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	<title>Macon Raine, Inc. &#187; lead generation</title>
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		<title>Marketing and sales freaks unite</title>
		<link>http://maconraine.com/2010/05/28/marketing-and-sales-freaks-unite/</link>
		<comments>http://maconraine.com/2010/05/28/marketing-and-sales-freaks-unite/#comments</comments>
		<pubDate>Fri, 28 May 2010 12:24:45 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[professional services]]></category>
		<category><![CDATA[sales]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=592</guid>
		<description><![CDATA[The Grateful Dead were light years ahead of the concept of lead nurturing. In one of their early albums,  they inserted the following message: “DEAD FREAKS UNITE. Who are you? Where are you? How are you? Send us your name and address and we’ll keep you informed.” The street address of the band’s office [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>How we clean your CRM data</title>
		<link>http://maconraine.com/2010/04/14/how-we-clean-your-crm-data/</link>
		<comments>http://maconraine.com/2010/04/14/how-we-clean-your-crm-data/#comments</comments>
		<pubDate>Wed, 14 Apr 2010 16:08:22 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[enabling technology]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[ACT]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[CRM best practices]]></category>
		<category><![CDATA[data hygiene]]></category>
		<category><![CDATA[prospecting]]></category>
		<category><![CDATA[salesforce.com]]></category>
		<category><![CDATA[zohoCRM]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=558</guid>
		<description><![CDATA[OUR PRACTICES FOR KEEPING DATA CLEAN IN YOUR CRM
During the execution of an outbound prospecting campaign, CRM data hygiene is important. I&#8217;m going to share one of the processes we use internally to make sure users have a good way to “flag” inaccurate contact records.
When we come across an unworkable LEAD, a Salesforce.com or a ZOHO CRM field [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Don&#8217;t let your CRM data curdle &#8211; simple practices for improving CRM success</title>
		<link>http://maconraine.com/2010/02/05/dont-let-your-crm-data-curdle-simple-practices-for-improving-crm-success/</link>
		<comments>http://maconraine.com/2010/02/05/dont-let-your-crm-data-curdle-simple-practices-for-improving-crm-success/#comments</comments>
		<pubDate>Fri, 05 Feb 2010 22:54:54 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[enabling technology]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[CRM data]]></category>
		<category><![CDATA[data hygiene]]></category>
		<category><![CDATA[zoominfo]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=545</guid>
		<description><![CDATA[http://zoominfoblogger.wordpress.com/2010/01/26/making-sure-your-data-doesn%e2%80%99t-curdle/
Data, like unrefrigerated milk, goes bad fast. In fact, by conservative estimates 25% of  the database will sour within a year. Add poor import practices and other minor mistakes and bad things quickly snowball. It isn’t until senior management realizes it is making strategic decisions on the back of sub-par data that heads begin to [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Thinking about CRM data quality &#8211; what is that thing in the punchbowl?</title>
		<link>http://maconraine.com/2009/11/18/thinking-about-crm-data-quality-what-is-that-thing-in-the-punchbowl/</link>
		<comments>http://maconraine.com/2009/11/18/thinking-about-crm-data-quality-what-is-that-thing-in-the-punchbowl/#comments</comments>
		<pubDate>Wed, 18 Nov 2009 19:18:30 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[enabling technology]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[selling]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=536</guid>
		<description><![CDATA[Good data is the foundation for effective CRM. In B2B it is impossible to build strong marketing unless you know the names of the people most likely to buy from you. Maintaining a clean CRM punchbowl requires more than a summer intern.
]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Differentiating Your Company&#8217;s IT Services Menu</title>
		<link>http://maconraine.com/2009/09/29/differentiating-your-companys-it-services-menu/</link>
		<comments>http://maconraine.com/2009/09/29/differentiating-your-companys-it-services-menu/#comments</comments>
		<pubDate>Tue, 29 Sep 2009 02:10:34 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[services]]></category>
		<category><![CDATA[tactical content]]></category>
		<category><![CDATA[ben bradley]]></category>
		<category><![CDATA[IT services]]></category>
		<category><![CDATA[professional services]]></category>
		<category><![CDATA[sales]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=528</guid>
		<description><![CDATA[NOTE: Robert Hamilton and I collaborated on this article.
It seems every week we talk to just another IT services shop trying to kick-start their marketing and sales process. We sit down with the founder and ask the same question: “so how are you different from all the other firms out there?”
When we ask that question, [...]]]></description>
		<wfw:commentRss>http://maconraine.com/2009/09/29/differentiating-your-companys-it-services-menu/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Does social media generate leads?</title>
		<link>http://maconraine.com/2009/08/24/does-social-media-generate-leads/</link>
		<comments>http://maconraine.com/2009/08/24/does-social-media-generate-leads/#comments</comments>
		<pubDate>Mon, 24 Aug 2009 18:56:42 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[enabling technology]]></category>
		<category><![CDATA[lead generation]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=519</guid>
		<description><![CDATA[These are my experiences. The answer to the headline question is “yes and no.” Let me explain by talking about a few different ways we’ve converted social media activity in new business. Later, when I have more time, I’ll talk briefly about a few things that didn’t work.
TWITTER FOR LEADS? Personally, no. We have seen [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Weigh the total cost of lead generation into P4P deals</title>
		<link>http://maconraine.com/2009/05/26/weigh-the-total-cost-of-lead-generation-into-p4p-deals/</link>
		<comments>http://maconraine.com/2009/05/26/weigh-the-total-cost-of-lead-generation-into-p4p-deals/#comments</comments>
		<pubDate>Tue, 26 May 2009 00:58:40 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[selling]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=469</guid>
		<description><![CDATA[In my 20 year career, I&#8217;ve used nearly every form of B2B lead generation available.
To properly evaluate the performance of your marketing campaigns, it is important to know your real cost of a lead.
Forrester Research recently revealed that about 50% of b-to-b marketers don’t use e-mail metrics to measure their campaign results(1). Do you know [...]]]></description>
		<wfw:commentRss>http://maconraine.com/2009/05/26/weigh-the-total-cost-of-lead-generation-into-p4p-deals/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Making your marketing tick</title>
		<link>http://maconraine.com/2009/05/07/making-your-marketing-tick/</link>
		<comments>http://maconraine.com/2009/05/07/making-your-marketing-tick/#comments</comments>
		<pubDate>Thu, 07 May 2009 15:23:08 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[branding]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=458</guid>
		<description><![CDATA[The pressure is on.
How do you optimize your minimized dollars, eliminate stale marketing efforts, and expand your outreach to prospects? 
Focusing on what can be achieved quickly and by leveraging your existing marketing assets. You might be surprised at the results if you focus your efforts on just a few key components. 
Refine your messaging
Messaging is key [...]]]></description>
		<wfw:commentRss>http://maconraine.com/2009/05/07/making-your-marketing-tick/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>What do you value? Pay for Performance Marketing: Good or Bad?</title>
		<link>http://maconraine.com/2009/04/29/what-do-you-value-in-agency-compensation/</link>
		<comments>http://maconraine.com/2009/04/29/what-do-you-value-in-agency-compensation/#comments</comments>
		<pubDate>Wed, 29 Apr 2009 20:59:49 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[services]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=449</guid>
		<description><![CDATA[As mentioned in our April newsletter, one of our clients recently asked us for a proposal for an email newsletter program. Instead of paying an hourly fee for our effort, the client wants to pay us for the for the “performance” of the newsletter. That means, they wan to pay for clicks, inquiries, leads.
Compensation for [...]]]></description>
		<wfw:commentRss>http://maconraine.com/2009/04/29/what-do-you-value-in-agency-compensation/feed/</wfw:commentRss>
		<slash:comments>8</slash:comments>
		</item>
		<item>
		<title>Map your content to the buyer&#8217;s process</title>
		<link>http://maconraine.com/2009/03/26/map-your-content-to-the-buyers-process/</link>
		<comments>http://maconraine.com/2009/03/26/map-your-content-to-the-buyers-process/#comments</comments>
		<pubDate>Thu, 26 Mar 2009 19:04:39 +0000</pubDate>
		<dc:creator>Ben Bradley</dc:creator>
				<category><![CDATA[demand creation]]></category>
		<category><![CDATA[lead generation]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[tactical content]]></category>

		<guid isPermaLink="false">http://maconraine.com/?p=403</guid>
		<description><![CDATA[How do you equip the salesforce with something interesting and useful that maps to each stage of the buyer&#8217;s process? The fastest way to identify this information is by reviewing your web analytics reports. What terms are people using to find your website? If they are searching on &#8220;sharepoint for marketing departments&#8221; then create informative [...]]]></description>
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		<slash:comments>0</slash:comments>
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