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	<title> &#187; Lead Nurturing</title>
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		<title>15 Ways Marketing Can Support Your IT Sales Success</title>
		<link>http://www.varjan.com/blog/15-ways-marketing-can-support-your-it-sales-success</link>
		<comments>http://www.varjan.com/blog/15-ways-marketing-can-support-your-it-sales-success#comments</comments>
		<pubDate>Mon, 02 Jan 2012 17:39:20 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Market Positioning]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=281</guid>
		<description><![CDATA[Just as suicide bombing has become popular in recent years to draw attention and cause horrific damage to both life and property, forced selling in the IT industry without due marketing has also gained popularity, based on the false notion that marketing is a waste of money, and the secret to higher sales is just [...]]]></description>
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		<title>“How To Segment The Marketplace For Your IT Business</title>
		<link>http://www.varjan.com/blog/%e2%80%9chow-to-segment-the-marketplace-for-your-it-business</link>
		<comments>http://www.varjan.com/blog/%e2%80%9chow-to-segment-the-marketplace-for-your-it-business#comments</comments>
		<pubDate>Fri, 25 Nov 2011 08:43:14 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Market Positioning]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=278</guid>
		<description><![CDATA[Imagine a thoroughbred race horse that is locked up in a small stable. The horse feels something is wrong but doesn’t know what. He wants to run in the fields, but his owner denies him the privilege. The owner, who knows nothing about horses, is frustrated because the horse is acting up by kicking the [...]]]></description>
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		<title>17 Common Direct Mail Mistakes IT Companies Make Part 2</title>
		<link>http://www.varjan.com/blog/17-common-direct-mail-mistakes-it-companies-make-part-2</link>
		<comments>http://www.varjan.com/blog/17-common-direct-mail-mistakes-it-companies-make-part-2#comments</comments>
		<pubDate>Wed, 31 Aug 2011 16:42:13 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=265</guid>
		<description><![CDATA[Have ave you heard that in a desperate effort to win the Second World War, British scientists had come up with the brilliant idea of feeding Hitler with female hormones, so over time, he would have become docile and submissive just like his younger sister, Paula Wolf. This great strategy, as explained in Professor Brian [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>17 Common Direct Mail Mistakes IT Companies Make Part 1</title>
		<link>http://www.varjan.com/blog/17-common-direct-mail-mistakes-it-companies-make-part-1</link>
		<comments>http://www.varjan.com/blog/17-common-direct-mail-mistakes-it-companies-make-part-1#comments</comments>
		<pubDate>Wed, 27 Jul 2011 11:57:09 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=260</guid>
		<description><![CDATA[Have you heard that every year 13 people are killed by vending machines? Yes, that’s correct. Machines fall on them and literally squeeze the living daylights out the poor bastards. It usually happens to people who raid vending machines and try to pry the goodies out of them. By a mind-menglingly staggering coincidence, similar fate [...]]]></description>
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		<title>Are Your Follow Up Messages Too Aggressive?</title>
		<link>http://www.varjan.com/blog/are-your-follow-up-messages-too-aggressive</link>
		<comments>http://www.varjan.com/blog/are-your-follow-up-messages-too-aggressive#comments</comments>
		<pubDate>Thu, 24 Mar 2011 15:22:31 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=238</guid>
		<description><![CDATA[Being an avid reader and learner, I sign up for many online programmes to learn new bits and bobs. I do this in spite of knowing that as soon as the presenters get my email address, most of them will start bombarding me with follow-up sales pitches to get as much of my money and [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>How Can Marketing Automation Replace IT Salespeople</title>
		<link>http://www.varjan.com/blog/how-can-marketing-automation-replace-it-salespeople</link>
		<comments>http://www.varjan.com/blog/how-can-marketing-automation-replace-it-salespeople#comments</comments>
		<pubDate>Thu, 06 Jan 2011 13:27:50 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=207</guid>
		<description><![CDATA[Legend has it that Oscar Wilde&#8217;s last words were&#8230; &#8220;My wallpaper and I are fighting a duel to the death. One or other of us has got to go.&#8221; And although he fought bravely, the wallpaper eventually won. And good ol&#8217; Oscar unceremoniously kicked the bucket. Today, the same duel is taking place in many [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>The Three Sides Of High Leverage IT Business Development</title>
		<link>http://www.varjan.com/blog/the-three-sides-of-high-leverage-business-development</link>
		<comments>http://www.varjan.com/blog/the-three-sides-of-high-leverage-business-development#comments</comments>
		<pubDate>Wed, 26 May 2010 17:55:26 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=175</guid>
		<description><![CDATA[Greetings on Sally Ride Day (26 May), Sally Ride Day honours the first American woman in space, Dr. Sally Ride. She pulled this off as a mission specialist aboard STS-7, the second flight of the Space Shuttle Challenger on June 18, 1983. And now for something completely different&#8230; Do you know that blond people have [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Setting Marketing Budget For Optimised Client Acquisition</title>
		<link>http://www.varjan.com/blog/setting-marketing-budget-for-optimised-client-acquisition</link>
		<comments>http://www.varjan.com/blog/setting-marketing-budget-for-optimised-client-acquisition#comments</comments>
		<pubDate>Wed, 24 Mar 2010 03:40:58 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=169</guid>
		<description><![CDATA[Do you know that more people are allergic to cow&#8217;s milk than any to other food? The reason why I mention this hair-raisingly (your hair not mine) interesting fact is that in many small and medium-sized IT companies&#8217; executives seem to be more allergic to setting their marketing budgets than anything else. Actually there is [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Eccolo Media&#8217;s New Report On Using White Papers In Business Development</title>
		<link>http://www.varjan.com/blog/ccolo-medias-new-report-on-using-white-papers-in-business-development</link>
		<comments>http://www.varjan.com/blog/ccolo-medias-new-report-on-using-white-papers-in-business-development#comments</comments>
		<pubDate>Mon, 02 Nov 2009 21:36:15 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=114</guid>
		<description><![CDATA[Eccolo Media has just published a report on the validity of white papers in the business development cycle, entitled, Eccolo Media 2009 B2B Technology Collateral Survey Report. Some of the main conclusions are that&#8230; White papers are here to stay in B2B business development. 84% of decision-makers rate white papers as moderately or extremely influential [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>When IT Business Development Goes Broke</title>
		<link>http://www.varjan.com/blog/when-it-business-development-goes-broke</link>
		<comments>http://www.varjan.com/blog/when-it-business-development-goes-broke#comments</comments>
		<pubDate>Mon, 26 Oct 2009 15:00:20 +0000</pubDate>
		<dc:creator>Tom &#34;Bald Dog&#34; Varjan</dc:creator>
				<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Nurturing]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[business development]]></category>
		<category><![CDATA[sales systems]]></category>

		<guid isPermaLink="false">http://www.varjan.com/blog/?p=102</guid>
		<description><![CDATA[Oscar-winning actor, Nicolas Cage who’s made a pretty penny over his career now claims he’s dead, flat broke as a result of his business manager’s incompetence. He’s actually suing Samuel Levin for $20 million for leading him to financial disaster. Cage claims that Levin handled his money irresponsibly, took unnecessary risks and failed to pay [...]]]></description>
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