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	<title>The Lord of the Leads &#187; sales effectiveness</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>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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		<slash:comments>0</slash:comments>
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		<title>The 3 Keys to Marketing Happiness</title>
		<link>http://falconrygroup.com/the-3-keys-to-marketing-happiness/</link>
		<comments>http://falconrygroup.com/the-3-keys-to-marketing-happiness/#comments</comments>
		<pubDate>Sat, 16 Apr 2011 22:47:35 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[budgeting]]></category>
		<category><![CDATA[collaboration]]></category>
		<category><![CDATA[forecasting]]></category>
		<category><![CDATA[fun]]></category>
		<category><![CDATA[marketing to sales handoff]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[truth in advertising]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=475</guid>
		<description><![CDATA[Here’s the deal: marketing is hard. If you think marketing is easy, you’re probably not a marketer. Or a human. Yes, you’re probably some kind of replicant who (that?) has been lucky enough to have the Google algorithm programmed into memory. Or you are, in fact, the Google algorithm, crawling this page right now. [In which <a href='http://falconrygroup.com/the-3-keys-to-marketing-happiness/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/the-3-keys-to-marketing-happiness/?referer=');">[Read more...]</a>]]></description>
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		<slash:comments>8</slash:comments>
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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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		<slash:comments>0</slash:comments>
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		<title>Are you a rainmaker or a meteorologist?</title>
		<link>http://falconrygroup.com/are-you-a-rainmaker-or-a-meteorologist/</link>
		<comments>http://falconrygroup.com/are-you-a-rainmaker-or-a-meteorologist/#comments</comments>
		<pubDate>Tue, 12 Oct 2010 02:14:20 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[collaboration]]></category>
		<category><![CDATA[forecasting]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[sales lead management]]></category>
		<category><![CDATA[sales process]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=333</guid>
		<description><![CDATA[A CFO with whom I once worked shared with me the qualities he believed essential in a VP of Sales. As he worked up the list from bottom to top, I was certain that some variation of “consistently achieving revenue and gross margin quota” was going to occupy the #1 slot. But instead, he treated me to <a href='http://falconrygroup.com/are-you-a-rainmaker-or-a-meteorologist/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/are-you-a-rainmaker-or-a-meteorologist/?referer=');">[Read more...]</a>]]></description>
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		<slash:comments>5</slash:comments>
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		<title>Holster that nerd gun! &#8211; 8 Do&#8217;s and Don&#8217;ts for Successful Sales Meetings</title>
		<link>http://falconrygroup.com/holster-that-nerd-gun-8-dos-and-donts-for-successful-sales-meetings/</link>
		<comments>http://falconrygroup.com/holster-that-nerd-gun-8-dos-and-donts-for-successful-sales-meetings/#comments</comments>
		<pubDate>Tue, 07 Sep 2010 09:11:27 +0000</pubDate>
		<dc:creator>tomscearce</dc:creator>
				<category><![CDATA[b2b marketing]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[collaboration]]></category>
		<category><![CDATA[forecasting]]></category>
		<category><![CDATA[inside sales]]></category>
		<category><![CDATA[marketing communications]]></category>
		<category><![CDATA[marketing to sales handoff]]></category>
		<category><![CDATA[sales effectiveness]]></category>
		<category><![CDATA[sales lead management]]></category>
		<category><![CDATA[sales process]]></category>
		<category><![CDATA[truth in advertising]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://thelordoftheleads.com/?p=318</guid>
		<description><![CDATA[Today I saw a question on Focus.com that I found helpful in re-lighting the TLOTL blog boiler, which had been silent since my vacation to Southern California in mid-August. I literally have 5 post concepts from that trip that I have committed to banging out at some point. But sometimes, seeing a business problem in <a href='http://falconrygroup.com/holster-that-nerd-gun-8-dos-and-donts-for-successful-sales-meetings/' onclick="pageTracker._trackPageview('/outgoing/falconrygroup.com/holster-that-nerd-gun-8-dos-and-donts-for-successful-sales-meetings/?referer=');">[Read more...]</a>]]></description>
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		<slash:comments>2</slash:comments>
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