Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now I don’t believe that most buyers have a linear process. Just like your sales process isn’t linear, and just like you might go over the same ground a few times, your buyer’s process isn’t a straight line from point A to point B, even if we sometimes illustrate it that way to teach some point. If your buyer does have a linear process, it doesn’t benefit you, and probably doesn’t benefit them as much as they believe it does.There is no way to determine how far a complex organization is into their buying process. I don’t believe suggesting that buyers are 57%, 65%, or 117% into their journey matters very much. The general idea that buyers are more informed is a fact. But every company has a different process, and especially when consensus is needed, it’s messy. The number 57% is no better than the 75% number you use in your sales force automation software to forecast a deal after you make your presentation (you don’t win 75% of those deals).Except for professional buyers, I don’t believe that most stakeholders are spending a lot of time on the Internet researching whatever it is you sell. They’re busy doing their work, and they’re doing so under greater pressure and with fewer resources. If you are professional enough to call and schedule an appointment, it’s likely that they haven’t seen your website. I believe Google’s ZMOT (Zero Moment Of Truth) is more applicable to consumer sales than complex business-to-business sales.Buyers don’t need to work very hard to find help buying what they need. You aren’t likely lucky enough to work in a market where you have few competitors. It’s more likely you work in a crowded market where a lot of good people and good companies sell what you sell. Do you ever feel that you are being commoditized? Your buyer need only wait fifteen minutes and she will receive a call from one of your many competitors.Information is only part of what a buyer needs when they explore change. When decisions are large, expensive, complex, and risky, the human aspects of a deal are more important than information, especially information that can be shared on the Internet. Things like trust, caring, other-orientation, collaboration, likeability, and cultural fit matter more than information.Most business-to-business sales organizations withhold their insights and share information. Buyers can find a lot of information. But go and look at a large business-to-business sales organization’s website and see how well they fare when it comes to sharing their special insight, the insights and ideas that differentiate them from their competitors. You are far more likely to hear your dream client ask you, “What makes you different?” than “I looked at your website and couldn’t believe how different you are from your competitors.”Even in situations when the buying organization has a process being led a professional buyer, the buying organization still wants to meet with the people they may be working with. Anecdotally, I have twice in as many months seen the buying organization extend a one-hour meeting to something greater than two and half hours because they had so many questions and the sales team they were speaking with was creating so much value.In my experience (and it’s not only my experience), I don’t see any sales organizations that suffer from being understaffed and unable to handle the number of dream clients beating a path to their door. But I almost invariably see sales organizations that need more opportunities in order to reach their goals. If buyers are doing research, discovering their own needs on their own, developing their own options, and resolving their own concerns, then why aren’t more phones ringing.If buyers no longer need salespeople, then there is no reason for the popularity of methodologies like the Challenger Sales, insight, business acumen, or situational knowledge. Instead, they should be disrupting themselves. Their first step onto the buying journey would be recognizing that the status quo isn’t good enough, understanding what new results are already available to them, and searching for potential partners. No doubt this is sometimes true. But in your experience, how easy is for you to weaken the status quo when you have the knowledge and resources to do so? How good is your company at initiating major change initiatives? Why isn’t every company you call on already aware of what they might be doing different to produce better results?The greatest reason your buyer knows so much about what you sell is that they have purchased what you sell enough times to know that they want and how they need you to deliver it to them. They’re sophisticated buyers because this isn’t their first rodeo. They’re looking for new ideas, and they’re looking for someone who can deliver better results.This is not say that data isn’t important or that it isn’t useful. It’s not to say that there isn’t some seriously valuable lesson to be learned from research and surveys. Undoubtedly there is some truth to the ideas that the people who buy whatever it is you sell now have access to more information.I wouldn’t take these data points to mean anything other than you should urgently nurture your dream client so as to become known as someone who can create value, rush to pick up the phone and call and schedule appointments to meet with the stakeholders who care about what you sell, and spend as much time as you can developing the chops to become your dream client’s trusted advisor.Oh, and you might want to do these things if you believe your dream client is 37%, 47%, 57%, 65%, or 111% through their buying process.
PBA IMAGESMarinerong Pilipino used a strong start to upend AMA Online Education, 109-93, and grab its third straight win in the 2018 PBA D-League Aspirants’ Cup Monday at Pasig Sports Center.The Skippers came out firing, starting the game on a 7-0 spurt which extended to 20, 36-16, at the end of the first period en route to their fourth win in six games.ADVERTISEMENT MOST READ Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH Arvin Tolentino carried AMA Online Education (1-4) with 18 points and eight rebounds, while Robbie Manalang got 15 markers, four boards, and four assists.The scores:MARINERONG PILIPINO 109 — Banal 20, Ayonayon 18, Lopez 9, Pasaol 9, Eboña 8, Robles 8, Babilonia 6, Subido 6, Toth 6, Tratter 6, Olivares 5, Iñigo 4, Tolentino 4, Terso 0.AMA ONLINE EDUCATION 93 — Tolentino 18, Manalang 15, Cañete 13, Lao 12, Martinez 7, Taganas 7, Celso 6, Garcia 6, Andaya 4, Escalambre 3, Bragais 2, Antonares 0.Quarters: 36-16, 61-46, 88-76, 109-93.ADVERTISEMENT NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers Player of the Week: Garvo Lanete leading Meralco resurgence Slow and steady hope for near-extinct Bangladesh tortoises Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City 2 ‘newbie’ drug pushers fall in Lucena sting Read Next John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding Gab Banal captained the voyage for Marinerong Pilipino with 20 points, 14 rebounds, and four assists.Rian Ayonayon contributed 18 markers, six boards, five dimes, and four blocks as all but one of the 14 Skippers who entered the game were able to score.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutout“The key here is understanding what we want to do, what we want to achieve. Everything just fell into place,” said Marinerong Pilipino coach Koy Banal.It was a dominating display from Marinerong Pilipino on both ends of the floor. The team shot 47 percent from the field and dished out 30 assists while also out-rebounding the Titans, 61-44. View comments Brace for potentially devastating typhoon approaching PH – NDRRMC Don’t miss out on the latest news and information. AFP official booed out of forum LATEST STORIES Typhoon Kammuri accelerates, gains strength en route to PH
ATLANTA — Back on the mound, Jacob deGrom was back in control.DeGrom made a successful return after tending to his ill infant son and an injury, and the New York Mets kept rolling with a 3-2 win April 24th over the Atlanta Braves for a three-game sweep.DeGrom (2-0) helped his teammates finish off a 7-2 road trip. The right-hander had been away while healing from a sore right lat muscle and seeing his son recover from a health concern,“I was a little nervous, but excited to be back,” deGrom said.“I kind of went to the curveball a little more than I usually do. I feel like that’s my fourth-best pitch,” he said. “Looking back, I would have rather challenged them a little more but I’m pretty happy with the outcome.”DeGrom allowed one run and eight hits in 5 2/3 innings. He walked none and struck out three.Michael Conforto twice drove in Curtis Granderson for the Mets, on a sacrifice fly in the first and on a ground-rule double for a 2-1 lead in the sixth.New York did not hit a home run after launching 23 in the previous eight games.“It was a well-played game on the offensive side, no question about it, but I’d like to get four homers a game,” manager Terry Collins said.“Very, very pleased (with deGrom), and it also shows you how hard he worked in the time he wasn’t at the hospital,” he said.Atlanta lost its fifth straight game with Aaron Blair (0-1) allowing three earned runs in 5 1/3 innings in his major league debut.Blair, who joined the Braves as part of the offseason trade that sent pitcher Shelby Miller to Arizona, said he ran out of gas in the sixth inning as the Mets scored twice for a 3-1 lead.“At the end of the game I kind of lost fastball command,” he said after allowing six hits and a pair of walks with a strikeout. “It kind of hurt me a little bit.”Granderson and Asdrubal Cabrera opened the game with singles and Conforto lofted a foul fly that left fielder Jace Peterson caught with a dive.Atlanta evened it in the fifth when Peterson led off with a single and scored on Nick Markakis’ two-out single, but Conforto was the man on the spot again in the sixth.The Braves backed Blair by turning inning-ending double plays in the first, second and fourth, but his afternoon ended when Lucas Duda’s sacrifice fly capped a two-run sixth for the Mets.Jeurys Familia gave up a run in the ninth on Jeff Francoeur’s RBI single with two outs before retiring Daniel Castro with two on for his fifth save.Said Collins, “This was a good win for us, a good series and actually a great road trip for us.”(MATT WINKLEJOHN)TweetPinShare0 Shares
Director of the Epidemiological Research and Data Analysis Unit (ERDAU) at the Ministry of Health, Dr. Andriene Grant, tells JIS News that focus is being placed on research in four main areas – oral health; intentional and unintentional injuries; non-communicable diseases (NCDs), featuring cancers; and family planning. Research in critical areas of health, which have the potential to inform Government policy, will be showcased at the 2018 National Health Research Conference from November 22 to 23. The two-day event will take place at the Jamaica Conference Centre, downtown Kingston. Research in critical areas of health, which have the potential to inform Government policy, will be showcased at the 2018 National Health Research Conference from November 22 to 23.The two-day event will take place at the Jamaica Conference Centre, downtown Kingston.Director of the Epidemiological Research and Data Analysis Unit (ERDAU) at the Ministry of Health, Dr. Andriene Grant, tells JIS News that focus is being placed on research in four main areas – oral health; intentional and unintentional injuries; non-communicable diseases (NCDs), featuring cancers; and family planning.She notes that other high-quality research findings outside of the focus areas will be considered.Dr. Grant says that the four areas of emphasis seek to address the leading causes of sickness and death in Jamaica.The objective is to provide important information about disease trends and risk factors, outcomes of treatment or public-health interventions, patterns of care, and the use and cost of healthcare.“We are trying to emphasise that these areas place a great burden on the health system in terms of morbidity and mortality, and with individuals understanding their role in prevention, there can be less drain on the health system,” Dr. Davis argues.She notes that in the case of NCDs, for example, heightening awareness of risk can help to reduce and prevent illnesses.“If we look at our risk factors… some of these conditions could be prevented,” she adds.Researchers have until September 14 to submit their abstracts or theses. Submissions will be reviewed by a committee at the Ministry and selected for oral or poster presentation based on a grading scheme.The abstract should be no more than 250 words and must be of relevance to the Jamaican health sector.Emphasis will be placed on the ability of the research to impact programmes and influence policy in the Health Ministry.The scientific soundness of the research will also be evaluated, which includes objectives that are clearly stated, and a methodology that is adequate to answer the stated intents.Dr. Grant tells JIS News that prizes will be awarded for the best oral, poster and student presentations, with a special award for the research most likely to impact policy.Abstracts will only be accepted via email at [email protected] Receipt will be acknowledged within three days of submission, after which enquiries can be made through email or telephone (876) 633-8157.Cover letters are to accompany all abstracts to indicate that the authors have agreed to the submissions, and give their permission for the work to be published in the National Health Research Conference booklet.Further information can be obtained from the Ministry at www.moh.gov.jm.The Director notes that registration for the conference is free of cost, and participants have the opportunity to earn Continuing Medical Education (CME) credits for several categories of health professionals.Since its inception nine years ago, the conference has been attracting research work from educational institutions and private researchers.Last year, more than 430 persons attended the two-day event, and Dr. Grant says it has been growing in strength.“It has generated interest, particularly among public-sector workers,” she tells JIS News.Dr. Grant stresses the need for more researchers to document their work in order to support the development of sound policies and practices to improve public health in Jamaica.She says that the Ministry’s Policy Division will be giving greater attention to high-quality research and providing exposure to such work through various media.In a move geared at deepening the research agenda, the Ministry, in 2017, provided three grants of up to $1.5 million each for postgraduate students at Northern Caribbean University; University of Technology; and the University of the West Indies, Mona, to undertake studies related to the top-10 health priority areas of the Government.These are universal access to health and universal health coverage; cancers, including cervical, breast, colon, prostate and their general outcomes and epidemiology; successful interventions for the treatment of cardiovascular conditions, including hypertension; factors affecting and the impact of violence and injuries (including intentional and unintentional injuries); and neglected tropical diseases and emerging and re-emerging diseases such as Zika, chikungunya and Ebola; financial sustainability for health; estimates of disease burden; the cost of disease burden; diabetes mellitus, including its effect on pregnancy; and the social determinants of infant, child and adolescent health (including mortality). 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Milenne came to us with an impeccable track record in digital development and a real passion to put her experience to use for a purpose. In an age of information overload, it has never been more important to create messaging that can really cut through that noise and educate people, something that Digital Pop-Ups puts at the heart of their business development.”Chris Hutchison, head of lending at GC Business Finance Dec 18 2018Reviewed by Kate Anderton, B.Sc. (Editor)An augmented reality project, created by a Manchester start-up is being used in hospitals to help with heart problems. Digital Pop-Ups designed the Heart Valve AR experience for Heart Valve Voice, an organization responsible for creating awareness of deadly heart valve disease.Launched in September, the AR 360 gyro experience is now going out to hospitals so that patients can visit a Cath Lab from their phone or tablet.Related StoriesWeightlifting is better for the heart than cardioResearch opens possibility of developing single-dose gene therapy for inherited arrhythmiasSmoking triples the risk of death from cardiovascular diseaseDigital Pop-Ups was founded last year by Milenne Tanganelli, using a £15k start up loan from GC Business Finance.“Having worked in digital media for over a decade, I’ve developed a real passion for AR and the opportunity to create dynamic and precise content for clients,” she explained.“Many people will associate VR and AR with gaming and leisure, but Digital Pop-Ups is taking its benefits much further, enabling businesses and service providers to explore AR as a more relevant and immediate level of communication that has enormous potential to engage audiences in new and exciting ways.”GC Business Finance is the finance arm of The Growth Company and supported by the GM Combined Authority and Greater Manchester Local Enterprise Partnership. Source:http://digitalpopups.com/
© 2018 AFP Citation: Rolls-Royce deepens restructuring, may sell marine unit (2018, January 17) retrieved 18 July 2019 from https://phys.org/news/2018-01-rolls-royce-deepens-marine.html Airbus, Rolls-Royce, Siemens working on hybrid plane Explore further Rolls-Royce, the British maker of engines, announced further restructuring Wednesday that could result in the sale of its commercial marine business. This document is subject to copyright. Apart from any fair dealing for the purpose of private study or research, no part may be reproduced without the written permission. The content is provided for information purposes only. Rolls-Royce is giving its restructuring a boost “Building on our actions over the past two years, this further simplification of our business means Rolls-Royce will be tightly focused into three operating businesses,” chief executive Warren East said in a statement.The company that makes power systems for use on land, at sea and in the air said it would study strategic options for its commercial marine operation, while reducing Rolls’ businesses from five to three core units based around civil aerospace, defence and power systems.East added: “This is the right time to be evaluating the strategic options for our commercial marine operation. “The team there has responded admirably to a significant downturn in the offshore oil and gas market to reduce its cost base,” said East, adding that the time was right to “consider whether its future may be better served under new ownership”.Rolls has shown signs of recovery since slumping to a record loss in 2016, when it was ravaged by a Brexit-fuelled collapse in the pound and a corruption fine.But it powered back into profit during the first half of last year, propelled by strong deliveries for its Trent aircraft engines.East is meanwhile shedding thousands of jobs as part of a restructuring programme that he implemented since becoming chief executive in 2015.Investors welcomed Wednesday’s announcement, with Rolls-Royce shares jumping almost six percent to 904 pence in late London trading.On Monday, Rolls said it was considering whether to sell L’Orange, its German subsidiary.