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business practices

February 07, 2015
Michael Cottam recently took us on a journey in his Moz Blog post, “Leveraging Panda to Get Out of Product Feed Jail.” His journey was one of being a customer instead of the SEO expert, searching for the right replacement stopper to fix his bathroom sink.
February 02, 2015
Social media policies at organizations large and small were, as recently as 2012, quite rare. Like telephone, personal computer and email policies of earlier generations they were put in place to guide everyone in the organization through the use of a new technology.
February 01, 2015
Several of my recent posts have stimulated discussions about the chasm between our Selling Process and our Buying Processes. I’ve gotten a lot of questions about, "Shouldn’t we be focusing on their buying process,” “How do we bridge the selling and buying processes,” “How do we manage to two processes simultaneously,” and a number of others.
January 24, 2015
Sales people, we have a PR problem. It’s real, we probably deserve it, and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.”
January 19, 2015
Goals are a fundamental part of any organization. High level goals define the strategy for the enterprise, and these typically cascade down to teams and individual employees. At least that’s how it usually works.
January 10, 2015
I am not a advocate of “Day 1 Selling” or even offering a product 6 months from now. A content marketing strategy requires time to earn the trust needed to build a profitable business. By all means, factor in 6-12 months of promotion free audience building. You will see better results if you do.
January 05, 2015
The need for Big Data solutions is becoming a reality for more companies. The market hype around big data is ending, signifying a long-term adoption trend that will expose many software application opportunities in the coming year.
January 03, 2015
There really isn’t a way to separate content from optimizing your site for search. That’s because content is what searchers are looking for — although when we are struggling to come up with keywords, coding, and other SEO stuff, it’s easy to lose sight of the fact.
December 29, 2014
Many of us, in and out of sales, operate under the illusion that we are in control, but we aren’t. Many might respond, well the customer is in control, so we have to work with them. As Matt points out, this may not be true, the customer may not truly be in control of their buying/decision making process—which is a possible reason so many deals end in no decision made.
December 21, 2014
To put data and analytics to work usually requires multiple roles, not just one, to achieve ongoing value and to align with company functions. No one person can provide all the skills and expertise that are needed. A variety of viewpoints, knowledge and experience need to come into play to get the most from processing and analyzing data – and then to correlate analysis with other information sources and knowledge -- to derive the best overall insight and recommendations.

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