Unlocking New Choices in Sales

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now What if there isn’t a sales process? What if instead of a single process, there were processes that better served the prospective client and the sales organization?What if there isn’t a buying journey? Maybe there are buying journeys, taking into account the different needs of different individuals and groups?What if there wasn’t a methodology for some part of client acquisition because there were methodologies that provided a range of approaches and better ensure a specific outcome?What if instead of locking salespeople into a one size fits all approach to every engagement, we unlocked them and provided them with an understanding of the choices available to them and how to better make those choices?What if instead of treating all clients the same, or trying to anyway, we developed theories instead of a single theory as to why and how they should change, theories that better matched their circumstances?What if instead of things being black and white, we enabled people to work effectively in the areas that are the many shades of gray that reality produces?Shades of GrayIt would be much more difficult to teach salespeople how to look at a client acquisition through the lens of multiple processes but having choices would likely improve their results. There is already more than one path to the customer verifiable outcomes that underlie so many sales processes. There also seems to be greater certainty that we have closed gates to stages even when we achieve these outcomes.If the experts are correct that there is an increasing number of stakeholders in an average deal, then there are undoubtedly multiple buying journeys and not a single journey. There are different stakeholders at different stages along any path, and there are groups outside of the recognized paths already. If it’s difficult to teach and train people to understand where people are on their journey, it’s likely more difficult to win by believing everyone is together in the same place and at the same time.More methodologies can be cumbersome and confusing. However, more choices as to how to engage provides the ability to match the approach to the circumstances and context.One of the reasons many salespeople struggle to produce good results is because they commit to an approach they believe (and have been taught, trained, and coached) is correct for all circumstances. When the one right way doesn’t work, the salesperson needs additional choices that would allow them to take further action.We make a mistake when don’t teach, train, coach, and develop salespeople to recognize different patterns and identify the range of choices available to them.last_img read more

‘Strikes do not solve any problem’

first_imgExpressing her disapproval of the proposed strike by tea unions in north Bengal, West Bengal Chief Minister Mamata Banerjee on Thursday impressed upon the need for a permanent solution and set up an expert committee under the State’s Chief Secretary to look into the issue.Ms. Banerjee dismissed the strike threat by the Joint Forum, an apex body of tea unions that does not include Trinamool Congress affiliates, saying strikes do not solve any problem. The Joint Forum has been demanding implementation of minimum wage in the tea gardens and had issued a call for a three-day strike from July 23 to July 25.last_img

The 5 Takeaways from the Coyotes introduction of

first_img The 5: Takeaways from the Coyotes’ introduction of Alex Meruelo 0 Comments   Share   Top Stories Derrick Hall satisfied with D-backs’ buying and selling Former Cardinals kicker Phil Dawson retires Grace expects Greinke trade to have emotional impact [View the story “Punchless Cardinals fall to 49ers ” on Storify]last_img

Telekom Austria has partnered with SPI Internation

first_imgTelekom Austria has partnered with SPI International/Filmbox International to launch the FilmBox thematic channels in the territories where it is active.Telekom Austria Group plans to introduce the channels in “at least two” of their markets in the first half of this year.With its ‘direct2home’ platform Telekom Austria Group will also act as a technical distribution and contribution provider for the FilmBox channels’ Balkan and Central and Eastern Europe (CEE) feeds over the Eutelsat 16A satellite.last_img

Rapid expansion of interventions could prevent up to 13 million cases of

first_img Source:http://www.thelancet.com/ Reviewed by James Ives, M.Psych. (Editor)Feb 20 2019Cervical cancer could be eliminated as a public health problem in most countries by the end of the century by rapid expansion of existing interventions, according to a modeling study published in The Lancet Oncology journal.The estimates, which are the first of their kind at a global-scale, indicate that combining high uptake of the human papillomavirus (HPV) vaccine and high HPV-based cervical screening rates in all countries from 2020 onwards could prevent up to 13.4 million cases of cervical cancer within 50 years (by 2069), and the average rate of annual cases across all countries could fall to less than 4 cases per 100,000 women by the end of the century–which is a potential threshold for considering cervical cancer to be eliminated as a major public health problem.Under a more gradual scale-up scenario, cervical cancer elimination is expected in countries with very high and high levels of development by the end of the century, but average rates would remain above the threshold in countries with medium (4.4 cases per 100,000) and low (14 per 100,000) levels of development.Without expanding current prevention programs, however, the study predicts that 44.4 million cervical cancer cases would be diagnosed over the next 50 years–rising from 600,000 in 2020 to 1.3 million in 2069 due to population growth and ageing.In May, 2018, the Director General of WHO called for coordinated action globally to eliminate this highly preventable cancer. The findings from this study have helped inform initial discussions of elimination targets as part of the development of the WHO strategy, and future modelling studies will support the development of the final goals and targets for cervical cancer elimination.WHO has called for urgent action to scale up implementation of proven measures towards achieving the elimination of cervical cancer as a global public health problem (including vaccination against HPV, screening and treatment of pre-cancer, early detection and prompt treatment of early invasive cancers and palliative care). A draft global strategy to accelerate cervical cancer elimination, with goals and targets for the period 2020-2030, will be considered at the World Health Assembly in 2020.”Despite the enormity of the problem, our findings suggest that global elimination is within reach with tools that are already available, provided that both high coverage of HPV vaccination and cervical screening can be achieved”, says Professor Karen Canfell from the Cancer Council New South Wales, Sydney, Australia who led the study.”More than two thirds of cases prevented would be in countries with low and medium levels of human development like India, Nigeria, and Malawi, where there has so far been limited access to HPV vaccination or cervical screening. The WHO call-to-action provides an enormous opportunity to increase the level of investment in proven cervical cancer interventions in the world’s poorest countries. Failure to adopt these interventions will lead to millions of avoidable premature deaths.”Cervical cancer is the fourth most common cancer in women, with an estimated 570,000 new cases diagnosed worldwide in 2018, of which around 85% occur in less developed regions. HPV, a group of more than 150 viruses, is responsible for the majority of cervical cancers. Proven methods are available to screen for and treat cervical pre-cancers, and broad-spectrum HPV vaccines can potentially prevent up to 84-90% of cervical cancers.Nevertheless, large disparities exist in cervical screening and HPV vaccination coverage between countries. In low- and middle-income countries (LMICs), overall screening rates in 2008 were as low as 19%, compared to 63% in high-income regions; whilst by 2014 less than 3% of females aged 10-20 years in LMICs received the full course of HPV vaccination in 2014, compared to over a third in high-income countries.Related StoriesLiving with advanced breast cancerSugary drinks linked to cancer finds studyNovel vaccine against bee sting allergy successfully testedThe authors analysed high-quality registry data from the International Agency for Research on Cancer to predict future trends in cervical cancer if further action is not taken. They then used a dynamic model to calculate the impact of scaling up HPV vaccination and cervical screening on the cervical cancer burden globally, and in 181 countries of all levels of development, between 2020 and the end of the century.The modelling focused on the deployment of vaccination and screening in low- and medium- income countries rather than detailed modelling of all the more recent improvements in countries with high levels of development, which may have underestimated timing to elimination in individual countries with high levels of development.The researchers also predicted the earliest date when rates of cervical cancer might fall enough to achieve elimination (considering a possible elimination threshold of less than 4 cases per 100,000 individuals). The average worldwide age-standardised rate of cervical cancer in 2012 was 12 per 100,000.Results showed that rapid vaccination scale-up to 80-100% coverage globally by 2020 using a broad-spectrum HPV vaccine could prevent 6.7-7.7 million cases–but more than half of these would be averted after 2060.If, in addition, cervical screening were scaled-up to high coverage by 2020 (with all women offered screening twice in their lifetime and 70% coverage globally), this could prevent an additional 5.7-5.8 million cases of cervical cancer in the next 50 years, and substantially speed up elimination.Such efforts could result in cervical cancer being eliminated as a public health problem, with average rates across countries falling to less than 4 cases per 100,000 by 2055-59 in countries with very high levels of development (including the USA, Finland, the UK and Canada); 2065-69 for countries with high levels of development (including Mexico, Brazil, and China); 2070-79 for countries with medium levels of development (including India, Vietnam, and the Philippines); and 2090-2100 onwards for countries with low levels of development (such as Ethiopia, Haiti, and Papua New Guinea).However, rates of less than 4 cases per 100,000 would not be achieved by the end of the century in all individual countries in Africa (eg, Kenya, Tanzania, and Uganda) even if high coverage vaccination and twice lifetime cervical screening could be achieved by 2020.The authors note several limitations, including that their predictions are constrained by a lack of high-quality cancer incidence data over time, particularly in developing countries. They also note that the model assumed lifetime duration of vaccine protection and did not fully account for geographical differences in sexual behaviour, which might affect the accuracy of the estimates. They also assumed in their rapid scale-up scenarios that very high global vaccination coverage rates (of 80% or higher) would be achievable worldwide–but successfully providing two doses of the HPV vaccine with appropriate spacing is likely to be challenging, particularly in less developed regions. Finally, the rapid scale-up scenario examined in the study did not account for cultural, logistical, and financial barriers to scaling up screening in low-resource settings.last_img read more

EU to curb phone costs set up emergency alert system

first_img 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. © 2018 AFP Explore further The price limits follow the EU move last year to end roaming charges for Europeans using mobile phones within the bloc—a public relations coup Citation: EU to curb phone costs, set up emergency alert system (2018, November 14) retrieved 17 July 2019 from https://phys.org/news/2018-11-eu-curb-emergency.htmlcenter_img The European Parliament voted Wednesday to limit prices for phone calls and text messages between EU countries and to set up an alert system during natural disasters or terror attacks. Emergency alert test going out to mobile phones nationwide Under the new law, which still needs formal approval from member countries, telecom firms will be barred from charging more than 19 eurocents per minute for calls and six cents per text message.Adopted by 584 votes to 42, the price ceilings are set to take effect on May 15, 2019, after the member states informally agreed to it back in June.”There will be no more excessive fees on intra-EU calls and text messages,” said Lambert van Nistelrooij, a Dutch member of parliament from the centre-right EPP group. He said the price limits complement the EU move last year to end roaming charges for Europeans using mobile phones within the bloc—a public relations coup.It meant Europeans calling, texting or using the internet when travelling in other EU nations will be charged the same as they are at home.The measure adopted Wednesday also calls for member countries to introduce within 42 months an emergency system to send alerts by text message or mobile app to people near a natural disaster or terror attack.”If there is an emergency situation, a warning message with instructions will be sent to all mobile phones in the geographic area of the emergency situation,” van Nistelrooij said in a statement. He said MEPs persuaded member states to introduce the system, which will contribute to saving lives in floods, forest fires and terror attacks.A spokesman for van Nistelrooij said the legislation is partly modelled on the Dutch example NL-Alert.Under the system introduced in 2012, authorities can alert mobile phone users in the area of an emergency via nearby cell towers.The spokesman said Romania and Lithuania have implemented a similar system, but many other countries rely on television or radio to disseminate alerts.The European Emergency Number Association, a non-government organisation based in Brussels, hailed the vote.”Take any of the large emergencies in Europe and you will realise that in most cases modern public warning was not in place,” EENA’s Benoit Vivier said.”We have the means and the technology but we have largely failed to put them to good use. The new legislation ensures that from now on we do.”The legislation also paved the way for investments in next generation mobile networks (5G) and very fast internet.last_img read more