation-infographic-and-a-random-coca-cola-reference/#comments</comments>
		<pubDate>Thu, 30 Jun 2011 09:23:49 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[considered purchase process]]></category>
		<category><![CDATA[inside sales]]></category>
		<category><![CDATA[lead conversion]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[lead scoring]]></category>
		<category><![CDATA[marketing automation]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[web marketing]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=491</guid>
		<description><![CDATA[My friends over at Focus asked me if I wouldn&#8217;t mind sharing an infographic they recently published on marketing automation. The infographic has some interesting metrics and data points from leading research and analyst firms covering the MA and CRM space. For anyone wanting a quick intro or an updated “lay of the land” in <a href='http://falconrygroup.com/a-marketing-automation-infographic-and-a-random-coca-cola-reference/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/a-marketing-automation-infographic-and-a-random-coca-cola-reference/?referer=');">[Read more...]</a>]]></description>
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		<title>7 gains to expect by improving inbound sales</title>
		<link>http://falconrygroup.com/7-gains-to-expect-by-improving-inbound-sales/</link>
		<comments>http://falconrygroup.com/7-gains-to-expect-by-improving-inbound-sales/#comments</comments>
		<pubDate>Sun, 05 Dec 2010 00:39:34 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[budgeting]]></category>
		<category><![CDATA[collaboration]]></category>
		<category><![CDATA[culture change]]></category>
		<category><![CDATA[forecasting]]></category>
		<category><![CDATA[inside sales]]></category>
		<category><![CDATA[lead conversion]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[lead rot]]></category>
		<category><![CDATA[lead scoring]]></category>
		<category><![CDATA[marketing automation]]></category>
		<category><![CDATA[marketing to sales handoff]]></category>
		<category><![CDATA[rotting leads]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[sales lead management]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[web marketing]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=419</guid>
		<description><![CDATA[As I wrote in a previous post, not every company is ready or willing to do the heavy lifting that may be required to sustainably improve their inbound sales process. For some companies, it’s genuinely a case of “not ready.” For others, it’s really a case of “not willing” masquerading as “not ready.” I completely understand “not ready.” As <a href='http://falconrygroup.com/7-gains-to-expect-by-improving-inbound-sales/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/7-gains-to-expect-by-improving-inbound-sales/?referer=');">[Read more...]</a>]]></description>
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		<title>A picture spares us from a thousand words</title>
		<link>http://falconrygroup.com/a-picture-spares-us-from-a-thousand-words/</link>
		<comments>http://falconrygroup.com/a-picture-spares-us-from-a-thousand-words/#comments</comments>
		<pubDate>Thu, 21 Oct 2010 05:04:07 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[lead nurturing]]></category>
		<category><![CDATA[marketing automation]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[Thought Leadership]]></category>
		<category><![CDATA[b2b]]></category>
		<category><![CDATA[lead management]]></category>
		<category><![CDATA[marketing]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=359</guid>
		<description><![CDATA[I’m pleased to share with TLOTL readers the Focus Experts&#8217; Guide: Sales and Marketing Pipeline and Funnel Models. This collection of 14 one-page funnel visualizations was created by sales and marketing leaders who are active on the Focus network. If you spend any time following thought leaders in this space, you’ll recognize most if not <a href='http://falconrygroup.com/a-picture-spares-us-from-a-thousand-words/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/a-picture-spares-us-from-a-thousand-words/?referer=');">[Read more...]</a>]]></description>
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		<slash:comments>1</slash:comments>
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