How To Improve Your Results By Starting Strategic Sales Conversations

first_imgOver the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about their company and how their product might help the client. I am always struck by the fact that salespeople still believe people want to buy a drill when the truth is that they want to buy what the drill produces. They want holes. If you want to improve your results, start strategic sales conversations.If you know people want holes, why wouldn’t you start the conversation there? If you happen to be tasked with winning new business away from your competitors, something we euphemistically call “a competitive displacement,” you know for certain that your prospective client already has a company who looks and sounds a lot like you. Because you decided to enter from the Left, you look and sound like a commodity, something that doesn’t help you compel change.Tired Approaches“But wait,” you say, “I just want to uncover their dissatisfaction so I can help them with a solution.” The approach we have used in B2B sales for the last thirty years is inadequate to today’s challenges, which is why our methods continue to evolve. How can you work in an industry for years—or decades—and not have any theory as to the common, systemic challenges your prospective clients struggle with every day? How is it possible to not know how to help your clients with better results as it pertains to strategic outcomes they want and need—and are likely struggling to obtain?I believe there is room for all approaches, and deciding on your strategy requires understanding the context that drives your choices. However, when the general setting is that your prospect doesn’t believe they need to change and that you are a commodity (or should be treated like one), there isn’t a good reason to play small.Enter from the RightStarting a conversation about the change necessary to obtain the strategic outcomes you sell is a better strategy. While it’s easy to lump your offering in with your competitors, it’s more difficult to minimize the value of the strategic outcomes you can help your dream client improve.Starting a conversation about something more important, more strategic, and more valuable makes you look and sound very different from your competition. It positions you as something more than a salesperson; it positions you as a business person and a potential partner with a more strategic—and valuable—view of your client’s business.This Morning’s ChallengeEarlier this morning, a reader accused me of Entering from the Left. The reader suggested that I am guilty of doing precisely the opposite of what I recommend. Fortunately, the reader was incorrect. Here is what it might look like if I entered from the Left:My name is Anthony Iannarino, and I am an internationally-recognized sales expert. I have written and published three best-selling books on sales. I have spoken to and advised some of the largest sales organizations on Earth. Over 100,000 people subscribe to my daily blog, and many of them read my Sunday newsletter. You should buy my books because they will help you sell better.You aren’t going to find me writing anything like this on this site or my Sunday newsletter. Instead, I wrote a post that describes the very problem many salespeople and sales organizations struggle with now, namely competitive displacements and being perceived—and treated like—a commodity. I provided an idea about how you start a conversation in a different place than your competitors to increase the likelihood your dream client will agree to meet with you.In writing this post, I have infected you with the idea that one can enter a sales conversation from the Right or the left, that one is markedly better than the other, and that there is a way to increase your effectiveness by entering from the Right. Rather than trying to rely on my bona fides to convince you, I provided you with an experience that tells you more about me and my ideas than sharing my resume with you.Every Interaction MattersEvery interaction with your dream client provides them with information about you. Entering from the Left often proves that you believe the value you create is found in your company, your products, and the proof that other companies work with you. You lose a lot of prospective clients in this conversation because it is clear to them that you don’t offer any value yourself when you are the value proposition.When you start a conversation about improving results in an area that rises to the level of being strategic for your client, the experience of that conversation provides a higher level of proof than leaning on external factors, like how big your company is, how long you’ve been in business, and a fancy list of logos your company serves.You will find the blueprint for this work in Eat Their Lunch: Winning Customers Away from Your Competition.last_img read more

Wilmingtons Latest Legal Notices Week of June 3 2018

first_imgWILMINGTON, MA — Below are the latest legal notices related to Wilmington, published during the week of Sunday, June 3, 2018:Legal Notice — Town of Wilmington — Tax TakingsLegal Notice — Citation On Petition For Formal AdjudicationLegal Notice — Informal Probate Publication NoticeLegal Notice — Informal Probate Publication NoticeLegal Notice — Mortgagees Notice of Real Estate SaleLegal Notice — Mortgagees Notice of Real Estate SaleLegal Notice — Mortgagees Notice of Real Estate SaleLegal Notice — Petition for Appoinmtent of a Guardian of a Minor(NOTE: The above public notices is from MassPublicNotices.org.)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… RelatedWilmington’s Latest Legal Notices (Week of September 1, 2019)In “Government”Wilmington’s Latest Legal Notices (Week of August 25, 2019)In “Government”Wilmington’s Latest Legal Notices (Week of August 11, 2019)In “Government”last_img read more

Capcom Home Arcade ready to pummel you with nostalgia this October

first_img 28 Photos 4 Comments First published April 16 at 9:41 a.m. PT.Updated April 17 at 11:30 a.m. PT: Adds full game list. Capcom has packed an entire arcade machine into the just the controller, including on-board Wi-Fi. You connect it to a TV or monitor via HDMI. Capcom licensed the rights to the Austrian games publisher Koch Media, which manufactures the hardware.It has “a pair of competition-class Sanwa JLF-TP-8YT sticks with eight-way GT-Y directional gates and OBSF buttons,” according to the company.And before you start assuming that the games are reworks of the existing titles, they’re actually the original ROMs. Capcom will also host a global leaderboard — you can upload your single-player or co-op multiplayer scores to compete.Capcom didn’t immediately respond to a request for comment on the US release or pricing. Share your voicecenter_img The 28 best games on PlayStation 4 Tags Capcom Revisit your arcade days with classic games like Street Fighter 2, Ghouls ‘N Ghosts and Final Fight with the Capcom Home Arcade, an arcade-style controller shaped like the developer’s famous logo.It’s slated to ship this Oct. 25 and is available for preorder now, (only in Europe for the moment), via Capcom’s online store. It’s priced at 230 euros, which converts to about $260, £200 or AU$360, and comes with these games:1944: The Loop MasterAlien vs PredatorArmored WarriorsCapcom Sports ClubCaptain CommandoCyberbotsDarkstalkersEco WarriorsFinal FightGhouls and GhostsGiga WingMega Man: The Power BattleProGearStreet Fighter 2: Hyper FightingStriderSuper Puzzle Fighter 2 Turbo Consoles Video Gameslast_img read more

DLF pares GIC debt by Rs 3100 crore plans to clear all

first_imgDLF logoWikimedia CommonsReal estate giant DLF has repaid Rs 3100 crore of debt to its venture partner GIC by transferring Noida shopping mall and some land parcels. DLF owed about Rs 8,700 crore to DLF Cyber City Developers LTD (DCCDL), which is a joint venture between DLF and Singapore sovereign wealth fund GIC. With the latest transaction, DLF’s debt has come down to about Rs 5600 crore as of July 2019.In an investor presentation, DLF clarified that it has transferred the Mall of India project in Noida, worth Rs 2950 crore, to DCCDL. The Economic Times also reported that the company also added that it has transferred 3.05 acres of land parcel in Gurugram to the Singapore-based firm. Representational ImageINDRANIL MUKHERJEE/AFP/Getty ImagesThe joint venture between GIC and DLF was signed in December 2017 when DLF promoters sold 40 percent of their stake in DCCDL to GIC for about Rs 1,200 crore. The deal included the sale of DCCDL’s 33.34 percent stake to GIC for about Rs 9,000 crore and the remaining Rs 3m000 crore was acquired by DCCDL through buyback.DLF holds about 66.66 percent in the joint venture firm and the remaining 33.34 percent is with GIC. The Gurgaon-based real estate giant has plans to sell prime commercial project Horizon Central in Gurugram for about Rs 850 crore, to settle the remaining debt of Rs 5,600 crore. The company also plans to transfer its mall in Saket for a valuation of Rs 1,050 crore, reported ET. Real estateThe report also stated that DLF will transfer its commercial land in Chennai for about Rs 1,000 crore. Some parts of the monetary settlement to GIC will be done by transferring SEZs at Hyderabad and Chennai as per the contract with group firm DLF Assets Ltd. The leftover debt of about Rs 7,00 will be paid in cash.DLF has reported a two-fold growth in its profit at Rs 414.72 crore for the June quarter against Rs 172.77 crore last year. DCCDL holds about 30 million sqft of commercial real estate in Gurugram that yields an annual revenue of about Rs 3,000 crore.last_img read more

The power of peaceful atom

first_imgTitled, Anushakti Atma the exhibition is set up by State Atomic Energy Corporation of Russia – Rosatom and the Rossotrudnichestvo Mission.The exhibition consists of four blocks telling about the nuclear power plant at Kudankulam Site, Rosatom international experience, describing elements of the NPP and stages of NPP construction, the fields of the nuclear technologies application. Exposition will also provide the information on the contribution the NPP makes to the environmental protection. Special emphasis is made on the photographs from the recent torch relay on the North Pole.The photos demonstrate the positive influence of the environment friendly nuclear technologies. The special serial of photos is dedicated to the construction of the Kudankulam NPP – a key project of the Russian-Indian cooperation which will soon start generating electricity for the South Indian region.When: Till 6 DecemberWhere: Russian Centre of Science and Culturelast_img read more

Drinking coffee may lead to longer life

first_imgYour daily cup of joe may help you live longer, say scientists who have found that drinking coffee may lower the risk of death due to heart disease, cancer, stroke and diabetes. People who consumed a cup of coffee a day were 12 per cent less likely to die compared to those who did not drink coffee. This association was even stronger for those who drank two to three cups a day – 18 per cent reduced chance of death. Lower mortality was present regardless of whether people drank regular or decaffeinated coffee, suggesting the association is not tied to caffeine, said Veronica W Setiawan, associate professor at University of Southern California (USC) in the US. Also Read – Add new books to your shelfThe study, published in the journal Annals of Internal Medicine, used data from the Multiethnic Cohort Study, a collaborative effort between the University of Hawaii Cancer Center and USC’s Keck School of Medicine. The ongoing Multiethnic Cohort Study has more than 215,000 participants and bills itself as the most ethnically diverse study examining lifestyle risk factors that may lead to cancer. “Until now, few data have been available on the association between coffee consumption and mortality in nonwhites in the US and elsewhere,” researchers said. Also Read – Over 2 hours screen time daily will make your kids impulsive”Such investigations are important because lifestyle patterns and disease risks can vary substantially across racial and ethnic backgrounds, and findings in one group may not necessarily apply to others,” they said. Since the association was seen in four different ethnicities, Setiawan said it is safe to say the results apply to other groups. “This study is the largest of its kind and includes minorities who have very different lifestyles,” Setiawan said. “Seeing a similar pattern across different populations gives stronger biological backing to the argument that coffee is good for you whether you are white, African-American, Latino or Asian,” he said. Previous research by USC and others have indicated that drinking coffee is associated with reduced risk of several types of cancer, diabetes, liver disease, Parkinson’s disease, Type 2 diabetes and other chronic diseases. Setiawan said any positive effects from drinking coffee are far-reaching because of the number of people who enjoy or rely on the beverage every day. “Coffee contains a lot of antioxidants and phenolic compounds that play an important role in cancer prevention,” Setiawan said. “Although this study does not show causation or point to what chemicals in coffee may have this ‘elixir effect,’ it is clear that coffee can be incorporated into a healthy diet and lifestyle,” he said.last_img read more

WestJet adds Belize City with exclusive nonstops

first_img Travelweek Group Tuesday, August 9, 2016 Share WestJet adds Belize City with exclusive nonstops Posted bycenter_img << Previous PostNext Post >> Tags: Belize, New Routes, WestJet CALGARY — Starting Oct. 29 WestJet will offer nonstop service from Toronto to Philip S. W. Goldson International Airport in Belize, the only Canadian carrier to do so.Flights depart Toronto at 9:15 a.m., arriving in Belize City at 11:59 a.m. Introductory fares start at $267.66 one-way, until Aug. 15.The flight’s departure time will allow guests to connect seamlessly from many cities across Canada to a destination known for its large Canadian ex-pat community, said Bob Cummings, WestJet Executive Vice-President, Commercial. “WestJet continues to respond to the needs of the communities we serve by delivering more choice, competition and lower fares to Canadian travellers,” he said.Karen Bevans, Director of Tourism for Belize, cheered the move, saying the new flight “will boost the demand for Canadian travel to our unique destination … this direct flight from Toronto to Belize City will encourage even more Canadians to venture south to our beautiful jewel,” she said. Canada is one of the strong source markets for tourist arrivals in Belize, she added.More news:  Sunwing offers ultimate package deal ahead of YXU flights to SNU, PUJEarlier this month WestJet also began year-round, nonstop service between Calgary and John F. Kennedy International Airport in New York City. Both the Belize nonstop and the JFK nonstops come on the heels of WestJet’s recent winter schedule announcement of more than 85 new flights across its growing network.last_img read more