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	<title><![CDATA[lead Resources | BNET]]></title>
	<link><![CDATA[http://resources.bnet.com/topic/lead.html]]></link>
	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to lead]]></description>
	<s:counts start="0" returned="19" found="19" />
	<language>en-us</language>
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		<title><![CDATA[Leadership Brings Joy at Work]]></title>
		<link><![CDATA[http://blogs.bnet.com/harvard/?p=4320]]></link>
		<description><![CDATA[Want to reduce stress at work? Don't be a cog in the machine, says Rosabeth Moss Kanter. Take the lead. by Sean Silverthorne]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Sat, 31 Oct 2009 07:16:26 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/leadership.html"><![CDATA[Leadership]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
		<category domain="http://resources.bnet.com/topic/sean+silverthorne.html"><![CDATA[Sean Silverthorne]]></category>
	</item>
	<item>
		<title><![CDATA[Creative Work: How to Get Started]]></title>
		<link><![CDATA[http://blogs.bnet.com/entry-level/?p=199]]></link>
		<description><![CDATA[In order to do something awesome, you have to start stuff that, for a long time, will fall embarrassingly short of awesome. And as we all know from personal experience, looking at your own lame ideas or that blank page or blinking cursor can be extremely demotivating. What we don't...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 21 Jul 2009 09:00:18 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/professional+development.html"><![CDATA[Professional Development]]></category>
		<category domain="http://resources.bnet.com/topic/e-mail.html"><![CDATA[E-mail]]></category>
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		<category domain="http://resources.bnet.com/topic/online+communications.html"><![CDATA[Online Communications]]></category>
		<category domain="http://resources.bnet.com/topic/jessica+stillman.html"><![CDATA[Jessica Stillman]]></category>
	</item>
	<item>
		<title><![CDATA[QUIZ: What's the Best Time to Cold Call?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4114]]></link>
		<description><![CDATA[Most sales reps make cold calls when they feel like it.Â  And that's too bad, because scientific research reveals that timing may be even more important than technique when it comes to cold calling success.    This post tests your preconceptions about timing your cold calls, and then...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 14 Jul 2009 05:30:06 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
		<category domain="http://resources.bnet.com/topic/oldroyd.html"><![CDATA[Oldroyd]]></category>
		<category domain="http://resources.bnet.com/topic/sales+tools.html"><![CDATA[Sales Tools]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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	<item>
		<title><![CDATA[Help! My Boss Wants Way Too Much]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=3207]]></link>
		<description><![CDATA[A reader writes:  I am having a problem at my company. I'm desperately trying to be an outside salesperson primary role, inside sales, lead generator and advertising genius simultaneously.Â  I'm also teaching myself how to use SalesForce and InsideView.Â  My management knows they need to be patient, but "how...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 28 May 2009 11:30:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/salesforce.com+inc..html"><![CDATA[Salesforce.com Inc.]]></category>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/advertisement.html"><![CDATA[Advertisement]]></category>
		<category domain="http://resources.bnet.com/topic/insideview.html"><![CDATA[InsideView]]></category>
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		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">CRM</category>
		<category domain="tickers">CRM</category>
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	<item>
		<title><![CDATA[Career Education Corporation Q1 2009 Earnings Call Transcript]]></title>
		<link><![CDATA[http://www.bnet.com/2462-13071_23-299955.html]]></link>
		<description><![CDATA[ Question-and-Answer Session Operator Operator Instructions Your first question comes from Robert Craig - Stifel Nicolaus & Company, Inc. Robert Craig - Stifel Nicolaus & Company, Inc.  Gary I was just wondering if you could provide a little more detail on that breakdown that you mentioned occurred between the...]]></description>
		<s:doctype><![CDATA[Earnings calls]]></s:doctype>
		<pubDate>Thu, 07 May 2009 11:24:20 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/call+transcript.html"><![CDATA[Call Transcript]]></category>
		<category domain="http://resources.bnet.com/topic/issue.html"><![CDATA[Issue]]></category>
		<category domain="http://resources.bnet.com/topic/earnings.html"><![CDATA[Earnings]]></category>
		<category domain="http://resources.bnet.com/topic/professional+development.html"><![CDATA[Professional Development]]></category>
		<category domain="http://resources.bnet.com/topic/team+management.html"><![CDATA[Team Management]]></category>
		<category domain="http://resources.bnet.com/topic/career.html"><![CDATA[Career]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
		<category domain="http://resources.bnet.com/topic/.html"><![CDATA[]]></category>
		<category domain="http://resources.bnet.com/topic/seeking+alpha.html"><![CDATA[Seeking Alpha]]></category>
		<category domain="http://resources.bnet.com/topic/career+education+corp..html"><![CDATA[Career Education Corp.]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">CECO</category>
		<category domain="tickers">CECO</category>
	</item>
	<item>
		<title><![CDATA[How to Survive a "Prospecting Blitz"]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=2025]]></link>
		<description><![CDATA[Every so often a sales manager gets the bright idea to do a prospecting blitz.Â  He hands out a gargantuan list of sales leads and tells everyone to get callin'.Â  Such activities, however, are usually a waste of time because so many of the leads turn out to be dead...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 02 Apr 2009 05:30:29 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
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		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
	</item>
	<item>
		<title><![CDATA[The Five Rules for Lead Generation]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=1889]]></link>
		<description><![CDATA[    On Monday, I asked what subject matter to tackle first as we look at selling during difficult economic times. "Lead generation" emerged as the winner, so here goes:    According to scientific research from CSO Insights, sales professionals believe that only 23 percent of...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 25 Mar 2009 05:30:46 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/leads.html"><![CDATA[Leads]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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	<item>
		<title><![CDATA[How to Research Prospects Faster]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-222478.html]]></link>
		<description><![CDATA[Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains how his company helps salespeople to qualify, not just quantify, good leads. By gathering data before a sales call, he says salespeople can save time for both themselves and their prospective clients.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Tue, 24 Mar 2009 09:25:26 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
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		<category domain="http://resources.bnet.com/topic/zoom+info.html"><![CDATA[zoom info]]></category>
	</item>
	<item>
		<title><![CDATA[Do Lead Qualification Services Work?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=1598]]></link>
		<description><![CDATA[    Getting high quality leads is a never-ending challenge.Â  To cope, some companies split lead generation into two stages.Â  They pay an outside organization to do the initial qualifying and prospecting of the lead, which is then handed over to the internal sales group once it is...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 10 Mar 2009 05:30:25 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/qualification+service.html"><![CDATA[Qualification Service]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Do Lead Qualification Services Work?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=1598]]></link>
		<description><![CDATA[    Getting high quality leads is a never-ending challenge.Â  To cope, some companies split lead generation into two stages.Â  They pay an outside organization to do the initial qualifying and prospecting of the lead, which is then handed over to the internal sales group once it is...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 10 Mar 2009 05:30:25 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/qualification+service.html"><![CDATA[Qualification Service]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/recruitment+%2526+selection.html"><![CDATA[Recruitment & Selection]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/human+resources.html"><![CDATA[Human Resources]]></category>
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		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[What Are Your Clients Costing You?]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1172321]]></link>
		<description><![CDATA[All business owners could benefit by much better tracking and measuring of the numbers. Knowing things like how many leads you generate, how many leads you convert, and the average dollar amount each customer produces is a minimum starting point for those who want to measure the results of their...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Tue, 10 Feb 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/american+express+co..html"><![CDATA[American Express Co.]]></category>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/benefits.html"><![CDATA[Benefits]]></category>
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		<category domain="http://resources.bnet.com/topic/human+resources.html"><![CDATA[Human Resources]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">AXP</category>
		<category domain="tickers">AXP</category>
	</item>
	<item>
		<title><![CDATA[NYT "Deadly Serious" re: Paid Content? Prove it.]]></title>
		<link><![CDATA[http://industry.bnet.com/media/1000839/nyt-deadly-serious-re-paid-content-prove-it/]]></link>
		<description><![CDATA[Among the literally thousands of connversations I have had with media colleagues about how to induce people to pay for online content, one in particular stands out. It was with John Markoff, then and now one of the most talented reporters at The New York Times, way back in the...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 04 Feb 2009 09:52:53 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/salon.html"><![CDATA[Salon]]></category>
		<category domain="http://resources.bnet.com/topic/new+york+times+co..html"><![CDATA[New York Times Co.]]></category>
		<category domain="http://resources.bnet.com/topic/channel+management.html"><![CDATA[Channel Management]]></category>
		<category domain="http://resources.bnet.com/topic/strategy.html"><![CDATA[Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
		<category domain="http://resources.bnet.com/topic/david+weir.html"><![CDATA[David Weir]]></category>
		<category domain="http://resources.bnet.com/topic/david+weir.html"><![CDATA[David Weir]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">NYT</category>
		<category domain="tickers">NYT</category>
	</item>
	<item>
		<title><![CDATA[Do Your Marketers Produce Good Leads?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=728]]></link>
		<description><![CDATA[    What, exactly, are your marketeers doing?Â  The reason I ask is that research suggest they probably aren't generating good leads -- even though they think they are.    Jim Dickie of CSO Insights, speaking at the recent Sales 2.0 Conference, revealed the results of...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 26 Jan 2009 05:30:12 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/marketing+research.html"><![CDATA[Marketing Research]]></category>
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		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[7 Ways To Increase Your Leads, Customers And Sales]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=936069]]></link>
		<description><![CDATA[One common mistake that small business owners and entrepreneurs make is they rely on one source for leads. Anyway, if one relies on only one marketing source, like word of mouth, one can nearly guarantee what his business looks like - Feast or famine. Either buried in work, stressed to...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 01 Jan 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/attard+communications.html"><![CDATA[Attard Communications]]></category>
		<category domain="http://resources.bnet.com/topic/entrepreneurship.html"><![CDATA[Entrepreneurship]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Nurturing Sales Leads]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13731_23-254226.html]]></link>
		<description><![CDATA[Phil Fernandez, President and CEO of Marketo, says that many companies today are not managing sales leads effectively.  He suggests ways to utilize the marketing department to monitor and motivate leads and encourage them into the sales cycle.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Fri, 05 Dec 2008 11:59:16 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales+tools.html"><![CDATA[Sales Tools]]></category>
		<category domain="http://resources.bnet.com/topic/marketing+research.html"><![CDATA[Marketing Research]]></category>
		<category domain="http://resources.bnet.com/topic/best+practices.html"><![CDATA[Best Practices]]></category>
		<category domain="http://resources.bnet.com/topic/whiteboard.html"><![CDATA[whiteboard]]></category>
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		<category domain="http://resources.bnet.com/topic/leads.html"><![CDATA[leads]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[marketing]]></category>
	</item>
	<item>
		<title><![CDATA[Maximizing Sales Results Through Lead Nurturing]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=976225]]></link>
		<description><![CDATA[To maximize their efforts and generate sales, Marketing and Sales teams need to share a common definition of a qualified lead, understand how to nurture it and identify when it is ready to be handed off to the Sales team. This webcast show how to measure the quality of incoming...]]></description>
		<s:doctype><![CDATA[Webcasts]]></s:doctype>
		<pubDate>Thu, 16 Oct 2008 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/sales+team.html"><![CDATA[Sales Team]]></category>
		<category domain="http://resources.bnet.com/topic/next+steps.html"><![CDATA[Next Steps]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[World's Most Clueless Marketer?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=526]]></link>
		<description><![CDATA[    A reader writes:  I do sales for a marketing/advertising company. I am interested in building relationships with potential clients, and I am successful in achieving this. Unfortunately, it takes a lot of time to get in the door for an initial meeting when making my...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 01 Oct 2008 06:49:42 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/lead.html"><![CDATA[Lead]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/advertisement.html"><![CDATA[Advertisement]]></category>
		<category domain="http://resources.bnet.com/topic/cold+calling.html"><![CDATA[Cold Calling]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+tools.html"><![CDATA[Sales Tools]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Hasbro: Pure, Dumb Luck]]></title>
		<link><![CDATA[http://www.bnet.com/2422-17910_23-202794.html]]></link>
		<description><![CDATA[Last year Hasbro managed not to manufacture any lead-painted toys in China. Will their multiple lines of movie merchandise for ‘Transformers', ‘Iron Man', and the ‘Incredible Hulk' finally let them outstrip the Mattel toy tyranny?]]></description>
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		<pubDate>Mon, 26 May 2008 04:08:00 -0700</pubDate>
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		<title><![CDATA[Telemarketing Mortgage Leads, Old Tricks Mean New Business]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=975231]]></link>
		<description><![CDATA[There's something almost magical about the system: you sign up with a mortgage leads generation company, and they periodically produce a list of potential borrowers for you to follow up with. You question how they come up with those names, and how does that affect your success rate. In reality,...]]></description>
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		<pubDate>Sat, 26 May 2007 00:00:00 -0700</pubDate>
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