SEO for Sales People

Hopefully someone at your company is responsible for SEO. Whether it’s the web administrator, the marketing athlete or an SEO black-belt like Scott Fasser or Marko Wollschlaeger, someone should be managing your organic web presence.

As a sales person, your time is better spent selling than worrying about every detail of your company’s SEO strategy. But there are a few key SEO indicators that sales people should be aware of in general. The following are worth investigating, and will help you understand how much lift you are getting from SEO. It might also help you create some urgency on allocating resources (people or software) to focus on the highest quality lead source!

How Many Homes Does Google Think You Have?

The homepage is the most important page and the crux of a website. It should be functional, relevant and engaging for the visitor. It should also be easy to identify over all other pages in a given site for the search engines that regularly crawl the web.

Having multiple versions of your homepage sends a confusing signal to search engines and makes ranking high for relevant terms more difficult. The issue with multiple homepages is that it dilutes the value of the homepage by channeling links meant for the homepage to different versions of the page. The goal is to make each individual page unique and as authoritative as possible, so focusing these links will help boost homepage authority. The homepage authority can then be passed to your category and content pillar pages via navigation and content links from the homepage.

What is Lead Scoring?

In marketing and sales conversations, lead scoring is a hot topic these days. I want to review what lead scoring is, what it is not, and some helpful tips to keep in mind as you apply lead scoring to your business.

Why Every Website Needs a Contact Form

The number of websites we review without any sort of contact form is surprising. For most, it comes down to technical ability or simply time/prioritization. But others haven’t considered the benefits of a contact form.

Partner vs. Reseller – Defining Both in the Software World

There are many programs in the software space that include the word “Partner” in their title. People today have an aversion to have anything sold to them. Since the word Reseller includes the word sell, I think many have replaced it with the less threatening term Partner.

[Dreamforce Session Cheat Sheet] Mastering the Direct Sales Model

At Dreamforce on Thursday morning, I had a chance to learn how the marketing and sales engine at Salesforce.com will drive the following impressive numbers this year: 500,000+ inbound marketing responses 100,000+ opportunities $1.5B in global pipeline 36,000 closed opportunities Panelists Lauren Vaccarello – Sr. Director, Online Marketing at Salesforce.com @laurenv Author of: Complete B2B [...]

3 Sales Lessons from the London Olympics

While I watched the last minute preparation and execution of London 2012, I couldn’t help but draw some parallels back to the world of software sales. Here are a few sales preparation lessons from the London Olympics.