Now That We’ve Won Your Business, I’d Like To Learn A Little About You

first_imgI heard a salesperson say something fascinating (and disturbing) today. He said, “And it’s really important for us to learn about our clients needs when we have our new client kick off meeting.What? When we have the kick off meeting?You’re probably wondering how the salesperson wins new business. He wins new business through an RFP process executed and operated by brokers. He is universally behind the sales process. In this process, everything the buyer wants is detailed in a request for proposal. The sales organization generally has to agree to everything in the request proposal as a condition of being allowed to compete (or, more accurately, provide pricing). But if all the needs are captured in a request for proposal why wouldn’t those needs be known before a kick off meeting? And the answer is simple: the kick off meeting is where the buyer and seller interact for real for the first time; it’s where the discover their real needs.In FrontSelling from behind the process is terrible. It’s terrible for sales organizations. And it’s terrible for organizations that are buying. Without truly understanding the client’s needs, the sales organization is set up to fail. They haven’t done the work that would allow them to succeed, and they’re still behind even after having won. In fact, they may not have been the right choice to begin with. They may just have been the best show horse the boardroom.This salesperson’s organization churns clients. They lose accounts through the deep dissatisfaction that usually starts about six months into their contract. The reason they have a systemic problem with churn is because they’ve adopted a process that doesn’t allow them to know their customer and their real need, and that same process doesn’t allow the customer to know there suppliers real solution or capabilities.If you’re just learning about your clients needs at kick off, you’re both way behind. In human relationships and complex business dealings, slow is fast and fast and slow.QuestionsHow much time do you spend really understanding your dream client’s needs?Mistakes are made, but whose fault is it if you are surprised at your dream client’s difficult demands after having won?How do you get in front of the sales process when your buyer’s process is at arm’s length?last_img read more

Nenshi aims to entice Vancouver tech sector workers to Calgary

first_imgVANCOUVER (660 NEWS) – Naheed Nenshi has ventured to the coast and hopes he won’t be returning to Calgary alone. Nenshi is hoping to convince people in the thriving west coast tech sector to move to Calgary.Nenshi aims to do two things with the trip, number one is traveling with Calgary companies, in order to do business with some Vancouver companies.“The second reason I am here is to steal your children. We are also doing a tech hiring fair with a bunch of Calgary tech companies who have jobs to fill that are looking to Vancouver candidates, so it’s a bit of both.”Nenshi believes the trip can be beneficial for everyone involved.“I’m hopeful that we’ll be able to create better business relationships to help Vancouver companies grow here, but also to help support the Calgary economy as well.”He says Calgary is dealing with some problems like a historically high unemployment rate, but we may need outside help to fix those issues.“We really need people who have worked in a healthy tech ecosystem like Vancouver, whether it is software engineers, or coders, or folks who can help our businesses grow.”He says the tech sector will help the city’s economy diversify as it would help other industries, like financial services and life sciences, grow.Nenshi says Vancouver will want to avoid some of the issues that have been found in Silicon Valley with exorbitant housing costs that would limit the number of young people able to live in the city.Vancouver already has a high cost of living in comparison to many other Canadian cities, which could be one reason why people would want to come over the Rockies to Calgary.Calgary’s Mayor also says he looks forward to dealing with the newly elected mayor of Vancouver, Kennedy Stewart.“I am happy to talk to Vancouver people about the economy, the environment, energy and pipelines.”With files from Breakfast Television on City TV.last_img read more

Article 35A hampering dev in JK Jaitley

first_imgNew Delhi: Finance Minister Arun Jaitley Thursday said Article 35A, which restricts non-permanent residents to buy property in Jammu and Kashmir, is “constitutionally vulnerable” and also hampering economic development of the state.The statement comes amidst the Bharatiya Janata Party (BJP) pressing for early elections to the state assembly in the state. The state is under President’s rule and the Union Cabinet takes all policy decisions related to the militancy-hit state. Also Read – Uddhav bats for ‘Sena CM’In a blog, Jaitley said the seven-decade history of the state of Jammu and Kashmir confronts changing India with several questions. “Was the Nehruvian course, which the state had embarked, a historical blunder or was it the correct course to follow? Most Indians today believe that it is the former. “Does our policy today have to be guided by that erroneous vision or an out of box thinking which is in consonance with ground reality?” Jaitley questioned. The senior BJP leader and in-charge of the party’s campaign committee for general elections said Article 35A was “surreptitiously” included by a presidential notification in the Constitution in 1954. Also Read – Farooq demands unconditional release of all detainees in J&KArtcle 35A, he said, was neither a part of the original Constitution framed by the Constituent Assembly, nor did it come as a Constitutional Amendment under Article 368 of the Constitution which requires an approval by two-third majority of both Houses of Parliament. “It came as a presidential notification and is a surreptitious executive insertion in the Constitution.” Jaitley further said the Article gives the right to the state government to discriminate between two state citizens living in the state on the basis of declaring some as permanent residents while leaving out the others. It also discriminates between permanent residents of the state and all other Indian citizens living elsewhere, he added. “Lakhs of Indian citizens in J&K vote in Lok Sabha elections but not in Assembly, municipal or Panchayat polls. Their children cannot get government jobs. They cannot own property and their children cannot get admitted to governmental institutions. “The same applies to those who live elsewhere in the country. The heirs of ladies marrying outside the state are disinherited from owing or inheriting property,” the minister added. He said the state does not have adequate financial resources and its ability to raise more has been crippled by Article 35A.last_img read more

IFAD president commends synergy between authorities and populations in socioeconomic projects

first_imgMarrakech – President of the International Fund for Agriculture Development (IFAD/based in Rome) Kanayo Nwanze, commended the development dynamism going on in rural areas in Morocco and the synergy of efforts between local authorities and recipient populations of socio-economic projects.The IFAD president told MAP after visiting some of the IFAD-funded projects he is satisfied with the results of these projects and with their impact on the target populations’ living conditions.The Fund, which started cooperating with Morocco in 1980, has financed 13 projects in addition to 5 ongoing ones. Results achieved so far are leading the Fund to intensify its cooperation with Morocco and start new projects, together with other fund-donors, he said.“I have met rural women and they confirmed the improvement of their living conditions thanks to the socio-economic projects”, he said noting that the construction of a kindergarten or a drinking water supply facility alleviates the burden on women and enables them to have income-generating activities.Cooperation between the IFAD and Morocco is based on financial assistance in the form of grants or easy loans for farming and rural development projects.last_img read more

Commentary Urban Meyer rumors distracted Ohio State during Michigan game

ANN ARBOR, Mich. — Urban Meyer isn’t an especially large man, but he casts an especially big shadow. So big, it almost overshadowed the Ohio State-Michigan game. Some say “The Game” is the most important part of the season every year. Toss the records out and forget about last week because it’s a one-game season. I could feel the hatred in Ann Arbor during OSU’s 40-34 loss to Michigan. I could feel the passion. But no matter what the outcome was, the biggest story in Columbus, Ohio, on Monday morning is going to be Meyer becoming OSU’s next football coach. In a way, “The Game” was trumped by Meyer’s impending arrival. Sure, it’s not official yet, but Meyer coming to OSU is the worst kept secret in college football. Even during Michigan week, it’s all anyone wanted to talk about. As much as coach Luke Fickell can talk about his program being in a “bubble” and ignoring the outside world, everyone was listening to the rumors — players and coaches included. I’m sure the university didn’t want the news to break until after the end of the regular season out of respect for Fickell and everyone else on this year’s team, but the fact that it did couldn’t have helped the Buckeyes. As a coach, how can you concentrate on the task at hand when, in all likelihood, you won’t have a job the following week? I’m sure they all wanted to beat Michigan and cared about the players enough to prepare to the best of their ability, but in the back of their minds, they have to be thinking about supporting their family. Any sane person would be at least considering future coaching options. As a player, how likely are you to listen to a coach that you only have to deal with for a couple more games — especially a coach that has already led you to five losses? The bottom line is, the Meyer rumors didn’t just excite the fans. They affected the internal program’s focus and at least partially distracted them from the Michigan game. The defense was porous, giving up a season-high 40 points and junior quarterback Denard Robinson had his way with the Silver Bullets, scoring a total of five touchdowns. Fickell did what he could, but what does it say about “the greatest rivalry in all of sports,” when the focus during game-week isn’t on the game? read more

Ohio State defense stiffens in second half of 4228 win

Redshirt-freshman linebacker Darron Lee (43) runs a recovered fumble toward the end zone during a game against Michigan on Nov. 29 at Ohio Stadium. OSU won, 42-28. Credit: Mark Batke / Photo editorFor nearly three quarters of play, Ohio State football fans across the country must have thought it was deja vu.Just like the previous year, OSU was heavily-favored going into its game against archrival Michigan. Unfortunately for the Buckeyes, however, the Wolverines were once again matching them step for step. With 7:41 left in the third quarter, Michigan tied the game at 21 following a 12-play, 75-yard drive. The Wolverines had already scored on drives of 80 and 95 yards in the first half, leaving a record Ohio Stadium crowd virtually quiet.Enter Michael Bennett.The senior defensive lineman and co-captain gave a speech to the entire Buckeye defense after the score, he said, and the unit then forced the Wolverines into two straight punts and a fumble, allowing the offense to take the lead back in what would become a 42-28 OSU victory.OSU allowed just 129 yards in the game following the speech, and after the game redshirt-freshman Darron Lee credited Bennett with the improved caliber of play.“Second half, yeah — credit that to Mike Bennett for getting into us in the third quarter. He’s a vocal leader, a vocal force when we’re not doing our job,” Lee said. “He’s a great captain for that. We all needed that for our defense and it showed.”Bennett took similar action during halftime of OSU’s game against Minnesota on Nov. 15. At that point the Buckeyes only led by three, and this time around Bennett said the message was simple.“When you gotta say something, you gotta say something. I felt like that was the best time. I think they had just scored, and it didn’t feel right, they way they were scoring,” he said after The Game. “We expected them to do a bunch of screens and draws and all this stuff, but they just straight up ran the ball down our field and scored, and that’s not all right.”The Centerville, Ohio, native finished with three solo tackles and one sack, as did his linemate, junior Adolphus Washington. Washington noted after the game that Bennett’s interventions in the games against Minnesota, and now Michigan, have been important to the defense’s play.“Guys definitely respond better to peers than they do to a coach, so Mike’s been showing a lot of leadership these past couple weeks,” he said. “And I think that’s been helping us a lot in this second half.”But before addressing his teammates, Bennett and Buckeyes were just hanging on against Michigan’s redshirt-senior quarterback Devin Gardner. In the meeting between the two team’s last season, Gardner threw for 351 yards and four touchdowns. This year he had 129 yards in the first half, and helped the Wolverines convert on four of six third-down attempts in the opening 30 minutes.Washington credited the competitive nature of the rivalry as the reason why the Wolverines —  who ranked last in scoring offense in the Big Ten entering Saturday’s game — put together long drives and 21 points through three-and-a-half quarters.“They always got a game plan for us, they always have something up their sleeve for us. Like you said, they were coming right at us and was we were making mistakes on little things and they were just capitalizing on it,” he said. “But once we went in there the second half and we talked about it, we got it covered.”Despite the defense finding its collective footing and the offense doing similar, perhaps the biggest play of the game came on the first play of the fourth quarter. With OSU driving, redshirt-freshman quarterback J.T. Barrett was tackled after a short game. But he didn’t get back up. The potential Heisman Trophy candidate had to be carted off the field, and an OSU official said after the game that Barrett suffered a fractured right ankle on the play, meaning his season is over.Lee said he approached Barrett after the play to reassure him that the team had the game under control.“I went out there and told him, ‘hey man, we got you.’ Told him I love him because I do, he’s a great guy and he’s a great brother,” Lee said. “Everybody was just gonna pick it up from there on, and that’s all it was.”After the teams traded three drives in which they punted, the Buckeyes extended the lead to 14 when sophomore running back Ezekiel Elliott ran in from 44 yards. On Michigan’s next drive came the real game-clincher: sophomore defensive lineman Joey Bosa stripped Gardner, before Lee picked up the ball and took it another 33 yards into the end zone.It was a similar play to the first game of the season against Navy when Lee — in his OSU debut — gathered a fumble and ran for a score. The linebacker said his play against the Wolverines hadn’t quite hit him yet.“It’s really different from the video games, I’ll tell you that. It’s nice, a lot louder,” he said. “Hasn’t really sunk in yet, but it feels good that we won.”Even in victory, eyes turn to OSU’s quarterback situation as redshirt-sophomore Cardale Jones takes the reigns for a Dec. 6 matchup in the Big Ten Championship and a potential bowl game. Junior linebacker Joshua Perry, who leads the Buckeyes in total tackles with 108, said the change means the defensive side of the ball has to be even better than before.“We’ve got some things to shore up, definitely,” he said. “We can’t have six and seven-yard runs on first down. But you get past the emotions of the game and you really turn on the film and see what you need to work on, and we’ll find out.”Lee had similar feelings when it comes to what the defense must do to help the team win going forward.“Personally, I feel like defense is going to have to step up tremendously now,” he said. “I’m gonna do everything I can, and if that means I gotta do a little extra, then so be it.”OSU is scheduled to face Wisconsin in the Big Ten Championship on Dec. 6 in Indianapolis. read more

Gomes doesnt want to leave Barcelona

first_imgAndre Gomes was struggling at Barcelona after moving there from Valencia but he has finally found his old form during the last couple of weeks – and he insisted that he doesn’t want to leave the club at all.Manchester United have been said to be interested in the midfielder but the player himself denied that he wants to leave Catalonia and he claimed that he is just happy to be finally meeting the expectations.The Portugal international spoke about his future as he said, according to Goal:“Right now I do not think about that.”“I am enjoying myself and living the dream that all children want to live.”Fati and Suarez shine against Valencia at Camp Nou Tomás Pavel Ibarra Meda – September 15, 2019 With a mesmerizing first half from Ansu Fati and a brace from Luis Suarez in the second half, Barcelona demolished Valencia at Camp Nou.Valencia…“The first six months were pretty good but then things changed.”“Maybe it’s not the correct word but it turned into a bit of a hell because I started to feel more pressure. With pressure, I feel fine, but with pressure on myself, I don’t. The feeling that I have during games is bad.”“There is only one Busquets.”“I work as hard as I can so that the manager knows he can count on me.”last_img read more

Report Man United agree to sell Fellaini to Shandong Luneng

first_imgManchester United have reportedly agreed on the sale of Marouane Fellaini to Shandong Luneng with the midfielder having been spotted at the airport.The Belgium international has been strongly linked with a transfer to Chinese Super League club Shandong Luneng since Tuesday.It’s understood that Fellaini has already agreed on personal terms with Shandong Luneng, despite having only signed a new two-year contract at United last summer.Now BBC reports the Red Devils have reached an agreement with Shandong Luneng for Fellaini’s move to the Far East.The report adds that Fellaini has passed his medical and that the transfer should be finalised shortly.The 31-year-old midfielder has been at Old Trafford since the summer of 2013 after his former Everton boss David Moyes signed him for £27.5m on deadline day.Fellaini has been an ever-present figure in the United squad under Moyes, Louis van Gaal and Jose Mourinho.The Belgian has managed a total of 22 goals and 12 assists in 177 appearances for United across all competitions.He’s also won the FA Cup, EFL Cup, Europa League and Community Shield in his five and a half years at the Red Devils.Harry Maguire, Manchester UnitedLiverpool legend Nicol slams Harry Maguire’s Man United form Andrew Smyth – September 14, 2019 Steve Nicol believes Harry Maguire has made some “horrendous mistakes” recently, and has failed to find his best form since joining Manchester United.But, amid calf injury problems, Fellaini has only played for 31 minutes under interim coach Ole Gunner Solskjaer since he was appointed on December 18.And it appears United have decided to cut their losses over Fellaini and sell up while they can still get a good price.On Thursday morning, Fellaini posted an image on his Instagram story at an airport with the caption “Let’s go” to all but confirm he’s heading over to China.Reports suggest that the midfielder is set to agree on a very lucrative deal of £200,000 per week in salary.Whether a deal is announced before tonight’s transfer deadline is unknown as the Chinese Super League deadline is set until February 28, which means neither party are in a hurry to conclude the transfer.”Let’s go”Marouane Fellaini is at an airport, could he be heading for China?#MUFC pic.twitter.com/MfNPqHj83X— Omnisport (@OmnisportNews) January 31, 2019last_img read more

Integrity Commission meets with potential candidates in the upcoming General Elections

first_imgFacebook Twitter Google+LinkedInPinterestWhatsApp Facebook Twitter Google+LinkedInPinterestWhatsAppProvidenciales, TCI, October 13, 2016 – Last night at the VIX, the Integrity Commission met for a second time with potential candidates based mainly in Provo for the upcoming General Elections.A Kit was provided, a video presentation was played and there was extensive, robust exchange on the area of “treating” which was addressed by the Elections Supervisor – Dudley Lewis – who was also at the public meeting.Deputy Director of the Integrity Commission, Richard Been lead the session last night tailored to the Independent Candidates. Related Items:last_img

POLICE LOG for July 24 Tractor Trailer Involved In Hit Run Billerica

first_imgWILMINGTON, MA — Here are highlights of the Wilmington Police Log for Wednesday, July 24, 2019:A Lowell Street resident was concerned about the well-being of a bird in their yard. Animal Control Office responded and retrieved bird. (8:36am)A caller reported a tractor trailer unit rear-ended his vehicle and pushed it 30 feet before continuing north on Ballardvale Street. Caller refused ambulance for himself and passenger. No airbag deployment. Police located tractor trailer unit and operator at Interra Innovation on Junction Road in Andover. Police filled out crash report and assisted with paperwork exchange. (9:30am)A 2-vehicle crash occurred on Lowell Street at 93 North ramp. One driver transported to hospital with back pain. (1:30pm)A caller wished the police log that at some time in February, he was verbally assaulted by an RMV employee. Caller had minimal information. Caller will come to station tomorrow to provide additional information. (2:07pm)Shelton J. Oliver (61, Billerica) was issued a summons for Operating A Motor Vehicle With A Suspended License and Motor Vehicle Not Meeting RMV Safety Standards. Oliver was pulled over on Shawsheen Avenue. (5:18pm)(DISCLAIMER: This information is public information.  An arrest does not constitute a conviction.  Any arrested person is innocent until proven guilty.)Like Wilmington Apple on Facebook. Follow Wilmington Apple on Twitter. Follow Wilmington Apple on Instagram. Subscribe to Wilmington Apple’s daily email newsletter HERE. Got a comment, question, photo, press release, or news tip? Email wilmingtonapple@gmail.com.Share this:TwitterFacebookLike this:Like Loading… RelatedPOLICE LOG for August 26: Wilmington Man Arrested For OUI; Tractor Trailer Takes Out Wall, Signs & HydrantIn “Police Log”POLICE LOG for September 5: Train Conductor Helps Locate Missing Puppy; Rented Trucks Not Returned To UHaulIn “Police Log”POLICE LOG for July 12: 2 Juveniles Laying On Train Tracks; Motorcycle Crash; Tractor Trailer vs. PoleIn “Police Log”last_img read more