Known, Liked, and Trusted: A Revision

first_imgFor three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients wanted tickets to the game, he’d buy them tickets. If his clients needed some present for their children, he’d acquire it for them. He spent money on lunches, dinners, golf outings, and other things that deepened his friendship.When we had lunch, he said to me, “My sales are terrible. I don’t understand. I am doing what I have always done, but it isn’t working.”The reason that my friend’s approach quit working is because he did nothing to create economic value. His friendship and his willingness to spend money buying things to please his clients is no longer enough to win their business or their loyalty. The world changed, but my friend did not recognize those changes and, worse still, he did not change with it. He did not shift his focus to the areas where he can create value for his clients.Your client relationships are still built on your being known, liked, and trusted. But the fundamental questions have changed.Known: It isn’t enough to be known. It’s what you are known for. What are you known for? Are you known for your ability to deliver some result? Are you known for solving some problem? Are you known for your business acumen and your situational knowledge? Are you known for creating value?Liked: It isn’t easy to buy your client’s business anymore. You still need to be liked. But being liked means something different. It doesn’t hurt to be gregarious, charismatic, and charming. But your client is trying to make a decision as to what it’s going to be like to work with you long-term. The decision they are making is what it’s going to be like to have you on their team. Are you like having a great new team member? Are you going to be easy to work with? Is the rest of their team going to want to work with you?Trusted: Great relationships, business or personal, are built on the foundation of trust. My friend’s willingness to spend money now subtracts from trust. It looks and feels unethical. It isn’t unethical for my friend to spend his own money, but it often can be for the person who accepts his gifts. The trust that you need is built on your ability to keep your word and your ability to delivering the outcome your client needs. How do you enable your clients to trust you? What do they need to trust you to do?It is still known, liked, and trusted. But what these words mean has changed. You have to change, too.last_img read more

Counting What Is Easily Counted

first_img Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now Some people love to count things. They believe that numbers are important. They want to quantify everything that they can, hoping to derive insights from their counting.Counting and CountingSome sales organizations count everything.They count the number of phone calls that each salesperson makes because they know that the increased activity cures poor activity every time it is tried. For the people who love to count, more calls are better than fewer, even if they are poorly made calls.People who love counting also like to count face-to-face sales calls. More time in front of customers or prospects is better than less time. You’d have a tough time finding anyone who disagrees with this idea. But a bad salesperson can do more damage on more calls than they can fewer calls—even if they occasionally make a sale or two.I’ve seen some organizations count email. They believe that each email represents a “touch,” or communication with their prospective clients. To the people who love counting, more emails sent means more “touches,” regardless if the recipients deleted the email because it was really spam.Some people love to count the number of opportunities they have in their pipeline, the value of each opportunity, the number of stakeholders engaged in the process, and the total revenue forecasted to close in this quarter.There is nothing wrong with counting any of these activities. They’re all useful. Except email, of course.Counting What CountsIf you want to boil complex, B2B sales down to it’s essence, you might be served well with two KPIs.The first is how many new opportunities you created within your dream clients, your highest valued prospects. Without opening and creating new opportunities, all the phone calls and emails were for naught. New opportunities count, as does the value of those opportunities.The second KPI is individual opportunities moved from one stage to the next stage of your sales process. This isn’t exactly a count, but it is how those new opportunities become new clients. This is the outcome of all the interactions with clients and prospects. This really counts. It measures progress.Different metrics provide different insights, many of them hugely valuable to the sales leader, sales manager, and salesperson. But things that are easily counted aren’t always the best indication about how well you are doing producing results.Count, but make sure what you count counts.last_img read more

‘Need 3 months to relocate casinos’

first_imgPANAJI: The Goa Cabinet on Monday sought three months time to decide an alternative site for off-shore casinos in Mandovi river.Chief Minister Manohar Parrikar told The Hindu that the State government had decided to explore alternative sites for relocation of the casinos but was restricted by the election code of conduct of the February 4 Assembly polls.“Now, the government will identify alternative sites in three months,” Mr. Parrikar said, adding that an extension of three more months has been kept aside, because “if the government needs 15-20 days more beyond three months, it need not rush to the Cabinet.”The casinos can operate in Mandovi river till the end of this month. Under pressure from women’s groups and civil society groups, Former CM Laxmikat Parsekar-led State government had been trying to find alternative location for the casinos, but attempts could not materialise as “people in the proposed areas opposed casinos”.As many as five casinos are operating in the river presently. Recently, an old license was renewed by the government after the operator paid huge revenue arrears to the State exchequer.last_img read more

BJP declares Goa bypoll candidates

first_imgPANAJI: The BJP’s central election committee on Saturday announced the party’s candidates for the August 23 by-elections to Panaji and Valpoi Assembly constituencies in Goa. Chief Minister Manohar Parrikar will contest the Panaji seat, while Health Minister Vishwajit Rane has been declared the party’s candidate for Valpoi. The results will be declared on August 28.last_img

In Bengal, Shah may focus on immersion row

first_imgBJP chief Amit Shah will be heading eastwards in September with visits scheduled for Odisha and West Bengal in the next fortnight, an emphasis that stems directly from the “Mission 350” plan for the 2019 general elections he outlined at a recent party meeting. Mr. Shah had said the party needed to expand in areas where it had had no presence earlier but got an encouraging number of votes in the 2014 elections. “He will be travelling to Odisha between September 6 and 8 and to West Bengal between September 11 and 13 as part of the organisational consolidation programme that he initiated in May this year,” said a senior general secretary of the BJP. Mr. Shah, while in West Bengal, is likely to refer to the Durga immersion controversy where his party has protested against Chief Minister Mamata Banerjee’s administrative order that the immersion of idols of Goddess Durga cannot take place on the evening of September 30, Vijay Dashmi, or on October 1, Muharram. Delhi BJP spokesperson Tajinder Bagga has already tweeted pictures of his air tickets booked for Kolkata to “dare” the State government to stop him from immersing the idol on October 1. Second visitThis will be Mr. Shah’s second visit to the State this year. In May, he launched his “booth chalo” programme from the Naxalbari block, considered the symbolic home of Left-wing extremism in India. In fact, Darjeeling MP S.S. Ahluwalia had adopted Hathighisha village, the birthplace of legendary Naxal leader Kanu Sanyal, under the Sansad Adarsh Gram Yojana. In Odisha, Mr. Shah is likely to speak strongly against the Biju Janata Dal-led government. “Unlike other States where we have allies, in Odisha, West Bengal, Telangana and Tripura we want to expand our own strength,” said a senior party office-bearer.last_img read more

Militant killed in Sopore encounter

first_imgAn unidentified militant was on Saturday killed in an encounter with security forces in Sopore township of north Kashmir’s Baramulla district, police said.Acting on specific intelligence input about the presence of militants in Reban area of Sopore, security forces launched a “cordon and search operation” this morning, a police official said.When the forces were conducting the search operation, militants opened fire upon them following which the security personnel retaliated, triggering an encounter in which one militant was killed, the officer said.The identity of the slain militant was being ascertained, he added.The operation was still going on, he said.last_img

2 seers end stir as M.P. gives MoS tag

first_imgA day after getting the ‘Minister of State’ status, two religious leaders on Wednesday cancelled their proposed stir against an alleged scam in the Narmada conservation programme, while a third one said he would not avail the benefits as MoS.Seeking to downplay the controversy over grant of MoS status to five ‘saints,’ Chief Minister Shivraj Singh Chouhan said his government wanted to rope in people from all walks of life for welfare and development.Elsewhere, Bhayyu Maharaj, one of the five religious leaders accorded MoS status, said he would not avail himself of the benefits associated with the MoS status.Ahead of the Assembly elections due later this year, the BJP government in Madhya Pradesh had accorded the MoS status to five Hindu religious leaders — Narmadanand Maharaj, Hariharanand Maharaj, Computer Baba, Bhayyu Maharaj and Pandit Yogendra Mahant.Narmada panelOn March 31, the five were appointed to a committee set up for the Narmada river conservation. As members of the committee, they were being given the MoS status, the General Administration Department had said.last_img read more

Parrikar says will strive to make Goa plastic-free by 2018, despite delay due to illness

first_imgGoa Chief Minister Manohar Parrikar on Monday said that his mission to make Goa plastic free by 2018 was delayed because of his illness. Speaking at the State-organised annual Revolution Day event at Azad Maidan in the city on Monday, he said that the government would take strong steps to achieve the target. “We will take strong steps to ensure that Goa is plastic free by 2018. The delay was because of my illness, but I want to tell people that these things need to happen,” Mr. Parrikar said at his first official public function after his return from the United States last week after medical treatment of over three months. Mr. Parrikar had made a promise to make Goa plastic-free by 2018 at the Goa Revolution Day function last year. Goa Revolution Day is celebrated on June 18 to recognise the clarion call for a fight against colonial Portuguese rule given by freedom fighter Ram Manohar Lohia. Goa was ruled by the Portuguese for 451 years, before the State was liberated by the Indian armed forces in 1961. Expressing concern over plastic litter, Mr. Parrikar said that even educated people litter because they lack knowledge, and added that he would also strive to make Goa a knowledge-rich society. “Educated people throw plastic and dirt in the Mandovi river. When educated people do this, lack of knowledge is the reason.We are educated, but we do not have knowledge. Let us not have mere education, but knowledge too in Goa. Education gives us information, knowledge takes you beyond it,” Mr. Parrikar said in his brief speech at Azad Maidan.last_img read more

Gujjars entitled to OBC quota too in Rajasthan: BJP

first_imgThe BJP government in Rajasthan clarified on Monday that the Gujjars and four other nomadic communities, classified as Most Backward Classes, were also entitled to 21% reservation in the Other Backward Classes (OBC) category.Social Justice and Empowerment Minister Arun Chaturvedi said at a press conference here that the State government was committed to implementing all agreements signed with the Gujjars and would ensure their socio-economic development.The community had threatened to stage protests during Prime Minister Narendra Modi’s rally here later this week if their demand was not met. The State government had issued a notification on December 21, 2017 granting 1% reservation to MBCs, comprising Gujjars and four other communities, within the 50% ceiling mandated by the Supreme Court. The overall reservation in the State stood at 49% before the decision.Sub-categorisationAlong with Gujjars, the nomadic communities Banjara, Gadia-Lohar, Raika and Gadariya have been included in the State’s OBC category since 1994 for quota in government jobs and admission to educational institutions. Gujjars have been demanding sub-categorisation of OBC reservation for extending the quota benefit to them.last_img read more

Four get death penalty for rape in Rajasthan

first_imgFour persons have been given the death penalty in three cases of rape with minors in Rajasthan since March, when the State introduced a provision for capital punishment if the rape victim was below 12 years. Rajasthan DGP O.P. Galhotra said that a rape case was registered at Jhalawar Kotwali on February 14, in which the victim was a six-year-old girl. A chargesheet was filed on February 28 after the probe was completed in 16 days. The court sentenced the accused to death on August 24. Three other accused, two in Barmer and one in Alwar, were awarded death for raping minors.last_img

Bhaichung Bhutia’s party declares six candidates

first_imgBhaichung Bhutia’s Hamro Sikkim Party on Friday released its first list of six candidates for the Sikkim Assembly election. The HSP has fielded its president Bina Basnett from Upper Tafong seat in East district while D.S. Limboo will contest from Yangthang constituency in West District. Social activist Kamla Rai will contest from Rangang-Yangyang in South District, HSP spokesperson Biraj Adhikari said. Social worker Indra Suji has been fielded from West Pendam (SC) seat in East District, while another social worker Anush Rai will contest from Namcheybung seat in East District, he said.Ex-Minister Athup Lepcha will contest from Djongu seat in North District, he said.last_img

Hardik Patel may not be able to contest poll

first_imgIn a setback to the Patidar quota leader Hardik Patel, who recently joined the Congress and was keen on contesting the Lok Sabha election, the Gujarat High Court rejected his plea seeking a stay on his conviction in the 2015 Mehsana riots case.As per the Representation of the People Act, 1951, he won’t be able to contest the coming general election due to his conviction.Justice Uraizee of the Gujarat High Court observed in his order that Mr. Patel had several criminal cases and 17 FIRs registered against him in various places despite an undertaking.Govt opposes pleaThe State government vehemently opposed his plea contending that “a lawbreaker cannot become a lawmaker” because Mr. Patel had consistently broken the laws during and after the Patidar quota agitation in 2015 and afterwards.In July 2018, the sessions court at Visnagar sentenced him to two years’ imprisonment for rioting and arson in Visnagar town during the 2015 stir that originated in north Gujarat but rapidly spread to Patidar dominated pockets across the State.The High Court granted him bail and suspended his sentence in August 2018, but his conviction was not stayed by the court.last_img read more

Cong. questions Goa govt. on attack on BJP candidate

first_imgGoa Congress president Girish Chodankar on Friday slammed the Bharatiya Janata Party (BJP)-led coalation government for failing to protect the BJP candidate in Panaji bypoll and demanded that at least 100 police personnel throw a permanent security cordon around Sidharth Kuncalienkar. Mr. Chodankar was responding to a complaint by the BJP candidate who accused the opposition of acting out of frustration, after two unknown persons flung a bottle at his car when he was returning home late on Thursday. The State Congress president also questioned the law and order situation in the city saying that the BJP-led coalition government had failed to provide security for its own candidate. “Congress is not in power. If your own candidate is not safe, then how can you safeguard people?,” asked Mr. Chodankar at a press conference here.“It is a shame for the government and the Chief Minister. Government is run by the Chief Minister and Home Ministry is also under him,” Mr. Chodankar said, also emphasising that the police needs to arrest the culprit as soon as possible. A complaint was registered at the Panaji town police station on Friday, according to which, Mr. Kuncalienkar was travelling with a friend in Panaji’s Mala ward when the incident occurred. The complaint further stated that the incident happened while passing through his constituency, after a public meeting addressed by Union Minister Nitin Gadkari.last_img read more

Video: Turning Your Windows Into Movie Screens

first_imgThe latest Hollywood blockbuster may be coming soon to a window near you. Researchers have developed a see-through video screen embedded with silver nanoparticles that’s both scalable and relatively inexpensive. While traditional projection screens come in pearly white in order to evenly reflect the whole spectrum of visible light, the new display reflects only a single, specific shade of blue. To accomplish this, the researchers took uniform bunches of silver molecules, called silver nanoparticles, with diameters of 62 nanometers. (One billion could fit on a pinhead.) These nanoparticles interact only with bits of light with a precise blue wavelength, allowing other light to pass through unimpeded. The researchers completed their display by mixing the silver nanoparticles into a water-soluble transparent polymer and hardening it in a frame. Total cost of materials? Only $10. Using a laser projector tuned to the proper wavelength light, the researchers displayed a video of floating circles on their display while the screen remained otherwise transparent, they report online today in Nature Communications. While the current display works only with a single color, the team says mixing different sized nanoparticles would allow them to simultaneously display red, green, and blue light. By combining these three additive primary colors together, they could display the entire visual spectrum. The researchers predict their technology could one day be used to project speedometers on car windshields, present moving advertisements on store windows, and even turn skyscrapers into giant movie screens.last_img read more

ScienceShot: Females Sport Penises in Genital-Swapped Insects

first_imgEcologists spelunking in a Brazilian cave have found a new variety of insect with an unusual sex life. Females of the newly discovered genus Neotrogla, 3-mm-long flylike insects, boast large, penislike structures called gynosomes (inset). Although other animals such as seahorses take on reversed gender roles, species in the new genus are the first to be found with swapped genital structures. During copulation—which lasts 40 to 70 hours—the female mounts the male from behind (as seen in the above photo), thrusting her gynosome into the male’s vaginalike opening. Once inside, the female uses spines on the gynosome to latch on to the potentially reluctant male. The lady’s grasp is so strong that when the researchers tried to separate a fornicating pair, the male’s abdomen was ripped from its body without breaking the genital link. During breeding, the male transfers a large amount of nutritious ejaculate via the gynosome to the female, the researchers report online today in Current Biology. The team suggests that in the resource-scarce cave system, this nutritious seminal gift causes females to compete for sustained breeding. Over time, the scientists believe this female-initiated intercourse could have led the insects to evolve reversed genitals. Still unclear is whether the females worry about the size of their gynosome.See more ScienceShots.Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)last_img read more

Brewing For Over a Century: The Haywards India Legacy

first_imgThroughout the 19th and 20th centuries, Europeans came to India in waves. Some went back, but quite a few stayed behind, bitten and hopelessly charmed by the India bug. Related Itemslast_img

Demonetised Notes Could Fetch A Fortune In The Future: Currency Collector

first_imgThe collector will never make a loss, said the 36-year-old numismatist who is fond of rare notes and has been collecting them from last 15 years. Related Itemslast_img

The history of India in one exhibition

first_imgThe India and the World: A History in Nine Stories exhibition is chronologically divided into nine sections that together account for 228 artefacts, from sculptures and pottery to portraits and drawings.It opened on 11 November at the Chhatrapati Shivaji Maharaj Vastu Sangrahalaya (CSMVS), Mumbai’s biggest museum. It will run until 18 February 2018, after which it is expected to travel to the capital Delhi.Its aim, according to CSMVS director Sabyasachi Mukherjee, is “to explore connections and comparisons between India and the rest of the world”.Read it at BBC Related Itemslast_img

Pema Khandu sworn in as Arunachal Pradesh CM

first_imgPema Khandu, who pitchforked into politics after the death of his father in a helicopter crash eight years ago, was on Wednesday sworn in as the first Chief Minister of an elected Bharatiya Janata Party government in Arunachal Pradesh. Chronologically, he is the 10th. His father, Dorjee Khandu was the fifth.There was another first for Mr Khandu. His formal installation happened in Itanagar’s landmark convention centre, named after his father, instead of the Raj Bhavan about 2 km away, where his predecessors were sworn in.Apart from Mr Khandu, Governor Brigadier (Retd.) B.D. Mishra administered the oath of office and secrecy to Chown Mein as the Deputy Chief Minister and 10 others as ministers. This included Nakap Nalo and Taba Tedir, who had won the elections to the 60-member Assembly for the first time.There was no woman in the Council of Ministers whose portfolios would be allocated soon. Three of the BJP’s 41 legislators are women, including giantkiller Jummum Ete Deori, who defeated State Congress president Takam Sanjoy.Mr. Khandu described the day as historic as a “full-fledged BJP government has been installed” in the State for the first time.“With their mandate, the people have given us a huge responsibility to transform Arunachal Pradesh under the leadership and guidance of Prime Minister Narendra Modi. Our priority sectors will be law and order, health, and education besides addressing unemployment through investments in viable sectors. I assure people that we will run a clean, transparent and corruption-free government,” the Chief Minister said in a brief interaction with newspersons after the swearing-in ceremony.The chief ministers of five north-eastern States attended the ceremony. They were Assam’s Sarbananda Sonowal, Manipur’s Nongthongbam Biren Singh, Meghalaya’s Conrad K. Sangma, Nagaland’s Neiphiu Rio, and Tripura’s Biplab Kumar.Union Minister of State for Home Kiren Rijiju, BJP general secretary Ram Madhav, and Assam Finance and Health Minister Himanta Biswa Sarma too attended the function.The rise of Pema KhanduMr. Khandu was made the State’s Water Resources Development and Tourism Minister in a Congress government soon after his father’s death in April 2011. In June that year, he won the by-election to the Mukto Assembly seat – still synonymous with his father’s name.Instability since the reign of Jarbom Gamlin, his father’s successor as the Chief Minister, never quite made Mr Khandu optimistic about his political career. “I was more interested in business than politics,” he had said once.But the State’s political uncertainty made Mr. Khandu a surer leader in July 2016 when he took over from Nabam Tuki as the Chief Minister of a Congress government. In September that year, his Congress government switched over to the regional People’s Party of Arunachal only to change to the BJP colour three months later.That was the BJP’s second “takeover” government. The first was for eight months from August 2003 when the party took over from the United Democratic Front headed by Gegong Apang.last_img read more