Focus on the Right Targets

first_imgThe biggest and best prospects in your territory already have someone providing them with what you sell. They’re completely satisfied. Okay, they’re not completely satisfied, but they will tell you they are.Your biggest and best prospects, your dream clients, have had the same relationships for a long time, and they trust their partner. Even if they are a little dissatisfied, your competitor is the devil they know. That’s enough to keep them in the game.This is why they refuse your request for a meeting. The status quo has many allies.Think about your biggest and best customers. They feel the same way about you and your company. You’re not losing your best clients anytime soon, and neither are your competitors.Too Little Focus on Known TargetsIt’s easy to believe that it is a waste of time to call on known users that have relationships with your competitors. They resist your attempts to meet with them, and because they tell you they are not dissatisfied you don’t believe there’s an opportunity. Instead you shift your focus downward calling on companies that aren’t your real targets. You make poor trade-offs.You trade receptivity for a real opportunity.You trade an easier to gain commitment for time for the more difficult to gain commitment that will eventually lead to success.And you trade the ability to produce a pipeline with some activity for a pipeline that will eventually result in real growth (not to mention the cover your pipeline provides when your sales manager asks).These aren’t good trades. It may feel like you’re making progress by calling on receptive prospects, but it isn’t progress to call on companies that cannot benefit from the value you create, don’t appreciate the value create, or won’t pay for the value you create. Even though you may have appointments on your calendar you are still wasting time with a haphazard and unfocused approach.Trade Up InsteadThe sooner you start pursuing your dream clients the sooner you win them. You never close any opportunity that you don’t first open. You need a deliberate, thoughtful, aggressive, and persistent campaign to create opportunities inside your target client accounts.This doesn’t mean that you can’t hit some singles and doubles on your way. It doesn’t mean that there aren’t smaller, very good clients that you should also be winning. But you need to focus first on the right targets, the companies for whom you can create breathtaking, jaw-dropping, earth-shattering value— even if it takes time.last_img read more

Read more

Clarke leads Aus to record run-chase

first_imgCaptain Michael Clarke smashed 82 runs off 70 balls as Australia chased down England’s highest score against them to win a thrilling sixth one-day international by two wickets on Wednesday.Australia’s Michael Clarke raises his bat after scoring 50 against England in Sydney on Wednesday. APClarke was run out in the second-to-last over to leave Australia requiring 8 runs from 8 balls. Entering the final over needing 6 from 6, a wide and single were followed by John Hastings guiding a Chris Woakes delivery to the boundary to bring up the winning score of 334-8 with four balls to spare.The total was Australia’s best in a chase, eclipsing the 327 against South Africa at Port Elizabeth in 2002.”We’re winning, first and foremost, and it’s nice to be contributing with the bat,” Clarke said.”A few things didn’t go to plan with the ball for us, but we’re stoked to have chased those runs down.”Australia leads the seven-match series 5-1 heading into the final game at Perth on Sunday.Earlier, England made an imposing 333-6 at Sydney Cricket Ground after Jonathan Trott ignored leg cramps to make 137 off 126 deliveries, his second century in three games.”Nice to get a hundred,” Trott said. “It’s more memorable when you win the game.”Trott finished his innings with a runner after pulling up with cramps in the 42nd over. He was caught-and-bowled by Shaun Tait (2-60) off the penultimate ball of England’s highest ODI innings against Australia, surpassing the 320-8 in 1980 at Birmingham. It’s England third record total against the hosts on this tour.advertisement”It was great to see Trott play so well, all the same,” England captain Andrew Strauss said. “And 333 is a good score on any ground.”Strauss and Trott shared an 80-run partnership until the captain was caught by David Hussey at short midwicket off a Steve Smith ball for 63. Trott then partnered Ian Bell in a 104-run stand before Bell was dismissed for 45.The Australians started their chase confidently, with opener Shane Watson and Mitchell Johnson making half centuries, and Callum Ferguson adding 46 off 44 balls.A belligerent Watson, after eight boundaries in 33 balls, skied a Michael Yardy delivery to Strauss at short midwicket on 51 with Australia at 87-2 in the 13th over.Ferguson, brought into the side to replace the injured Shaun Marsh, shared a 79-run, third-wicket stand with Johnson until he needlessly ran himself out.Johnson batted fourth in place of Clarke and made his 57 from 59 balls before being stumped off a Kevin Pietersen delivery.”We had to take a few risks, I punted a bit on sending Mitch up the order and he played really well,” Clarke said. “He strikes the ball as clean as anyone.”Cameron White survived a video appeal for caught behind while on 15 but soon after was caught by Eoin Morgan off a rising Steven Finn delivery for 20.Despite that, Clarke brought up his second consecutive half century off 51 balls – including a six and a boundary in a 17-run, 44th over off James Anderson – as he and Hussey shared a 90-run partnership for the sixth wicket.The pair played shots at will until Hussey was caught behind off Finn (2-51) for 38, with Australia needing 17 off the final 16 balls.Pietersen, who made 29 in England’s innings, limped off the ground in the 19th over of the Australia innings after he appeared to twist his ankle while fielding a Ferguson shot. He returned four overs later and rejoined the bowling attack.last_img read more

Read more

Grigor Dimitrov beats Del Potro for first time to reach Cincinnati quarters

first_imgGrigor Dimitrov beat big-hitting Argentine Juan Martin del Potro for the first time in six career attempts to book a place in the last eight at the Cincinnati Open on Thursday.The seventh-seeded Bulgarian advanced to his eighth ATP World Tour Masters 1000 quarter-final with a 6-3 7-5 victory over Del Potro, who struggled with the intense heat in the closing stages of the one hour, 39 minute match.”He’s a tricky opponent… a super-experienced player,” said Dimitrov.”I definitely had to stay away a little bit from that forehand. I knew if I kept the ball low on his backhand side and just kind of worked my way into the court, it would be the right thing to do. I think I did this thing very, very well today.”Dimitrov will bid for a place in the semi-finals for the second straight year when he faces Japan’s Yuichi Sugita, who reached his first Masters 1000 quarter-final.The unseeded Sugita overcame Russian Karen Khachanov 6-7(0) 6-3 6-3 before a thunderstorm forced play to be suspended for more than two hours.The 28-year-old Japanese captured his first ATP World Tour title at the Antalya Open in July, adding to three ATP Challenger Tour events won in 2017.”He’s been playing really well,” said Dimitrov. “He’s going to be definitely a tough opponent to play.”Dimitrov got off to a great start by opening up a 3-0 lead against Del Potro.Del Potro mirrored Dimitrov by winning the first three games of the second set but could not convert three set point chances at 5-4, before the Argentine began to struggle in the heat.advertisementA doctor was called at the 6-5 changeover, but Del Potro was determined to finish the match.Dimitrov improved to 31-14 for the season, which includes two ATP World Tour titles.In later games, John Isner never dropped a service game on his way to a 7-6(4) 7-5 win over fellow American Frances Tiafoe.Isner rocketed two aces to close out the match and punch his card to the quarter-finals, where he will face another American in Jared Donaldson.Donaldson, who defeated Nikoloz Basilashvili in straight sets on Thursday, will be one of four unseeded players in the quarters following a series of upsets early in the tournament.Third seed Dominic Thiem needed two tie breakers to dispatch France’s Adrian Mannarino 7-6(4) 7-6(3) and set up a meeting with Spain’s David Ferrer, who upset 11th-seeded Pablo Carreno Busta 6-4 6-4.Rain put a halt of Australian Nick Kyrgios’ match against Ivo Karlovic with the Croatian leading 4-3 in the first set.Wet weather also postponed the start of top-seeded Rafael Nadal’s match against fellow Spaniard Albert Ramos Vinolas.last_img read more

Read more

4 days agoJamie Carragher believes Liverpool froze at Man Utd

first_imgJamie Carragher believes Liverpool froze at Man Utdby Paul Vegas4 days agoSend to a friendShare the loveLiverpool legend Jamie Carragher believes they froze at Manchester United for Sunday’s 1-1 draw.Jurgen Klopp’s Reds needed a late Adam Lallana equaliser to rescue a point at Old Trafford after Marcus Rashford’s first-half goal looked to have earned a deserved victory for the struggling Red Devils.Speaking during the game, Carragher told Sky Sports: “I always talk about Everton having almost a mental block when they come to Anfield, and watching Liverpool here, it’s almost like it’s a mental block.”It’s not the same team you usually watch.”I said before the game, United away is always a tough game and you can lose it but it’s the performance more than the scoreline that is the biggest worry for Liverpool. Every time they come to Old Trafford, it is the same problems.”He added: “I think Liverpool will be delighted. It’s very difficult for any team to come to Old Trafford, it’s a derby game and their record is not great here.”It almost feel like certain Liverpool players have a mental block when they come here so to get out with one point, considering how they performed, I think Klopp will be pleased.” About the authorPaul VegasShare the loveHave your saylast_img read more

Read more

Education Ministry to Allocate $1 Billion to Support Schools

first_img The Ministry of Education, Youth and Information is to allocate $1 billion in budgetary support to primary, all-age and junior high schools for the 2017-2018 academic year. Story Highlights School administrators are reminded that no fees are to be charged; however, schools should work with parent-teacher associations (PTAs) to determine the level of contribution that parents can afford to assist in the long-term development of the schools, or for special projects. A bulletin issued by the Ministry states that all schools at the infant and primary levels will receive $2,500 per student, up from an average of $850. The Ministry of Education, Youth and Information is to allocate $1 billion in budgetary support to primary, all-age and junior high schools for the 2017-2018 academic year.This is in line with the Ministry’s commitment to provide greater support to schools to improve the quality of education in Jamaica.A bulletin issued by the Ministry states that all schools at the infant and primary levels will receive $2,500 per student, up from an average of $850.All-age and junior high schools will get $19,000 per student, up from $1,100.Schools will also continue to receive a maintenance grant of $50,000 and janitorial grant of $172,000 per school. The money will be disbursed in four tranches beginning this month (June).The second and third tranches will be given in September and December, respectively, and the final tranche will be handed over in April 2018.The Ministry will also provide additional teachers for schools that require special support, based on the nature of the students and special programmes being offered.Selected schools will be fitted with additional classrooms, and some infrastructure upgraded.Lighting systems in schools will also be upgraded. Beneficiaries under the Programme of Advancement Through Health and Education (PATH) at the all-age and junior high levels will be supplied with literature books, and $2,000 will be allocated to each student to cover the cost of identification and uniform-related items.The Ministry will cover the cost of insurance for PATH beneficiaries and wards of the State.School administrators are reminded that no fees are to be charged; however, schools should work with parent-teacher associations (PTAs) to determine the level of contribution that parents can afford to assist in the long-term development of the schools, or for special projects.The bulletin says that for schools which may require additional support, their operating costs will be carefully reviewed and, if necessary, additional allocations will be made within one month of a request.Meanwhile, schools that fall short of funds, during the course of the year, should write to the Permanent Secretary requesting consideration for additional support.Schools will be required to submit annual comprehensive income and expenditure statements for all funds received from all sources, followed by an audited financial statement.last_img read more

Read more

Phoenix walks off an interview

first_imgLos Angeles: Actor Joaquin Phoenix walked off from an interview on being asked if his forthcoming film Joker will incite violence. The actor walked out of the interview with The Telegraph film critic Robbie Collin when he was asked if he is worried that Joker might “perversely end up inspiring exactly the kind of people it’s about, with potentially tragic results”, reports indiewire.com. “Why? Why would you…? No, no,” he said before abruptly walking out of the interview. Also Read – ‘Terminator: Dark Fate’ has James Cameron’s fingerprints all over it: Arnold SchwarzeneggerAfter spending an hour talking to a press agent with Warner Bros., the studio behind the Todd Phillips-directed project, Phoenix returned to complete the interview. The outlet reports the actor returned and explained he panicked because he did not consider the question, and didn’t answer the question. Joker is based on the popular DC super villain of the same name. It follows the life of Arthur Fleck as an aspiring stand-up comedian and his transition into becoming the Joker. Joker had its world premiere in Venice on August 31. Since then, many film critics have wondered if the movie will encourage violence.last_img read more

Read more

Narada tapes CBI recreates video scene at Mukuls home with Meerza

first_imgNew Delhi: After grilling senior BJP leader Mukul Roy at its offices on Saturday, officials of the CBI on Sunday took arrested IPS officer SMH Meerza to Roy’s residence to reconstruct the scenes shown in the Narada tapes.”We reconstructed the situation at his house. We made both Meerza and Mukul Roy sit face-to-face and did videography. A huge amount of money transaction was made in the case,” DSP Ranjit Kumar said, speaking to reporters outside Roy’s residence. Kumar, who is CBI’s investigating officer in the Narada case, also said that the BJP leader had cooperated with the agency in the case so far. The Central Bureau of Investigation had on Sunday confronted Roy with Meerza at its offices in Nizam Palace and also questioned him separately in the case, where it is alleged that the then TMC leader had instructed Meerza to accept bribe money meant for himself. According to the CBI’s initial probe, it was verified that Roy had asked Mathew Samuel, the sting operator, to hand over the “five” he had brought for him to SMH Meerza, with whom an appointment was already fixed. In a separate tape, Meerza is shown accepting Rs 5 lakh in cash from Samuel. Roy had told reporters on Saturday that the recent scrutiny he is facing is somehow a conspiracy by TMC chief Mamata Banerjee. The CBI had arrested Meerza on Thursday and summoned Roy on the same day. Roy, who joined the ruling BJP within four months of the FIR being registered against him, had till now comfortably evaded strict scrutiny in the case. While the central agency has sought prosecution sanction for four other accused in the case, it is yet to do so for Roy.last_img read more

Read more

Gurugram Starting a new era of smartphone design

first_imgGurugram: Starting a new era of smartphone design, Samsung on Tuesday launched its foldable “Galaxy Fold” smartphone-cum-tablet with 12GB RAM and 512GB internal storage in India for Rs 164,999. Pre-bookings for Galaxy Fold in Premium Cosmos Black colour will open on October 4 and deliveries will start from October 20. Galaxy Fold will be available for pre-booking on Samsung’s official online store, Samsung Shop and offline in 35 cities across select 315 outlets, including the iconic Samsung Opera House in Bengaluru. Also Read – Swiggy now in 500 Indian cities, targets 100 more this year “With Galaxy Fold, we have pushed beyond what’s possible, and redefined the mobile category, introducing a device like no other. Samsung is setting an entirely new benchmark for smartphone design, and we will continue to take consumer experience to the next level,” said HC Hong, President and CEO of Samsung Southwest Asia. Those why buy “Galaxy Fold” will get their device delivered to them through a concierge, along with a dedicated 24×7 expert on call. Also Read – New HP Pavilion x360 notebook with in-built Alexa in India In its standard form, Galaxy Fold gives you a 4.6-inch screen experience for normal day-to-day task but as you unfold it — the cross-screen functionalities go seamless on a bigger, immersive 7.3-inch form factor as the plastic OLED (P-OLED) display can bend like a book. “Galaxy Fold is meant for those who want only the best in their lives, in terms of style, design, luxury and the latest in services, including a dedicated 24×7 concierge service and one-year Infinity Flex Display protection,” said Ranjivjit Singh, Chief Marketing Officer and Senior Vice President, Mobile Business, Samsung India. Each device comes with Galaxy Buds in the box and “Aramid Fiber” case made of fibre which has high capacity to withstand pressure. Sporting the world’s first “Dynamic AMOLED Infinity Flex Display”, the device offers split-screen multi-tasking, houses six cameras, Android 9 with One UI on top and Snapdragon 855 chipset. There are three selfie cameras: One 10MP selfie camera when the device is closed and a dual selfie camera (10MP main sensor and 8MP depth sensor) when you open the device. At the rear is a three camera-system — a 16MP Ultra Wide Camera, a 12MP Wide-angle Camera and a 12MP Telephoto Camera. Samsung has invented a new polymer layer and created a display around 50 per cent thinner than the typical smartphone display. The “Galaxy Fold” has dual battery system (4380mAh typical dual battery) and is also capable of charging itself and a second device simultaneously via “Wireless PowerShare”, while connected to a regular charger so you can leave your second charger at home. Samsung has worked with Google and the Android developer community for smooth apps and services experiences.last_img read more

Read more

How to successy operate a clothing store the whole

clothing industry has always been very popular in the industry, it is worth when you venture a choice of industry, garment industry has a huge market, for many entrepreneurs, they would like to open a clothing store, not only the operation cost is low, the market also has the guarantee, the risk is very small. But because there is no relevant experience, many people do not know how to operate a clothing store. So, how to successy run a clothing store?

how to successy run a clothing store? 1, clothing store location is better or worse than the size of the store, clothing is better or worse than the location of the more important. Even a small shop, but as long as they can provide customers with the best clothing, can compete with the big store. read more

Read more