skip to main |
skip to sidebar
The Times Online have taken the plunge then, and announced they are to charge for online content come June. It must be said, the timing of the announcement doesn't seem ideal, just two days after Alistair Darling shared the fact that everything else was going to cost tons more as well (if you're a cider drinking Times reader you must be considering a long drive off a short pier right now) but there we go, what's said is said. Will it work? Well, the problem with jumping first is that everyone can hang back and see how you get on, meaning that people can still get a free service from other providers. For a real chance of success, the newspapers could have all held hands and leapt together but as it is, the onlookers will be preparing their plan B's and C's whilst the Times takes all the impact. The emphasis is very much on them now. Of course, £2 a week doesn't seem much to access content but it's still more expensive than £0 a week. They will have to ensure that what they're offering is superior to those around them exploiting every technology available to them including driving mobile use using all the tools that are rapidly flooding the industry. Everybody's watching, and unfortunately for the Times, those jumping later are likely to learn lessons from this ground breaking decision.
One of the biggest concerns people have about using the semantic web (or to put it in Layman's terms, automated computer software) as a sales intelligence tool is the lack of human intervention they feel is involved. But rest assured, at least at Artesian anyway, we don't win a contract then leave the computer running, switch the office lights off and head to the nearest small Island for cocktails and pool parties. The software we use is a tool yes, a very efficient one at that, but the idea isn't to make it easy for us, it's to make it easy for the customer. We're very aware that we still need to keep one step ahead and we're also very aware that customers will want to tweak results and search different areas of interest from time to time. Using machines to do the dirty work doesn't mean these changes and improvements can't be implemented. In fact, what it means is, if you do want to track something different, rather than manually searching 1,000 sources to see if you can find anything interesting on the subject, the software will do it for you. There is a misconception that once the solution is integrated there is no turning back and no moving forward. Take it from a man who spends all day, everyday constantly refining, researching and improving search techniques, there really is.
If you're sat in the Facebook boardroom today looking on at this graph my guess is you're also smoking a cigar with your feet on the desk smiling very contently. Let's bear in mind here, that the graph above charts the progress within ONE year.Facebook is now the most visited website in the US so it's no wonder people are questioning it's desires to enter the search market. Facebook have been fairly coy on their objectives in this field, largely using the social networking tag as a shield to cover up from competitors glaring eyes. But with figures like the ones above, you'd have to be crazy to not think about dominating more than one market. If Bing thought catching up with Google was going to be tough, they may have a threat coming up sharply on the inside rail that threatens to be even more of a challenge.
I love sales tips, genuinely, I can think of little better than spending an afternoon listening to endless advice about the best way to seal a day. Brush your hair to the right, smile at least fifteen times in a pitch and tie your laces in a double knot to show true commitment. Although all of this is probably very good advice I'm not sure if it will truly help in winning a customer.If someone has a leaking tap they probably won't care if you call on Wednesday, compliment their shirt or pat the dog. They probably just want you to fix the tap. So the plumbers job is not to sit on the front porch politely waiting for a pipe to burst, their job is to make sure that when there is a problem, they are the one picked to do the job.Having a job to do, a problem to fix is half the battle. By all means tie your laces in a double knot (it's just common sense really) but ultimately I'd focus on having something to sell that's actually going to suit the prospective buyer. If a plumber bought round a mop to fix a pipe, my guess is they probably wouldn't be allowed to fix it.
On my never ending travels through blog destinations I saw an article today highlighting no fewer than 14 ways to help use Google effectively. Just to repeat that 14 ways to help. If you're in sales, you will be all too aware of the value in researching but there comes a stage when you stop being a salesperson and enter the world of professional research.The problem is, there is so much that you need to know and the even bigger problem is that what you need to know keeps on bloody changing! To sit down at your desk on a sunny morning, equipped with your 14 useful hints for using Google, will probably see you reappear from your screen as darkness sets in and wonder to yourself 'where did everybody go?'It is simply not plausible to track what you want to track using a search engine. Even if you get the results you're looking for the process takes too long for a sales timetable to consider. So whilst I take nothing away from the 14 tips to aid your Google hunt, my tip would be, exploit the technology available, cut the manual strain and focus on what really matters, converting leads.
Recent Articles
Be ready to pounce on an opportunity
CRM spend on the increase
It was interesting to see the take of Peter Ostrow, Research director at the Aberdeen Group, on his own report today which was included in the Aberdeen Group's press release. Referring to the results of the study 'Sales Intelligence: Preparing for Smarter Selling' which I've been featuring a lot on here Ostrow said:“By providing sales representatives with this necessary ammunition, companies can positively affect these team members’ ability to effectively map their own products or services to their prospects’ business challenges with a customized message or offer. The selection of sales intelligence solutions, and their integration within the daily lifecycle of selling, play a crucial role in the ability to turn these strategies into profit. By empowering their sellers with better information about their prospect companies, markets and individuals, companies are able to maximize their chances of hitting quota, and at the same time create efficiencies within the sales operations environment.”Just thought I'd share his views so you didn't have to listen to me ramble on for a change. Remember you can see the whole report for free by downloading it on the right hand side of this post.
