I still believe that you need business acumen and situational knowledge to create and win opportunities. I believe that you need to know things, to be your dream client’s peer, to think like a business person. (This is chapter 15 in The Only Sales Guide You’ll Ever Need)It’s true that one of the reasons that buyers are struggling to make a good buying decision is that it’s tough for them to manage their internal processes and build the necessary consensus. The more people that enter the process, the more difficult it becomes until it is easier to do nothing. (This is chapter 16 in The Only Sales Guide You’ll Ever Need).Because your client doesn’t have a good process, it’s critical that you control the process, helping them to make the necessary commitments to make real change inside their companies, something they can’t easily do with you. If they could do it without you, they would have done so already. (This is chapter 2 in The Lost Art of Closing).All these things are true, and they make the difference in sales. As much as they should be the primary differentiators in sales, I am afraid that they are not. There is something more fundamental that is being overlooked, without which you cannot succeed in sales, and that something is prospecting.The Facebook post from an expert says, “Anyone who still prospects is wasting their own time . . . there is a thing called the Internet, where digital marketers go to get you free leads . . .” But see, the thing is, we aren’t trying to create leads; we are trying to create opportunities. Leads are what marketing generates. Jeb Blount sent me a screen capture (The same Jeb that wrote and recorded the audio book, Fanatical Prospecting).Tony Hughes’ post on Linked about the best time to cold call has 67 comments as of the time of this writing. Some of the stand out comments include, “Why would you cold call at all these days,” and “Why would you want to cold call in the first place,” and “Best time to cold call was 1999.” The final comment says. “The real best time to cold call is between Never and Don’t, this comment submitted by a safety manager.For all of the higher level skills necessary to succeed in sales, the willingness to prospect, and particularly the willingness to call strangers, may just be the most important of all the necessary skills and abilities. You are not going to be considered if no one knows you, and eliminating one of the real variables of a competitive advantage will cause you to miss every shot that you don’t take.In the world of the blind, the one-eyed man is King, and the one-eyed woman, Queen. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now
SEA Games: PH’s Alisson Perticheto tops ice skating short program UPLB exempted from SEA Games class suspension “This is not something that should be looked at like, ‘oh it’s only a tick, a tick is a bit like a flea, its fine!’.“These ticks carry some really quite potent, serious bacteria and they can cause you a lot of problems. Raising awareness of them is imperative,” added Dawson, who has used the experience to join up with the Big Tick Project, which looks to raise awareness about the dangers of ticks and tick-borne disease in the UK. LOOK: Venues for 2019 SEA Games Catriona Gray spends Thanksgiving by preparing meals for people with illnesses MOST READ NCAA postpones Tuesday’s games Orphan goes from sniffing ‘Rugby’ glue to playing for Philippines PLAY LIST 01:35Orphan goes from sniffing ‘Rugby’ glue to playing for Philippines00:50Trending Articles00:50Trending Articles01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police 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 Games LATEST STORIES SEA Games in Calabarzon safe, secure – Solcom chief Don’t miss out on the latest news and information. Read Next Brace for potentially devastating typhoon approaching PH – NDRRMC WATCH: Streetboys show off slick dance moves in Vhong Navarro’s wedding England’s Matt Dawson dives over the line to score a try against Wales during the Six Nations rugby match at Twickenham, southwest London 04 February 2006. England won the game 47-13. AFP PHOTO ADRIAN DENNIS / AFP PHOTO / ADRIAN DENNISEngland’s 2003 Rugby World Cup-winning scrum-half Matt Dawson revealed Monday he has undergone heart surgery due to being bitten by a tick in a park in London last year.The 44-year-old — who won 77 caps for his country and played seven times for the British and Irish Lions — said he would never have thought he was running such a risk going for a walk in a London park with his children.ADVERTISEMENT “I had two days where I felt awful. Very feverish, on the sofa, crashed out,” Dawson, who was diagnosed with Lyme disease which is a bacterial infection caused by infected ticks, told the BBC.“It was a really scary time for me and my family. Such a tiny creature caused me to end up needing heart surgery.”FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutoutDawson no longer has the disease though it has taken several heart procedures and he still has to take medication. “I’m still on medication and its going to take a lot of time for the heart to fully recover,” he said. LIST: Class, gov’t work suspensions during 30th SEA Games View comments
LATEST STORIES SEA Games in Calabarzon safe, secure – Solcom chief Brace for potentially devastating typhoon approaching PH – NDRRMC LOOK: Venues for 2019 SEA Games Catriona Gray spends Thanksgiving by preparing meals for people with illnesses CONTRIBUTED PHOTO/SEA GAMES POOLKUALA LUMPUR — The Philippine squash men’s team made the finals Monday, inching closer to a first gold medal in the Southeast Asian Games in recent years.The pair of Robert Andrew Garcia and Juan Rafael Yam edged Darren Rahul and ng Eain Yow of Malaysia, 2-0, to barge into the championship round which begins Tuesday.ADVERTISEMENT UPLB exempted from SEA Games class suspension Read Next Grueling flight worth it for Syquia after winning gold MOST READ Onyok Velasco see bright future for PH boxing in Olympics PLAY LIST 00:45Onyok Velasco see bright future for PH boxing in Olympics05:25PH boxing team determined to deliver gold medals for PH03:07PH billiards team upbeat about gold medal chances in SEA Games00:50Trending Articles01:35Panelo suggests discounted SEA Games tickets for students02:49World-class track facilities installed at NCC for SEA Games03:04Filipino athletes share their expectations for 2019 SEA Games02:25PH women’s volleyball team motivated to deliver in front of hometown crowd01:27Filipino athletes get grand send-off ahead of SEA Games WATCH: Streetboys show off slick dance moves in Vhong Navarro’s wedding Kammuri turning to super typhoon less likely but possible — Pagasa They are up against Singapore’s Benedict Chan and Pang Ka Hoa who ousted Eris Setiavan and Ade Furkon of Indonesia, 2-0.The women’s team of Jemyca Aribado, Isabelle Gotuaco and Yvonne Alyssa Dalida bagged bronze after dropping a 2-1 decision to Shiela Sivakumar, Yeong Wai Yhann and Pamela Chua of Singapore.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout View comments Don’t miss out on the latest news and information. Typhoon Kammuri accelerates, gains strength en route to PH
San Diego Padres1999-03.44343310 For years as general manager of the Phillies, Ruben Amaro Jr. tried everything possible to avoid dismantling the championship core that he and his predecessors1Former GMs Pat Gillick and Ed Wade, who in the 2000s had one of the best runs of scouting, drafting and developing prospects by any eventual champion ever. had built in Philadelphia. It was an irrational cause: Some smart observers had seen Philly’s troubles coming even as the team was winning 102 games in 2011, and by 2013, it was difficult for anybody to deny the Phillies’ need to rebuild. Yet, Amaro still did. “People think we’re going to blow up this team,” he told CSNPhilly.com that June. “We’re never going to be in the position of blowing up. There’s no blowing up.”Despite his efforts to stave off the inevitable, Amaro was fired in 2015, and the teardown commenced in earnest. But his hesitation to change course showed how awkward the decision can be to strategically steer a franchise onto a different path. Fast forward to now, and the Phillies are at the other end of the cycle, with current GM Matt Klentak facing a similar dilemma in the opposite direction: How to shift from rebuilding back to actually winning some ballgames? Just like the decision to start a rebuild in the first place, the timing on trying to contend again can be difficult to get exactly right.Certainly, the Phillies have been busy executing their own version of the multi-year renovation projects that yielded World Series wins for both the Chicago Cubs and Houston Astros over the past two seasons. In a little more than a half-decade, Philadelphia has gone from breaking 100 wins to racking up nearly 100 losses per year. The team has slashed payroll from nearly $200 million to well under $100 million and has gone from one of MLB’s oldest rosters to its youngest — replenishing its minor-league talent base along the way.In that sense, it was a textbook rebuild. Over the past few years, Philly’s farm system has already turned out plenty of quality players, from rookie home-run machine Rhys Hoskins to World Series-winning reliever Ken Giles2Who was traded to Houston for Vince Velasquez in late 2015. and breakout starter Aaron Nola. Still more prospects are coming through the pipeline this season, including touted shortstop J.P. Crawford and four other members of Baseball America’s Top 100 prospects list.If the hallmarks of a franchise overhaul are cost-cutting and building up organizational talent, few teams have ever done it so thoroughly as the Phillies of recent vintage. To measure the magnitude of team restoration projects, I calculated a running total of what I’m calling “rebuild points” for each club since 1988.3I picked that year because it basically marked the beginning of the modern era of MLB economics, after the collusion cases of the mid-1980s were resolved and free-agent salaries took off. A team gets a rebuild point if it finishes .500 or worse in a season in which it does any of the following: gets younger as a team,4Based on the average age of its hitters (weighted by plate appearances) and pitchers (weighted by innings). improves its ranking in Baseball America’s farm system rankings or reduces its payroll. Teams can get multiple rebuild points in the same season if they do more than one of the above.Clearly, this isn’t the only way to measure the depth of a team’s rebuilding effort. But according to this metric, only five teams since 1988 have racked up 11 or more rebuild points in any five-season span5Discarding overlapping five-year periods that had fewer rebuild points. — and one of those is the recent Phillies: Colorado Rockies2012-16.42833410 Chicago White Sox2013-17.44134411 Houston Astros2010-14.38044412 * For years when the team had a .500 record or worseOverlapping five-year segments were excludedSources: FanGraphs, Baseball-Reference.com Seattle Mariners2010-14.44633410 Chicago Cubs2010-14.42734411 Philadelphia Phillies2013-17.42734411 Years in which team …* Philadelphia Phillies1995-99.44933410 Baltimore Orioles2000-04.43642410 Detroit Tigers1994-98.41634310 California Angels1992-96.45433410 Tampa Bay Devil Rays2001-05.39243411 TeamYearsAvg. RecordGot YoungerImproved FarmCut PayrollRebuild Pts Pittsburgh Pirates1993-97.45433410 Baseball’s most extreme five-year rebuildsMLB teams that accrued the most ‘rebuild points’ (for reducing a team’s average age, improving its farm system or cutting its payroll), for five-year spans since 1988 It’s not a bad list to be on. The Astros of 2010-14 are at the top, and they used their time at the bottom to build a champion. As did the 2010-14 Cubs. Also on the list are the Tampa Bay (née Devil) Rays, who built the pennant-winner that lost to Philly in the 2008 World Series. And while the book isn’t written on the current White Sox, they’ve zoomed up the farm-system rankings in recent years and could be positioned for success in the next decade, with top prospects such as Eloy Jimenez leading the way.It didn’t take too long for the historical teams with 11 or more rebuild points in particular to get very, very good again: Within three seasons, they won 60 percent of their games on average, good for 97 wins over a full schedule. But in their first season after the rebuild period — the equivalent of Philadelphia’s 2018 season — that number was still just 50 percent, or 81 wins per 162 games.6Granted, that was up from 43 percent during the final year of the five-year rebuild, so the teams were already making strong progress. In other words, even among a group that was eventually successful, the turnaround wasn’t instant. And yet the Phillies have spent this offseason loading up on older players as though they were a few key pieces away from contention: They signed ex-Indians first baseman Carlos Santana (who turns 32 this season), snagged a couple of free-agent relievers in their 30s — Tommy Hunter (31) and Pat Neshek (37) — and are rumored to be kicking the tires on former Cubs starter Jake Arrieta (32).Even after those moves, most statistical projections call for Philly to finish with something like 75 to 80 wins this year, which would put it on the outside of contention for the wild card (much less the division crown). It’s not beyond the realm of possibility for a rising team in that range to take analysts by surprise — hello, Minnesota! — but it doesn’t happen often. Add in how exceptionally top-heavy MLB is projected to be this season, and you could argue that the Phillies would have been better served by biding their time and building from within for at least one more season.That said, even the most masterful rebuilding projects have their limits. Research shows that the relationship between a team’s farm system and its future record is nowhere near as reliable as we sometimes like to think it is — and that it certainly isn’t as strong as the tie between a team’s payroll and its ability to add production on the open market. There’s also an argument for the necessity of franchise culture-building with veterans like Santana — bringing in players from successful teams may help install a winning attitude for locker rooms whose youngsters have only ever known losing. And then there’s the fact that the Phillies are in a position to start spending a lot of money again: They finally got out from under the final salary commitments of the previous regime and are flush with cable-TV contract cash. It was only a matter of time before Philadelphia started to flex its financial muscle again.That part of the equation can start yielding big benefits in a hurry. To measure the interplay between a team’s budget and its backlog of prospects, I built a regression model that works within the framework of this farm-system analysis by economist and MLB consultant Matt Swartz. In essence, it uses a team’s payroll and its recent prospect rankings from Baseball America to predict how many games it will win, via production from two sources: younger players who haven’t yet reached free agency and veterans who are signed on the open market. Although smart front offices have realized that the former group is a lot more cost-effective than the latter, once a team has a few good farm classes stored away, spending on the latter group can be a powerful way to really shift back into a contending gear.According to my model, a team in Philadelphia’s current situation could ramp up its spending within five years to match the Phillies’ payrolls during their late 2000s/early 2010s heyday7Philadelphia payrolls were about 40 percent higher than the MLB average from the 2004 season through the 2014 season, peaking at 81 percent above average in 2011. and expect to hit about 92 wins by 2022 even if it gradually allows its farm system to slip into the league’s bottom five within five years. By contrast, a comparable team that takes a slower approach, keeping its farm system strong8Generally staying among the Top 10 farm systems throughout. but spending more modestly9Never going more than 20 percent above league average on payroll. wouldn’t even crack 86 wins after five years. Why? Because after banking those good prospect classes (which the Phillies have already done), there are more diminishing returns on maintaining a solid farm system than there are on spending sheer amounts of money at the major-league level.In other words, developing a strong base of young talent is a good way for budding dynasties to start, but it’s what happens next that truly determines a franchise’s fate. Klentak and the Phillies have gone through the first stage of that process, overhauling the organization in just about as dramatic a way as any modern team has. Now they’re just starting the second stage — and with Philadelphia linked to speculation about next winter’s big-name free agents (namely, Bryce Harper and Manny Machado), this could only be the beginning. Although no rebuilding plan is ever foolproof, don’t be surprised if Philadelphia’s version puts them in the same conversation with the Cubs and Astros before long.
Sue Stimmel, the only women’s lacrosse coach in Ohio State history, announced her resignation Wednesday.In her 15 seasons at OSU, Stimmel accumulated a 122-111 record, and an overall career record of 198-130 with her six seasons coaching at Denison University.She led the Buckeyes to NCAA tournament appearances in the 2002 and 2003 seasons, as well as an ALC Championship in 2003.“She will be sorely missed,” OSU athletic director Gene Smith said in a press release. “We appreciate the great work she has done to start and establish our women’s lacrosse program. She is truly an outstanding person, and we thank her for all she gave the student-athletes and Buckeye Nation.”Senior captain Rachael Cornicello said Stimmel’s decision came as a shock to the team.“She hadn’t said anything during the season about it so that’s why we were a little surprised,” she said. “But we’re trying to see good in it and we still love her as our coach.”Cornicello said her teammates are keeping their heads high and hoping that the program will change for the better.“The sport in general has changed so much even in the past five years, so maybe someone who could bring new ideas to the program would be good,” she said.Though the team is looking to the future, Stimmel will assuredly be missed.“Sue happens to be a very funny person,” said Cornicello. “So her humor will be something that we’ll miss along with her dedication to the team. This has really been her life for the past 15 years. Her dedication to the sport reflects in how we play.”Stimmel attributed her decision to leave to her desire to move on and pursue other professional opportunities.“I want to thank The Ohio State University and the athletics department for the past 15 years,” Stimmel said in a press release. “Building the program has been a truly amazing experience, one that gave me the opportunity to work with wonderful student-athletes and exceptional people. I believe the time has come for me to move on to new challenges and to explore other opportunities.”What these opportunities may be is thus far unclear.“I really don’t know what her plans are,” said Cornicello. “I can definitely see her coaching somewhere in future. She’s so dedicated to the sport and it’s something that makes her happy.”
Arsenal defender Sokratis Papastathopoulos has spoken out about his side’s 3-2 defeat to Chelsea at Stamford Bridge, a week on from their loss against champions Manchester City.The Gunners Premier League couldn’t be any tougher, with the new Arsenal boss Unai Emery pleading for patience and time for the team to blendSokratis was one of five new arrivals to strengthen the senior squad alongside Bernd Leno, Lucas Torreira, Matteo Guendouzi and Stephan Lichtsteiner.Rather than requesting patience from supporters, the Greek defender faced up to the failings at the back against Chelsea and called upon the rest of the team to fix the problems that undermined their performance at the other end of the pitch.Solskjaer praises Harry Maguire after Man United’s 1-0 win Andrew Smyth – September 14, 2019 Ole Gunnar Solskjaer singled out Harry Maguire for praise after helping Manchester United keep a clean sheet in their 1-0 win over Leicester City.“We didn’t defend very well in the first half, all the team,” Sokratis told the club’s official website. “It was too easy for them to come into our half and score.“We had to score more because in the end, we lost the game. We have to improve in the next game.”Next up for the Gunners is a Premier League clash with the Hammers who are also on a losing streak.
The British publication, FourFourTwo, have broadcasted the words of Spain national team head coach Luis Enrique concerning Atletico Madrid midfielder Rodri.According to the former Barcelona manager, the 22-year-old hotshot has all characteristics to become a ‘new Sergio Busquets.’Although Rodri is yet to establish himself as a regular starter at the Estadio Wanda Metropolitano following his summer’s arrival from Villarreal, Enrique seems to be a huge fan of the prosperous youngster.“I have already spoken about their similarities,” he told a news conference.“It’s not good to give too much praise and he is very young, but Rodri comes across as very professional and prepared mentally.“He can reach Busquets’ level and maybe surpass it. Who knows what limits he has?”Robert Moreno says he would step aside if Luis Enrique asks him Manuel R. Medina – September 3, 2019 The Spanish national team manager, Robert Moreno, took the job after Luis Enrique stepped down because his nine-year-old daughter passed away after a bone tumor.Rodri will be better than Barcelona icon Busquets – Luis Enrique https://t.co/ohoDJdkoz2 pic.twitter.com/VRS5qnE5za— Goal Nigeria (@GoalcomNigeria) October 4, 2018Now it’s up to the Rodri to give his answer on the field, but a comparison with a figure such as Busquets can only be flattering.The highly-rated midfielder will in the Spain squad for the matches against Wales and England along with Busquets, as well as, his two Atletico companions, Saul Niguez and Koke.