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The Difference Between SMO and SEO and Why Both Are Important

The Difference Between SMO and SEO and Why Both Are Important

Frankly, there are so many acronyms floating around the world of information technology that it can get downright confusing trying to remember what they all stand for. From ADB, ADC and ADCCP to ZCAV, ZISC and ZOPE, it's getting simply ridiculous. I could give you an outline of every single one of them, but only if you have three years to spare. So for now, let's look at two of the most common IT acronyms – that is, SEO and SMO – and thrash out what they are, how they differ from each other, and why they are important for you to understand and utilize in the production and promotion of your website.

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5 Strategies to Reverse Your Sales Productivity Problem

5 Strategies to Reverse Your Sales Productivity Problem

For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. There are two trends that have persisted:

  • The increased prominence and investment in sales technology and sales force automation
  • The consistent decrease in sales rep productivity, or the time salespeople actually spend selling

Recent research from The Aberdeen Group and Docurated indicate good salespeople today spend less than a third of their time selling, while increasingly more time is spent managing various administrative tasks surrounding sales and demand generation.

Whether you’re a salesperson, sales executive or other investor or stakeholder in a growing organization, I’m certain I don’t need to tell you the direct and collateral damage done when salespeople aren’t selling.

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When is the Best Time to Steelhead Fish?

When is the Best Time to Steelhead Fish?

We all want to be on the river when steelhead fishing is at its best, however knowing just when this is going to be depends on many factors. The run timing for each river is going to be different, and the best way to get information on a particular section of river is to check with a local sports shop. Owners of these sports shop make a living selling steelhead anglers gear, and they know that if they provide accurate up to-date information they will build trust with the anglers and this trust may just lead to a sale. Plus many of these shop owners are steelhead anglers themselves and know just how important good information is to someone planning a fishing trip, they will also give you some very good ideas on what type of bait and tactics are working.

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5 Recap Email Templates to Use After Connect, Discovery, and Demo Calls

5 Recap Email Templates to Use After Connect, Discovery, and Demo Calls

You’ve just hung up the phone after a productive call with your prospect. But what are your next steps? Do you log the meeting notes in your CRM and move on to the next task for the day?

If that’s your go-to, post-call routine, you might be missing a valuable step: sending a recap email.

A recap email after a connect, discovery, or demo call keeps the conversation at the top of your prospect’s mind and reinforces next steps in three important ways:

  1. Emails crystallize the highlights of your meeting. Even the most engaged prospects occasionally forget details — and distracted or impatient buyers will retain even less. The email reinforces key takeaways from the meeting and increases the likelihood the prospect will remember main points from the discussion.
  2. Sales email templates (like the ones below) give you the chance to confirm next steps. Referencing the specific date and time of your next meeting serves as a reminder for the prospect, motivates them to add the meeting to their calendar, and decreases the chances they’ll ghost (though we’ve got email templates for that too).
  3. Recap messages add value. As you dive deeper into your prospect’s situation, goals, and pain points, you’ll get a better sense of how you can help them. Every recap message is an opportunity to provide a tip or offer a relevant resource. Not only does this demonstrate the value you can provide, it solidifies your role as a trusted advisor.

5 Recap Email Templates to Use After Your Sales Call

1. Call recap

Connect calls are typically used to establish a relationship with the buyer. Most are relatively brief.

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What Every Founder Needs to Know About Survivorship Bias

What Every Founder Needs to Know About Survivorship Bias

Have you ever heard someone say, “Music was so much better in the 1960’s?” It’s easy to scroll through a list of hits from this era and agree — but this is a prime example of survivorship bias.

As the decades have passed, only the best and most popular songs from the 1960’s are remembered, replayed, and shared. Simply put, the Nickelbacks of the 60’s have been forgotten.

It’s also true that today’s music industry makes it easier than ever for us to listen to and discover large quantities of music. So, we hear a higher ratio of bad music along with the good.

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Importance Of Data Mining In Today's Business World

Importance Of Data Mining In Today's Business World

What is Data Mining? Well, it can be defined as the process of getting hidden information from the piles of databases for analysis purposes. Data Mining is also known as Knowledge Discovery in Databases (KDD). It is nothing but extraction of data from large databases for some specialized work.

Data Mining is largely used in several applications such as understanding consumer research marketing, product analysis, demand and supply analysis, e-commerce, investment trend in stocks and real estate, telecommunications and so on. Data Mining is based on mathematical algorithm and analytical skills to drive the desired results from the huge database collection.

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Tweetadder, Hootsuite or Socialoomph? How To Make Best Use of Social Media Management Applications

Tweetadder, Hootsuite or Socialoomph? How To Make Best Use of Social Media Management Applications

There are at least four widely used social media management applications now available – Hootsuite, Socialoomph, Tweetadder and Tweetdeck. Each claim to offer everything you need. But in practice, it does not quite work out that way. You need to cherry pick which of the functions you want from each application. So set out here are the functions from each applications that can work well to manage all of your social media activity.

And why not extend your footprint and cherry-pick, with various tools? This also stops you from too much reliance on one application provider. Plus it gives you the all-important patient spread of programmed tweeting, which always needs a prudent approach to avoid the dreaded Twitter De-Activation. So let’s look at how to get the best from each tool?

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The 4 Best Responses to "I Need a Better Price"

The 4 Best Responses to "I Need a Better Price"

When a buyer and seller don’t align on price, you might guess the sale won’t go through. But, often, it does. So, how did they make it work?

In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer.

However, the sellers with the highest pricing authority had the lowest sales and profit performance. In fact, “high authority” sellers had 11% lower average margins and 13% fewer sales per seller compared with sellers who had low authority to negotiate on price.

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4 Sales Email Templates to Get and Keep Buyers' Attention

4 Sales Email Templates to Get and Keep Buyers' Attention

When it comes to sales prospecting, it’s more important than ever that you write concise, effective communication.

On average, we send and receive 121 emails every day, according to DMR Business Statistics (click here for more surprising prospecting stats). I imagine this number climbs higher as a person gains more authority and responsibility in an organization. So, the communication you send needs to be clear, to-the-point, and relevant. It’s not easy to get noticed in someone’s email inbox.

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Best Places to Sell Your Wholesale Products

Best Places to Sell Your Wholesale Products

The trick on finding places to sell your wholesale product is to put yourself in your customer’s shoes. I know, that such a cliché phrase, but you really need to specifically detail the type of people you are selling to. Young, newlywed mothers? Teenage male athletes?

Once you have specifically identified your customer base, then you need to brainstorm on where they would search to purchase your product. Remember, no idea is too big. This is your business we are talking about. Think of every possible place. The bigger the list, the better. Just start writing every idea down that pops into your head. You can get rid of the bad ideas later, but for now, let your brain wander.

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