{"id":1901,"date":"2009-02-17T10:26:32","date_gmt":"2009-02-17T16:26:32","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=1901"},"modified":"2009-02-17T10:26:32","modified_gmt":"2009-02-17T16:26:32","slug":"findability","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/findability\/","title":{"rendered":"Findability"},"content":{"rendered":"<p>It is a travel day for me &#8211; back to the cold of Minnesota &#8211; so may I suggest a thought-provoking article from the Killian BrandAid email newsletter?\u00a0 <a href=\"http:\/\/www.killianadvertising.com\/wp21.html\" target=\"_blank\">Finability:\u00a0 Catch The Fourth Wave<\/a> is a must read.\u00a0 First a taste:<\/p>\n<blockquote><p><strong>Buyers, not sellers, control <em>all<\/em> transactions.<\/strong><\/p>\n<p>That&#8217;s a sweeping generalization, but let&#8217;s sweep together: Your prospects feel entitled to do their own research, given that they believe they have the information resources to find you (and, of course, find your competitors). Since a brand&#8217;s first duty is visibility, it&#8217;s essential that every organization with competitors (let&#8217;s spell that out: You) must engage in findability engineering. Your future depends on it.<\/p><\/blockquote>\n<p>Provocative, don&#8217;t you think?\u00a0 The gist of the article involves branding as you might expect, but it is an excellent read on the fundamental change that has occurred recently in the business world.\u00a0 Salespeople need to have a general understanding of this sea-change.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>It is a travel day for me &#8211; back to the cold of Minnesota &#8211; so may I suggest a thought-provoking article from the Killian BrandAid email newsletter?\u00a0 Finability:\u00a0 Catch The Fourth Wave is a must read.\u00a0 First a taste: Buyers, not sellers, control all transactions. That&#8217;s a sweeping generalization, but let&#8217;s sweep together: Your prospects feel entitled to do their own research, given that they believe they have the information resources to find you (and, of course, find your competitors). Since a brand&#8217;s first duty is visibility, it&#8217;s essential that every organization with competitors (let&#8217;s spell that out: You) must engage in findability engineering. Your future depends on it.&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/02\/findability\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[17,9],"tags":[1209,1211,1763,1210],"class_list":["post-1901","post","type-post","status-publish","format-standard","hentry","category-marketing","category-sales-techniques","tag-findability","tag-fourth-wave-marketing","tag-marketing","tag-sales-marketing"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-uF","jetpack-related-posts":[{"id":468,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/if-youre-talking-youre-not-selling\/","url_meta":{"origin":1901,"position":0},"title":"If You&#8217;re Talking, You&#8217;re Not Selling","author":"Derrick Moe","date":"November 29, 2006","format":false,"excerpt":"We seem to have a theme today regarding underhanded hiring schemes. Now CareerJournal offers this beauty - When They Don't Hire You, But Steal Your Ideas. Clearly this article focuses on marketing positions, but it does have a sales side to it also. Why in the world would you do\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1581,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/5-questions-for-every-sales-manager\/","url_meta":{"origin":1901,"position":1},"title":"5 Questions For Every Sales Manager","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.\u00a0 The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1884,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/what-to-do-in-2009\/","url_meta":{"origin":1901,"position":2},"title":"What To Do In 2009","author":"Derrick Moe","date":"February 5, 2009","format":false,"excerpt":"Selling Power provides another good article \u2013 Expert Advice for 2009 \u2013 that makes 4 relevant suggestions for this year.\u00a0 Clearly the economy is foremost on everyone\u2019s mind and is affecting sales in a negative way.\u00a0 As they say, the show must go on.\u00a0 You can read the article for\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1741,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/prospecting-via-email\/","url_meta":{"origin":1901,"position":3},"title":"Prospecting Via Email","author":"Lee Fratzke","date":"September 29, 2008","format":false,"excerpt":"Salespeopel\u00a0are always looking for better ways to\u00a0find new prospects.\u00a0 You don't have to look far to find articles giving advice about this subject.\u00a0 Some common examples:\u00a0\u00a0trying to make phone calls and undoubtedly leaving voice mails are futile,\u00a0call at different times of the day or develop an email marketing campaign to\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":97,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/lost-sales-analysis\/","url_meta":{"origin":1901,"position":4},"title":"Lost Sales Analysis","author":"Derrick Moe","date":"June 12, 2006","format":false,"excerpt":"We posted on this topic in our old blog (predates The Hire Sense) and it is worth bumping up to this version. Paul DiModica writes in BDM News about one of the best sales tools around, the Lost Sales Analysis. I will warn you that this article is quite theoretical\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":639,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/selling-credibility\/","url_meta":{"origin":1901,"position":5},"title":"Selling Credibility","author":"Derrick Moe","date":"February 6, 2007","format":false,"excerpt":"Marketingprofs.com offers up an insightful article from Jeff Thull that deals with one of the most important aspects of selling - credibility. Here is the setup (emphasis mine): Now the sobering question, \"How different are your two best competitors' credibility stories from your own company's credibility story?\" Unfortunately, other than\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1901","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1901"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1901\/revisions"}],"predecessor-version":[{"id":1903,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1901\/revisions\/1903"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1901"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1901"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1901"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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