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    Stop Shaking A Stick At Sales Training
    I ran across a very insightful article in CLO Magazine today written by Tina Teodorescu (I had to cut and paste that one!). The article, “How Effective is Your Sales Training Program?” talks about the unique challenges of developing an effective training program for people that fund your payroll.Tina brings light to the fact that we’ve come to rely on Sales Managers, who were in many cases top performers themselves, to develop their team’s talent. The problem is these people were promoted because of their excellent sales skills, not their employee development skills. In other cases we rely on HR or T&D to develop these programs when they don’t have a sufficient understanding of the dynamics of sales to do so.The article mentions using your top performers actual day to day tasks and activity (if I am reading correctly) as the basis for your training program instead of skills and competencies. This is where our opinions start to differ.I have always been a believer in benchmarking your top performing sales people and developing toward that baseline. I also agree that competencies and skills are very difficult to measure in such a subjective process as sales. However I don’t feel that duplicating an activity pattern alone is going to get you where you need to be.If you have a salesperson who is a terrible communicator
    have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term i

    Own and Operate Your Own Directory
    Own and operate your own directory. Earn money as a webmaster.There are two basic types of directory.1. Website Directory - A website that provides categorized listings of other websites.Are you familiar with web directories? Web directories are a great way to earn extra money. Simply put, you build a nice looking and useful directory and other webmasters submit their sites to be listed by you. They do this so they can get more potential traffic and to get an inbound link to help with their search engine rankings.THIS IS IMPORTANT - If you are only interested in making money without effort don't do this. Running a directory does take time and dedication.Yes, there is money to be made here, provided that you observe the following:You should be interested in providing a useful and informative site and you need to practice applicable search engine optimization methods. Specifically, you must be aware of your keyword density, proper coding, and the building of quality inbound links.The better that you design and promote your directory the more money you will earn.As PR (Page Rank) updates you will see higher and higher rankings (assuming that you follow the preceding instructions). The better your directory ranks in the search engines the more you will be able to charge for links.Many directories offe
    There are today search engine and internet marketing services, in fact a new industry has materialised to exploit the fear of low search rankings.

    This is not a new trend, back when simply resubmitting your website to the engines resulted in keeping your site at the top of the index, there was an accompanying boom in resubmitting "companies", as we know, these were just men in back bedrooms with a host of CGI and Perl submitting scripts and a timetable.

    Search Engine optimisation or "SEO", is the latest incarnation of this bedroom profiteering, the important difference is that now the webmaster's are not just passively involved but are being forced to adopt totally artificial and unsocial practices that ultimately serve only to help damage the Internet!

    SEO is supposedly the methodology and processes related to designing search engine "friendly" web content, the basic premise is something like "If I follow all the engines formatting and connectivity criteria, then my website will rank higher then a comparable website that does not".

    All other things being equal, this seems quite positive given that the quality of a search engines database (index) directly effects its output; then webmaster's optimising their content so that search engines can correctly categorise the internet should logically improve the speed and quality of "the crawl".

    SEO then, logically, should be good for the search providers, being able to maintain an efficient index, this should use less raw processing power, require less equipment and thus less energy; this must also be good for the users, being able to quickly and intuitively find what they want from a reliable source. Sounds reasonable right?

    Well that's the happy version. The fact is that initially this may be true, you may gain a short term advantage, but once we have all optimised our content for analysis and (in so doing) ignored our users; We will then be back to where we started, and the search providers will just think up some even more ridiculous "laws" by which to "judge" us by, and like sheep we will all do that as well, thus the causal paradox is perpetuated and the users feel abused!

    Even this is a vast oversimplification, the true nature of SEO is a lot more complicated; The heart of the problem and the real issue here is related to the search providers task, which is to strip mine the information junk yard otherwise known as the Internet, it may be full of interesting stuff but also plenty of garbage and they need to devise intelligent techniques to mine the interesting stuff!

    The current "solution" is literally for the search engines to use their hegemonic standing to bully the webmaster's into organising their work in ways that have the primary effect of allowing quick "analysis" so they can categorise the website, but this has the secondary effect of requiring content to be designed "for" analysis, which typically translates to highly distributed connectivity, ie the website being effectively divided into "micro sites", which makes the maintenance of links and content more troublesome!

    This is not necessarily a bad thing, most of these imposed linking and design methodologies are often positive and beneficial for a lot of subjects. My problem is that this is unilaterally enforced and it is this type of issue that is generating all the money for the SEO boys.

    However this will soon be of no consequence. To understand the problem with this type of SEO operation, it is necessary to think about how we can approximate and simulate the human process of mining information and knowledge.

    Let us assume we have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term in

    Small Business Owner Sales Tips
    Small business owners may find selling awkward or difficult at best. Here are some tips and sales techniques to help understand the process.Sales is not a dirty word. People seek answers to problems and if you provide a quality solution at a fair price, delivered on time and willingness to service after the sale, the buyer and seller each win. This is key to making repeat sales.A sale is identifying a need (problem) and offering a suitable product or service (solution), yet there's more.You know the value of what you offer, so how do you convince a prospective customer? Understanding the psychology of what happens during the sales process requires empathy. You need to know what the prospect is thinking. Here are a few sales tips with answers to that part of the mystery.Tip #1 People buy based on emotion more often than reason. They purchase what they want, not necessarily what they need. First impressions are crucial, so your initial approach must establish a professional image. You have 5 seconds.Tip #2 People will buy from someone they trust. Your credibility must be evident, and how you open after those critical first 5 seconds will often determine your success. Do not try a hard sell up front. Avoid talking about the weather, current events, or the latest joke. It is time to listen. A brief introd
    g like "If I follow all the engines formatting and connectivity criteria, then my website will rank higher then a comparable website that does not".

    All other things being equal, this seems quite positive given that the quality of a search engines database (index) directly effects its output; then webmaster's optimising their content so that search engines can correctly categorise the internet should logically improve the speed and quality of "the crawl".

    SEO then, logically, should be good for the search providers, being able to maintain an efficient index, this should use less raw processing power, require less equipment and thus less energy; this must also be good for the users, being able to quickly and intuitively find what they want from a reliable source. Sounds reasonable right?

    Well that's the happy version. The fact is that initially this may be true, you may gain a short term advantage, but once we have all optimised our content for analysis and (in so doing) ignored our users; We will then be back to where we started, and the search providers will just think up some even more ridiculous "laws" by which to "judge" us by, and like sheep we will all do that as well, thus the causal paradox is perpetuated and the users feel abused!

    Even this is a vast oversimplification, the true nature of SEO is a lot more complicated; The heart of the problem and the real issue here is related to the search providers task, which is to strip mine the information junk yard otherwise known as the Internet, it may be full of interesting stuff but also plenty of garbage and they need to devise intelligent techniques to mine the interesting stuff!

    The current "solution" is literally for the search engines to use their hegemonic standing to bully the webmaster's into organising their work in ways that have the primary effect of allowing quick "analysis" so they can categorise the website, but this has the secondary effect of requiring content to be designed "for" analysis, which typically translates to highly distributed connectivity, ie the website being effectively divided into "micro sites", which makes the maintenance of links and content more troublesome!

    This is not necessarily a bad thing, most of these imposed linking and design methodologies are often positive and beneficial for a lot of subjects. My problem is that this is unilaterally enforced and it is this type of issue that is generating all the money for the SEO boys.

    However this will soon be of no consequence. To understand the problem with this type of SEO operation, it is necessary to think about how we can approximate and simulate the human process of mining information and knowledge.

    Let us assume we have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term i

    The Most Effective Way To Secure A Sales Job
    What you are about to learn is going to be different than you are used to when looking for a sales job. You are not going to learn how to submit your sales jobs on job sites or replying to job ads on the newspaper. We all know how to do all that.Instead, we are going to discover some of the sure fire techniques used by sales recruiters. Let's have a closer look,1.Research your industryMost experienced sales people who have worked in a certain industry for a while will know practically every other major competing company. Some of them are in good relations with the competitors and remain in close contact. For example, if you are currently working for Dell as a Senior Sales Manager, naturally, you will know other business entities which may present a commercial threat to the company. Companies such as Tesco, Sainsburys and ASDA in the UK tend to study the activities of each other to achieve competitive advantage. Similarly, as a sales job seeker, you will need to know your business competitors inside out to get the competitive advantage and the job you want. This is one of the main reasons why most successful salespeople who leave a company are usually snapped up quite quickly by the competitors particularly if the industry you are i
    advantage, but once we have all optimised our content for analysis and (in so doing) ignored our users; We will then be back to where we started, and the search providers will just think up some even more ridiculous "laws" by which to "judge" us by, and like sheep we will all do that as well, thus the causal paradox is perpetuated and the users feel abused!

    Even this is a vast oversimplification, the true nature of SEO is a lot more complicated; The heart of the problem and the real issue here is related to the search providers task, which is to strip mine the information junk yard otherwise known as the Internet, it may be full of interesting stuff but also plenty of garbage and they need to devise intelligent techniques to mine the interesting stuff!

    The current "solution" is literally for the search engines to use their hegemonic standing to bully the webmaster's into organising their work in ways that have the primary effect of allowing quick "analysis" so they can categorise the website, but this has the secondary effect of requiring content to be designed "for" analysis, which typically translates to highly distributed connectivity, ie the website being effectively divided into "micro sites", which makes the maintenance of links and content more troublesome!

    This is not necessarily a bad thing, most of these imposed linking and design methodologies are often positive and beneficial for a lot of subjects. My problem is that this is unilaterally enforced and it is this type of issue that is generating all the money for the SEO boys.

    However this will soon be of no consequence. To understand the problem with this type of SEO operation, it is necessary to think about how we can approximate and simulate the human process of mining information and knowledge.

    Let us assume we have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term i

    Answer the Phone and Increase Sales for Your Small Business - How to Inspire Confidence in Callers
    When was the last time you called a local business and got a voicemail or automated attendant? I'm not talking about a mega corporation like the phone company or an airline. I'm talking about a local business of small to medium size providing a service for which you had a legitimate need and sincere interest. Was it easy to get the information you desired? Did you even leave a message at all or did you move on to the next service provider in the phone book? Maybe the phone was answered live, but in a way that lacked professionalism. How did that impact your confidence in that business?Approach your business from the perspective of your customer. Invariably, the telephone is the lifeline for your business. And the experience your customers have when they call you will instantly and permanently shape their view of your company and its ability to perform. A single misstep here can translate into lost revenue.But don't fret. As a small business owner, there are a number of things you can do to project a more professional image for your company, improve your customer service, and manage your own workload more effectively. First off, treat the manner in which you answer your phone seriously. Live is always better than automated. For a while it was impressive to call a company and be greeted with a plethora of automated options. Those days
    in ways that have the primary effect of allowing quick "analysis" so they can categorise the website, but this has the secondary effect of requiring content to be designed "for" analysis, which typically translates to highly distributed connectivity, ie the website being effectively divided into "micro sites", which makes the maintenance of links and content more troublesome!

    This is not necessarily a bad thing, most of these imposed linking and design methodologies are often positive and beneficial for a lot of subjects. My problem is that this is unilaterally enforced and it is this type of issue that is generating all the money for the SEO boys.

    However this will soon be of no consequence. To understand the problem with this type of SEO operation, it is necessary to think about how we can approximate and simulate the human process of mining information and knowledge.

    Let us assume we have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term i

    50 Marketing Makeovers for 2007
    How many marketing tasks did you actually accomplish last year? Sadly, instead of bringing your business to the next level, you found yourself slammed, tangled in the weeds, mired in quicksand, sandbagged, sideswiped, bogged down, reaching your tipping point, sliding into low gear, hitting a brick wall and limping into home.Pull the trigger in 2007. 95% of marketing is action.Did you mean to do any or all of the following?1. Write a thank-you note to a prospect, client or teaming partner 2. Send an article of interest to a potential client 3. Write your own article and send it to a business publication 4. Write a press release 5. Set up a calendar of press releases and issue them to the web and media 6. Write a direct mail sales letter 7. Write an introductory letter 8. Write and deliver a speech to a professional group 9. Regularly enter new or potential customer or prospect names into a database 10. Update and test your list 11. Add e-mails to your marketing database 12. Set up a direct mail campaign and use it to send regular letters, postcards and news 13. Design and print a series of postcards that can be used in between other collateral mailings 14. Update a great project into a case study 15. Redo your headshot and that of your associates 16. Compile a list
    have set our Crawlers to work, automatically indexing pages (at random, looking at previous indexing and guided by user requests); we then format the resulting text: ASCII is usually used and validation follows this, search engines tend to ignore some tags and make use of good ones that help identify the content. At this point we would have reduced the Internet to a corporation, ie the collection of all HTML documents about no particular subject.

    We then would set about item normalisation, ie identification of tokens (words), characterisation of tokens (tagging meaning to words), and finally running stemming algorithms to remove suffixes (and/or prefixes) to derive the final database of terms; this can be efficiently and compactly represented in lower term dimensional spaces, (Goggle are still essentially using inverted file structures).

    Imagine each document of a corpus as a point ie a term in an N dimensional space, here the literal word matching type search is lost, but we acquire more of a semantic flavour, where closely related information can be grouped in to clusters of documents bearing similarities, however N dimensional vector spaces are of no help to the users.

    After applying our algorithms to the corpora, we get a term by document matrix, where terms and documents are represented by vectors, a query can also be represented by a vector. So we have a query and our corpora (represented as vectors, bo!

    th having the same dimensions), we can now start matching the query against all the available documents using the cosine angle between these two vectors.

    But we now have a new artificial "problem"; we know the general answer to the question "which website's best match my search terms", this information now exists in our mathematical object, at a high level of abstraction, ie the cosine angles for all terms against the query vector, this is expressed as a vector corresponding to the sought column and therefore the document we are after, all we need do is present this to the user, right, well....

    The issue is that a search engine needs to generate a linear index, ie convert the vectors corresponding to the minimum cosine angles into a human readable format, and until such time as someone thinks of a better way to do it, all engines output lists, like your shopping list, it has a start, a middle and an end, therein lies the problem, how to order the list!

    The hypothesis seems simple, ordering information that might look chaotic at first, using the fact that closely associated documents tend to be relevant to similar requests. However, the internet (being a scale free network) is so vast that it is not possible to present a chosen feature space that represents the x closest documents to the convergence point in a given cluster from the common Euclidean distance. This is what should then be presented to the user in a more intelligible (semantic) display.

    The engines could just present the returns as produced by the matching algorithms after decomposition, because the grouping generated using probabilistic/fuzzy patterns directly from the cluster might belong to more than one class, but the strength (degree of membership) value measured on a scale; using probability on a [0,1] interval, is quite adequate.

    The reason decomposition in singular values works for ordering is related to the fact that the occurrence of two terms (say tomato and potato) is very high is reflected in the term-by-document matrix by showing that only x of the n terms are used very frequently.

    The idea is that since the term say pepper is used/mentioned very little, then its axis/dimension does not affect much the search space, making it flat and relevant only in the other two dimensions

    However the engine's demonic creators can't do this because they are still essentially using an inverted file structure, but they still want absolute correctness in their indexes and returned results which means trouble, because this assumes your index is perfect, incapable of being manipulated and that you can somehow order the returns in a meaningful way!

    So the returned results can't generally represent the documents that match semantically, we now need to account for some subjective quantities, that can not be derived directly from the corpora, they attempt to deal with this by a cocktail of criteria that rank the returns in such a way as its more likely that the "better" results are closer to the top of the list.

    There are many ways of doing this, the current trend is to

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