Much as astrobiologists would like to see the birth of a new planet, the ones we observe seem to be dying, not being born.“Newly found planet may turn into dust,” reads a headline on NASA’s Astrobiology Net. This does not bode well for any inhabitants the astrobiologists would like to meet. Echoing a press release from MIT, the article described how a planet around a star 1,500 light-years away appears to have a comet-like tail, evidence of a cloud of dust following the planet as it disintegrates. The press release includes a 40-second animation of how the “doomed world” is shedding its material, and ends with this statement:“This might be another way in which planets are eventually doomed,” says Fabrycky, who was not involved in the research. “A lot of research has come to the conclusion that planets are not eternal objects, they can die extraordinary deaths, and this might be a case where the planet might evaporate entirely in the future.”PhysOrg today described another place where planets are doomed. Too remote to be observed directly, this system’s dust disk appears to be tugged at by a black hole at the galactic center. No need to worry about the inhabitants there; there aren’t any. “Yet, even if planets do form, living near a supermassive black hole is still not a hospitable place for life,” the article said. “The extreme amounts of UV radiation emitted as the black hole devours gas and dust is likely to sterilize the region.”As referenced in the May 14 entry, New Scientist warned that dust disks around stars can no longer be assumed as planet maternity wards. “Dust rings not ‘smoking gun’ for planets after all,” wrote Maggie McKee. (Sorry for the unfortunate mixed metaphors; the thought of a smoking gun in a maternity ward may be disturbing – unless nothing was being born there in the first place.) The dust surrounding a star can form sharply-defined rings without congealing into a paradise for aliens.Astrobiologists and planet hunters have a new worry announced in Nature today:1 “Startling superflares.” Bradley Schaefer, referencing a study done by the Kepler Spacecraft team published in the same issue of Nature,2 said, “Stars that are just like our Sun have flares more than a million times more energetic than the biggest flare ever seen on the Sun.” A couple of minutes of exposure to one of these flares would doom the Earth, but some of these flares from other sun-like stars can last for half a day or several days. The astronomers found no correlation of superflares with hot Jupiters or with rotation rates, leaving them clueless about the causes of the flares.Statistically, superflares are not common on sun-like stars. Nevertheless, our sun is special, as Schaefer explained:The possibility that the Sun has superflares is not realized. Historical and geophysical records show that the Sun has not had any superflares in the past two millennia, and no superflares with more than roughly 1036 erg for perhaps a billion years. Maehara et al. show that only 0.2% of Sun-like stars have superflares, so it is unlikely that the Sun has such events. With their average rate of occurrence (once every 100 days for 1035-erg flares) and their observed size distribution (with a power-law index of roughly −2.0), the expected frequency of 1032-erg flares on all superflare stars should be very high. In stark contrast to this, the Sun has one 1032-erg event roughly every 450 years and so is completely different from superflare stars.While recognizing the deadly force of a superflare, Schaefer exercised a vivid imagination by thinking of ways they might be good for evolution:Superflares have implications far beyond being just a challenge for stellar physics. If a superflare’s energy is linked to the orbital energy of a hot Jupiter, then three events a year on the star would make its planetary companion spiral in towards it on a timescale of a billion years. The huge energy output of superflares could make any planets around the star uninhabitable for far-future human colonization, and astrobiologists will have to consider the effect of the superflares on possible alien life. Superflares might provide the high-energy radiation required to create organic molecules, so perhaps superflare systems are a good place to look for alien life that has evolved to avoid the effects of the huge flares.1. Bradley Schaefer, “Startling superflares,” Nature 485 (24 May 2012), pp. 456–457, doi:10.1038/nature11194.2. Maehera et al., “Superflares on solar-type stars,” Nature 485 (24 May 2012), doi:10.1038/nature11063.Preach it, Bradley; Darwin comes to the rescue to create aliens that evolve the ability to avoid being fried to a crisp. Why not test your idea by looking for imaginary friends on Venus or the Sun?The findings do not support the bottom-up view that everything emerges from nothing. Instead, they are consistent with the top-down view of the universe: the universe, stars and planets were created perfect and are degenerating under entropy. Planets and stars are not being formed now; they are disrupting and getting fried. Were it not for providential design of our star and planet, it could happen to us, too.The findings are also consistent with the Privileged Planet hypothesis of Jay Richards and Guillermo Gonzalez, that our planet was designed for life and for scientific discovery. The only place in the universe we know about where sentient beings can observe distant stars and see that they have superflares is Earth. Those same beings can notice that our sun is remarkably stable and life-sustaining.Intelligent design, of course, is not at all surprising to Biblical creationists who read the words of Isaiah, revealing God’s purpose in making the Earth:For thus saith the Lord that created the heavens; God himself that formed the earth and made it; he hath established it, he created it not in vain, he formed it to be inhabited: I am the Lord; and there is none else. (Isaiah 45:18)With great privilege comes great responsibility, as the Lord, speaking through Isaiah, continued in the next verses (referring back to Genesis 1 as His revelation):Tell ye, and bring them near; yea, let them take counsel together: who hath declared this from ancient time? who hath told it from that time? have not I the Lord? and there is no God else beside me; a just God and a Saviour; there is none beside me. Look unto me, and be ye saved, all the ends of the earth: for I am God, and there is none else. I have sworn by myself, the word is gone out of my mouth in righteousness, and shall not return, That unto me every knee shall bow, every tongue shall swear. Surely, shall one say, in the Lord have I righteousness and strength: even to him shall men come; and all that are incensed against him shall be ashamed. (Isaiah 45:21-24) (Visited 21 times, 1 visits today)FacebookTwitterPinterestSave分享0
Miss Earth South Africa director, Catherine Constantinides, shows learners from Midrand Primary School how to plant trees. (Image: Shamin Chibba)Africa Day was celebrated on Wednesday, 25 May, and what better way for former and current Miss Earth South Africa participants to recognise it than to plant a tree.The Miss Earth South Africa organisation was at Midrand Primary School in Gauteng to celebrate Africa Day with learners by helping them plant 15 trees on the school grounds. Learners were also taught to stop littering, to recycle and to have pride in their environment.Director of Miss Earth South Africa, Catherine Constantinides, instilled the message “Waste stops with me” and encouraged learners to take it to their homes and communities. She also told learners to be proud of Africa. “Some people call it Africa. We call it home,” she said.Spokesperson for Miss Earth South Africa Ella Bella Constantinides said the catchphrase is meant to teach children to take responsibility of waste and recycling. “[Waste stops with me] is where we understand that energy waste stops with me, food waste stops with me and water waste stops with me. Learners must stop and ask, ‘How can I take this into my home? How do I tell my parents what it is we need to be doing at home?’”Planting trees in the school was part of the lesson teaching learners to take responsibility for their environment, said Ella Bella. “Every day, learners will pass the trees knowing they planted them and they’re taking ownership of them.”Waste management service provider for Johannesburg, Pikitup, partnered with Miss Earth South Africa at the event. Two Pikitup mascots, known as the Eco-Rangers, were on hand to teach learners to keep their school clean using the catchphrase, “Reduce, reuse, recycle and rethink”.Participants of the 2016 Miss Earth South Africa were at Midrand Primary School to plant trees and teach learners how to take care of their environment.Fifty-four trees for 54 nationsElla Bella said the Miss Earth South Africa organisation planted 54 trees in different parts of Johannesburg on the day, signifying the number of countries in Africa. “The 54th tree was planted at 54 on Bath, and that tree was planted to create a bit of awareness: 54 trees and 54 countries that make up the African continent. It means people want to plant trees and get out into nature and create something special.”She said the event should remind all Africans that we need to take care of our immediate environment. “We need to make such a noise that people should understand that we’re fighting for our home. Our home is Africa, it is South Africa; our home is the Earth.“We need to understand that we need to look after our planet but before that we have to look after our people and the people on this continent are important to us.”Pikitup Eco-Rangers used the catchphrase “Reduce, reuse, recycle and rethink” to make their message memorable to learners. Miss Earth South Africa empowers womenElla Bella said that as an organisation, Miss Earth South Africa seeks to empower women through environmental education. “We need to look after our immediate environment. We need to understand that every action in South Africa has a ripple effect, not just in the country but in Africa as well.”One of the 2016 participants from Gauteng, Bhijal Parbhoo, said she decided to enter the pageant as she feels she wants to make a real difference to South Africa. Parbhoo, who runs a women’s and kids’ wear store, said she loves putting a smile on people’s faces. “I feel there has to be someone to make a difference in South Africa and I really want to make a contribution to it.”
Share Facebook Twitter Google + LinkedIn Pinterest By Andy Michel, Kelley Tilmon, Ohio State University ExtensionWe have heard from a few Extension educators and scouts that soybean aphids are starting to make their appearance. Right now, the number of infested plants is very low (around 5%) and the number of aphids on the plants is also low (average 5-10). With this level of infestation, it is highly doubtful that soybean aphids will reach threshold, especially in soybean that has already entered the late R stages (R5 and R6).However, there is a fair amount of late planted soybean that could still be at risk—in fact we were in a field last week that just reached R2. We recommend that growers continue to scout their fields to make sure that soybean aphid populations remain under the treatment threshold which is 250 aphids per plant.
The E-House, an energy efficiency showcase that has long been a fixture in the lobby of Sacramento Municipal Utility District’s Customer Service Center, recently got a makeover.The model home, upgraded with the help of donations from SMUD’s partners in the construction and appliance industries, features structural cutaways that allow visitors to see into the guts of framing and roofing assemblies, insulation systems, window and lighting installations, and HVAC and renewable-energy systems.It obviously isn’t a candidate for field testing, but E-House can be a convenient teaching tool for contractors, designers, and consumers, bringing together in one structure a lot of the demonstration props one might find at a homebuilding trade show. SMUD’s Energy & Technology Center, the utility’s energy-efficiency marketing arm, uses E-House as the setting for workshops focused on energy efficient products and remodeling and construction services available to its residential customers in the greater Sacramento area.Lobby hours at the Customer Service Center, 6301 S Street, are 8 a.m. to 6 p.m. Monday through Friday.
Tags:#email#hacking A Web Developer’s New Best Friend is the AI Wai… adam popescu You’d think that being the head of the CIA would give you all the ins-and-outs and James Bond tools to conceal your email. Think again.Less than two weeks ago, David Petraeus was a decorated four-star army general (ret.), Director of the Central Intelligence Agency, and a husband of 38 years. Today, his reputation has been hit with a massive dose of shock and awe. Petraeus cheated and got caught, largely due to a lot of eyebrow-raising email activity from a man many would assume to know more about how to cover his tracks. Here’s how the Petraeus email fiasco unfolded, and some hints on better ways to conceal private email conversations, no matter what their purpose. Wrong MovesThe general created a fake Gmail account with a pseudonym to communicate with his lover and biographer Paula Broadwell. In order to communicate, Petraeus and Broadwell wrote messages to each other that they each dropped in a draft folder, to eliminate an email chain. This is called a “dead drop,” and has been used by terrorists, including the guys behind the Madrid train bombing in 2004.They both had access to the account, and would write and save draft messages for each other to read. While we don’t know if the drafts were deleted after reading, or if the same draft was used over and over with old text deleted, we do know the basic pattern of this kind of interaction. Basically one person writes a note and logs off, then the other party logs on and reads the draft. This way no email is actually ever sent, and no email chain is created. In Gmail, draft messages are called conversations. Once these messages are “discarded,” they are notoriously hard to recover. So, one of two things is likely in this scenario: Either they kept the draft conversations at the time that the FBI intercepted their communications, or the FBI worked with Google to retrieve the deleted drafts. Further mucking things up was the fact that Broadwell used a different Gmail account to send her threatening messages to Kelley. And both she and the General used the same Gmail account to share and write messages. So with all that, it would have been pretty easy for the FBI to lean on Google to reveal the IP addresses of the account in question, alerting the bureau of the location and numeric label of both the computers and networks behind the messages. (Note to all you cyber-lovers out there, the very outdated Electronic and Communications and Privacy Act states any content older than six months and stored in the cloud can be obtained by the government without a warrant.) Game. Set. Match.What They Should Have DoneRemember, when trying to hide things from the FBI, no method is perfect, especially when they’re already on your trail. The following tools are not 100% foolproof, but if employed early would have made for a much more convoluted game of cat and mouse, and might even have concealed the amorous activity long enough for the general and his fatal attraction to have escaped unscathed. 1. PGP Encryption: PGP stands for “pretty good privacy,” and that’s exactly what it is. The service encrypts data, like emails, which would have been another hurdle for the FBI to jump through. If this method would have been used, it would have forced Uncle Sam to deploy Trojan-style spyware onto Broadwell’s computer to uncover the emails. With Google snitching the General out, PGP might not have worked. For regular folks though, this tool is a good start. 2. Hide Your IP: Tools like Tor, an open source method to conceal real IP addresses and Web browsing, would have masked their IP address identification. Another is Hamachi, an app that creates free, encrypted Virtual Private Networks (VPNs) between computers. Just use the VPN every time you log in, and don’t log in from your home IP, and you should be safer. Well, unless you’re LulzSec that is. 3. Disposable Email: This message will self destruct after reading. Really. If the General really was 007, or even 007-ish, he would have used this method. Disposable email functions much like it sounds, with messages that are deleted after reading. Disposable email services include Spamex and Mailinator, which were originally designed to keep out spam, not the Feds. 4. Don’t Send Messages Online Period! Keep it offline! If this was 1972, short of the U.S. Postal Service intercepting their mail, this would have been the ideal method, and some inquisitive papparazzi snapping a photo would have been all they would have had to worry about. While the two did spend a good deal of time together in-person (Broadwell apparently traveled overseas to Iraq and Afghanistan to visit Petraeus), they might have been safer to keep the relationship in person only. The only truly private way to use email? Don’t!Besides, what’s the best way to keep passion in a relationship? Charles M. Schulz said it best: “Absence makes the heart grow fonder.”Photo by hectorir. 8 Best WordPress Hosting Solutions on the Market Top Reasons to Go With Managed WordPress Hosting Why Tech Companies Need Simpler Terms of Servic… Related Posts
Mumbai, Aug 10 (PTI) Six local teams will participate in the pre-qualifying round (Maharashtra leg) of the Indian Womens League, which is scheduled to commence at the Cooperage ground, from August 14.The participating teams are MDFA Womens League champions, Football Leaders Academy, Bodyline SC, Kenkre FC, PIFA Sports Club, Football School of India and Rush Soccer, a media release issued here said today.The Pre-Qualifiers League, to be organised by Western India Football Association, will be played on a double leg basis and the winners will get a direct entry to the qualifying round, which is scheduled to be held next month. PTI NRB NSK
Originally published Jan 27, 2012 3:45:00 PM, updated October 20 2016 Lead Nurturing Walk into any active sales room, and it’s easy to tell how time-intensive most sales operations are. To make the hours spent worthwhile, it’s important to ensure that your sales team is only talking to the most qualified leads. Lead management is a strategy and set of corresponding tools that help companies filter out unqualified leads and better understand the buying cycle of their good leads. When executed well, lead management makes your marketing team more effective, your sales team more precise, and your leads happier. Lead management programs vary from company to company, but here are several important components to consider. Prospect Intelligence For B2B companies, lead management should actually begin before a lead ever fills out a form. Individual website visitors who are still in the browsing stage can actually tell you a great deal about what content is attracting them to your company. By using prospect tracking software , which reports on the IP address associated with site visitors, you can understand which types of companies are visiting your site. Connecting company activity on your site with a certain type of content or topic can help you better prepare your sales team for when a lead from that company later converts on your site. Lead Intelligence When someone converts on your website by completing a form or downloading a piece of content, the relationship with that lead begins. By using analytics to keep tabs of the content leads view and the interactions they have with your company, you can build a more relevant, personalized experience for each lead. Lead intelligence begins by developing a profile for your lead with the information provided and creating a place to store all future interactions and data on that lead. After you have that profile created, you can begin to segment your leads based on their interests and send emails and other communications that are targeted and relevant to them. Lead Scoring The good news about inbound marketing is that it can attract high volumes of leads. The challenge then becomes, how do you separate the good, quality leads from the people who are just looking around? That’s where lead scoring comes in. With lead scoring , you can attach values to each of your leads based on their professional information and the behavior they’ve displayed on your website. Get started by meeting with your sales team and coming to an agreement about what makes a quality lead. What types of pages viewed or content downloaded indicate that the lead is getting close to a decision point? What lead activities do you want to prioritize? After you’ve come to an agreement on quality indicators, you can use a lead scoring app like HubSpot’s Lead Grader to assign custom scores to each activity so your most qualified leads float to the top. Customer Relationship Management Another key component of successful lead management is the integration of your marketing software and your customer relationship management (CRM) software. Too often, there is a divide between marketing efforts and the revenue that those efforts drive. Connecting your marketing software to your CRM system enables you to bridge that gap and get a complete view of your marketing funnel, from the campaigns and channels that first brought customers into to your company to their most recent point of sale. Marketers call this kind of end-to-end view “closed-loop reporting.” Closed-loop reporting can help you understand which marketing efforts resulted in actual purchases so you know how to invest your marketing budget more strategically. To get started, make sure you have a marketing platform and a CRM system that have the ability to integrate through APIs. Lead Nurturing Lead nurturing is all about understanding the nuances of your leads’ timing and needs. Basic lead nurturing involves a tightly connected series of emails with a coherent purpose and an abundance of useful, relevant content. Lead nurturing campaigns are typically kicked off in a scheduled cadence after someone takes a specific action on your site, like requesting a trial or signing up for a webinar, and they reflect the action taken. Alternately, behavior-based lead nurturing , often called marketing automation , enables a company to trigger communications based on real-time customer behavior. Warming leads up over time through helpful, educational emails will help them get to a decision point more quickly. To set up your first lead nurturing campaign, think about the typical buying cycle of your leads. Design related emails that address the goals of each of these stages (for example: education, comparison shopping, cost-assessment). Remember, lead nurturing emails should be designed to help your leads, not push an immediate sale. Use a lead nurturing program to time these communications appropriately throughout the buying cycle. The Complete Picture Customer relationships take time. Research from Gleanster suggests that even when it comes to qualified leads, more than 50% aren’t ready to buy on the day they first convert on your site . You’ve put a lot of work into attracting leads, and often, it’s how you manage them after the conversion that will determine if your time was well spent. The power of lead management comes in adapting your communications to reflect a comprehensive understanding of your leads’ needs and timeline so that when you hand them over to your sales team, all parties are informed and ready to move forward. To learn more about how to get started with lead management, download our free ebook, Lead Management Made Simple . Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Topics:
Topics: Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Jul 30, 2012 9:00:00 AM, updated July 28 2017 You know when your boss asks you what your leads goal is, and you don’t know how to answer because it’s basically just a shot in the dark? Or how about when he asks how your new fangled inbound marketing is going to help you drive leads to the sales organization? It’s hard to make the case for inbound to a non-believer when your projections aren’t based on math, isn’t it?It’s high time to start making your monthly inbound traffic and leads goals based on your business’ growth goals. And we’re here to tell you how! The good news is that it’s ridiculously easy, and with the help of our friend Greg Elwell over at B2B Inbound, we’ve created an Excel template that you can download and save to make this goal-setting easy as pie every month. With just a few quick inputs, this template will do all the math for you, and you’ll be able to know exactly how much traffic and leads your inbound marketing efforts need to drive each month for your sales organization to hit their numbers, and your company to meet its growth goals.Download the excel template now so you can follow along with the instructions on how to use it below!How to Calculate Your Monthly Inbound Traffic and Leads GoalsStep 1: Enter Your Monthly Revenue GoalThis number is how much new monthly revenue your sales team needs to book, which you are going to attribute back to leads generated from inbound marketing.But wait, what if you’re only using inbound marketing to generate new customers? Let’s go to the next step!Step 2: Enter the Percentage of New Revenue Driven From Inbound MarketingHere, you’ll input how much of that new revenue will be driven by inbound marketing. So if you’re only generating leads via inbound marketing, well, go ahead and put 100% in there. For the sake of this example, we’ll just say you’ll drive 80% of your monthly revenue from inbound marketing.Step 3: Enter Your Average Revenue Per ClientNow, it’s time to input your average revenue per new customer. If you don’t know this, a simple way to calculate it is by taking your total revenue collected over the past 12 months, and dividing it by the number of customers you have.And in this step, you’ll get your very first calculation — right there in that orange box. Now you know exactly how many new customers you need your inbound marketing efforts to generate to meet your growth goals (based on the information you’ve input thus far). Pretty good information to know, eh?Step 4: Enter Your Lead-to-Customer Conversion RateNow, enter your current lead-to-customer conversion rate to determine how many leads you need to actually get those customers. You can also input a goal if you’re targeting a better conversion rate to see how that affects the number of leads you need to generate to hit your goals.If you’re not sure how to find your conversion rate, simply take the number of new customers you acquire each month and divide it by the number of leads you generate.Step 5: Enter Your Visitor-to-Lead Conversion RateFinally, let’s figure out how much site traffic you’ll need to generate! Enter your current visitor-to-lead conversion rate, and this template will deliver the number of visitors you need to bring to your site. Again, you can also enter a target visitor-to-lead conversion rate if you’re looking to improve upon this metric (and by extension, get a bit of a traffic reprieve and still meet your goals).Not too difficult, eh? Now it’s your turn. Download this Traffic and Leads Goal Calculator, and see how your inbound marketing efforts can help your company hit its growth goals next month!How do you calculate your monthly traffic and leads goals right now? Business Calculators
Any marketer can tell you that marketing has become a data-driven discipline. Most of us can tell you what metrics we track for our efforts at the top and middle of the funnel. Traffic? Check. Leads? Check. Opportunities? Check.But as our efforts fall further down the funnel, measurement gets much harder. When it comes to sales enablement, there’s no one number that can measure the results of your efforts or tell you what projects to prioritize. So what’s a data-driven sales enablement marketer to do? How do you definitively prove you’re fostering a healthy relationship between Marketing and Sales? It’s harder to measure than most other types of marketing, but below are a few quantitative and qualitative ways to track your results.1) Use the lead-to-customer conversion rate as your North Star.The mission of a sales enablement team is to help the sales team close more deals. In other words, said with a funnel lens, their mission is to increase the lead-to-customer conversion rate.Your lead-to-customer conversion rate is a good number to track to help measure the impact of your sales enablement activities. Although it is influenced by a number of other variables, such as the absolute number and quality of leads generated, it’s a good indicator. The effectiveness of the sales reps also comes into play, but this is actually something that you should be helping to influence. (More on that later.) Lead-to-customer is especially good to track over time to identify trends.This metric is also important to keep in mind when deciding which projects to take on yourself and which to leave to other marketers. The next time your CMO or VP of Sales asks you to create a campaign, ask yourself, “Will this help us close more customers?” If you only take on projects where the answer is “yes,” you will stay focused on bottom-of-the-funnel activities and have a clear reason why you leave demand gen efforts up to your colleagues.Tip: You can calculate your lead-to-customer conversion rate as long as you know the number of leads and customers generated in a particular time period. If you have a CRM, it may include reporting tools that do it for you.2) Measure win/loss rates against key competitors.Your sales team needs your help the most on the toughest deals. Looking at your win/loss rate will help you measure how well you are equipping your sales team when they’re up against the competition. You should drill in to this data by customer segment and sales team. Not only will this give you a performance metric, but it will also help you figure out where you should invest more energy.Tip: You can calculate your win/loss rate wherever you track deal stages, most often in your CRM system.3) Post your content online.Content doesn’t just have to support your top-of-the-funnel goals — you should be publicizing your sales content such as customer stories, product overviews, ROI studies, and anything on video. This will help you get better data about who is viewing your content and how much it’s influencing their decision to buy (or not).Post your content online so you can better measure click-through rates from your emails and generate organic traffic. You’ll still need to arm your reps with some more printer-friendly documents and PowerPoint decks to present, but always be thinking about how you can scale online, too.Tip: Make sure you are using an analytics tool with your content management system, or have an all-in-one solution like the HubSpot Marketing Platform.4) Perform attribution reporting.Another great thing about posting content online is that you can then run attribution reports to see how much influence each piece had in helping turn existing leads into customers. Of course they likely touched many pieces of content, but this analysis tells you what content they discover and are interested in late in the buyer’s journey. For example, you could use an attribution report to figure out which of your customer stories are resonating most with your audience.Tip: HubSpot’s Marketing Platform helps marketers make customized attribution reports through its Reports App.5) Pick the right software for sharing content with sales.Like I mentioned before, you won’t be able to post all of your content online — some of it may need to be in a more printer-friendly or presentation-ready format. But before you post it up on Google Drive, think about how often you’ll be making updates to those documents. You don’t want your sales reps frustrated by outdated links to their favorite collateral. And you want to get as much insight as you can about who is downloading what content, who they’re sending it to, and who is opening it.There are a number of sales software options on the market that can integrate with your CRM and/or marketing software platforms to help you track the delivery of content in any file format.Tip: If your CRM and/or marketing software doesn’t have this capability, the next best option is to use cloud storage tools like Box.com that can at least tell you the number of downloads. You won’t know if or how your leads are interacting with the content, but you will know what pieces your sales reps are using most.6) Sit with your sales team.I’m not talking about sitting down with sales leadership once a month. Sit with your sales team every single day — your team’s desks should be next to theirs. You may organizationally sit with Marketing or Sales, but either way, you should physically sit with Sales.Sitting with Sales helps you see what content they are sharing on their screens, hear what they are saying to prospects, and it makes you more accessible to answer questions and receive feedback. Why spend a lot of time trying to coordinate sales calls and demos to listen in on when it can happen so naturally? It’s totally okay to eavesdrop on salespeople. In fact, it’s your job.Tip: Make sure you invest in some nice noise-cancelling headphones for days when you need to get in the zone and create a lot of content.7) Count your content production.At HubSpot, our sales team loves to share case studies with prospects since our customers tell their story better than we can. Because of that, our sales enablement team can get overwhelmed with requests to write case studies for customers who are in a specific geography, industry, or faced a certain marketing challenge. We can’t keep up with all of the requests, so it helps when we can explain how many case studies we’ve written in a quarter and how we prioritize them. We’ll eventually get to that obscure industry customer in the Maldives whose social media efforts weren’t generating leads for them.Tip: Keep a simple spreadsheet or document to track and date stamp the content your team is producing — and make sure the sales team can easily access it. 8) Watch and measure product demos.By sitting with your sales team, you’ll have some qualitative data about how they are demoing your product or service. Also ask reps to record demos so you get a broad understanding of how they’re selling your product. And you also may have an opportunity to gather quantitative data about those demos depending on what business you’re in.Tip: If you’re a SaaS company, you can pull usage data to see what pieces of the product the sales reps are showing on demoing. They might not have the right sales training or content to demo the apps they’re not showing. If your company has a physical product, you can track what inventory they request to demo or share as trials.9) Survey the sales team to generate your NPS.NPS, or Net Promoter Score, helps you objectively measure the satisfaction of your stakeholders. Once you know how to calculate the NPS formula, you can set up a simple survey to ask the sales team how likely they’d be to recommend your work.Use the survey as a way to get additional feedback such as what training topics they’d like covered in sales training, what content they think is most effective, and what else they’d like to see from your team. But keep the survey short and easy to fill out — remember that every minute a sales person is filling out your survey is a minute they’re not on the phone with potential customers.Tip: Simply using a Google form or setting up a basic Survey Monkey are easy ways to set up a survey if your company doesn’t have a license for other software.What other ways do you measure sales enablement? Originally published Mar 20, 2015 6:00:00 AM, updated February 01 2017 Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack