first_img 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 There are countless sales frameworks and sales methodologies, all with different ideas of what’s most important in winning new sales opportunities and retaining clients. This year’s fashion is insight. Next year’s fashion will bring another new version of some other old thing.Regardless of what you read, see, or hear, make no mistake, your sales results are built on relationships.Before ValueYour relationships come even before value. Yes, even value. Stop and think about it. Who exactly are you creating value for?When you talk about your dream clients you use the company’s name as a sort of shorthand for the people that make up that company. Your dream client company doesn’t perceive value; only the human beings within that company perceive value.Value is one of the ways you build and maintain that relationship. Value is one of the foundations of the relationship.Your Business Acumen and Situational KnowledgeWho values your business acumen and situational knowledge? The only way you transfer your ideas to another organization is through the people that make up that organization, i.e., your relationships.The only way results are created in your company, in your client company, or in any company is through people. This begins with winning hearts and minds, by establishing trusted relationships. Relationships are what allow you to make recommendations, to build the consensus necessary to bring change, and to execute and deliver the outcomes you sold.You Lost the RelationshipsWhen you lose an opportunity you say something to the effect of, “We lost the XYZ deal.” But how did you lose that opportunity? You lost the opportunity because the people within that prospective account decided to do something different. You lost because you didn’t have the relationships you needed to win.I know, I know. You lost because your dream client didn’t perceive value, your competitor had a lower price, or one of a million other reasons outside of your control. Poppycock. Relationships allow you to change the perception of value and to move from price to value.There’s nothing more certain to producing good sales results than building the relationships necessary to do so. Everything else that you do is in service of those relationships. The value you create is the value for those relationships. The caring you do is caring for the people that make up the companies you serve. The trust you create is trust in your relationships.Relationship selling is dead? As long there are human beings buying from other human beings, relationships will matter. Because trust matters. Because caring matters. Because creating new value matters. But it all matters as part of your overall relationship.last_img read more

first_imgNikki Valdez rushes self to ER due to respiratory tract infection “Please help me, please, please,” screamed the 32-year-old in scenes so distressing that television cameras panned away from the stricken player.Cirstea said her friend’s knee was “out… and in a very weird position”.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool stars“I freaked out. I have never seen such an injury before, the knee was really in a bad position. It was like something you see only in the movies,” said Cirstea.“I tried to comfort her but I panicked. I felt useless. All she kept saying was ‘Sorana, help me, help me.” Another vape smoker nabbed in Lucena She questioned why it took the medical services so long to reach a court which is just a stone’s throw away from the famed Centre Court.‘Everyone froze’“I was screaming at the umpire. I told them to bring a stretcher because everyone froze, nobody reacted,” said Cirstea who said only she, her physio and Justin Mattek-Sands initially raced to the player’s assistance.“She went into shock and it took so long for the medical team to arrive. It felt like forever.“What if it was a heart attack? You should look at the video and time how long it took. I was there 10 to 15 minutes and the stretcher had still not arrived.”Safarova had to go and play her second round match just minutes after witnessing her close friend’s turmoil.She lost 6-7 (4/7), 6-4, 6-3 to Shelby Rogers but said that was irrelevant.“It’s been a tough day, just terrible what’s happened. I am so sad for Bethanie,” said Safarova who had been hoping to partner Mattek-Sands to the Wimbledon doubles title and complete the non-calendar Grand Slam.“I have talked to Justin. She’s having more tests but we don’t know how long she will be in hospital.“I will see when I can visit her. I will be there when she needs me.” Don’t miss out on the latest news and information. MOST READ Horn ready for rematch Lacson: SEA Games fund put in foundation like ‘Napoles case’ Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Pagasa: Kammuri now a typhoon, may enter PAR by weekend LATEST STORIEScenter_img On Thursday, Alison Riske and Kristina Mladenovic had wanted to stop playing on Court 18 with the defeated Frenchwoman claiming there was a hole on the baseline.Sports Related Videospowered by AdSparcRead Next Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games China furious as Trump signs bills in support of Hong Kong LOOK: Jane De Leon meets fellow ‘Darna’ Marian Rivera Bethanie Mattek-Sands clings on her knee after hurting it during a Wimbledon match. SCREENGRAB FROM ESPN TWITTER VIDEOAmerica’s Bethanie Mattek-Sands suffered a horror knee injury at Wimbledon on Thursday which left her screaming and crying in pain in the middle of the court.The 32-year-old collapsed to the ground after damaging her right knee as she approached the net in the first game of the deciding set against Romania’s Sorana Cirstea on Court 17.ADVERTISEMENT Pagasa: Kammuri now a typhoon, may enter PAR by weekend The All England club defended its medical teams.“The first response to Court 17 was within one minute, by a qualified ambulance technician,” they said in a statement.“The player was kept on court while pain relief was given.“The player was then transferred directly to an ambulance and taken under emergency conditions to a hospital.”Messages of support poured in for Mattek-Sands, well known on the tour for her flamboyant fashion sense and friendly, easy-going nature.“I love you @BMATTEK  you are the biggest fighter I know and you will come back stronger than ever,” tweeted India’s Sania Mirza, her former doubles partner.Olympic champion Monica Puig tweeted: “Stay strong @BMATTEK … we love you so much.”Wimbledon courts are no stranger to injury controversies.In 2013, Victoria Azarenka fell heavily, hurting her ankle and blamed the state of the courts.Maria Sharapova said the surface on Court Two where she lost to Michelle Larcher de Brito was “dangerous” after she fell a number of times. “I wish I could have done more. You wouldn’t wish that on your worst enemy.”Mattek-Sands’s husband Justin tried to console his wife before medics arrived, while Cirstea was distraught and in tears.After lying prone on the ground for around 20 minutes, Mattek-Sands was eventually stretchered away and taken to a west London hospital where she was said to have suffered “an acute knee injury”.Mattek-Sands’s doubles partner, Lucie Safarova, with whom she shares the world number one ranking as well as four Grand Slam titles, also arrived at the scene in tears.Cirstea, who had dropped the first set 4-6 but took the second 7-6 (7/4), was declared the winner of the second round match.ADVERTISEMENT View commentslast_img read more

first_imgAbout the authorFreddie TaylorShare the loveHave your say Chelsea winger Pulisic: I know scoring touch will come backby Freddie Taylor5 days agoSend to a friendShare the loveChristian Pulisic isn’t worried about his lack of goals for Chelsea.The American played an integral role in Chelsea’s winner against a stubborn Newcastle outfit on Saturday.He is yet to score for the Blues, but that didn’t ruin his positivity after the 1-0 victory at Stamford Bridge.”It was a really good game, happy for the team, had a strong performance, they defended really well, and I was happy to make an impact,” Pulisic told ESPN after the match. “I was going to shoot last-second, but I saw Tammy wide open and then DeAndre [Yedlin, Pulisic’s US team-mate] made an unbelievable block, so maybe I should have shot it. “I just don’t have that scoring touch but I know it will come back.” last_img read more

first_imgESPN Analyst Names Sleeper Team In The SEC In 2018The team with the best chance of going undefeated this fall is not the team appearing No. 1 in most preseason polls. According to ESPN’s Football Power Index (the “best predictor of a team’s performance”), Oklahoma – not Alabama – is the team most-likely to go undefeated heading into bowl season. While the Crimson Tide are the likely preseason No. 1, it’s the Sooners with the best chance of reaching the College Football Playoff. Here’s the full top 10:Oklahoma – 16.9 percent chance of going undefeated before bowl seasonFlorida State – 10.6 percentClemson – 8.6 percentBoise State – 8 percentMichigan – 5.8 percentLSU – 5.3 percentTennessee – 4.5 percentOklahoma State – 2.4 percentWashington – 1.4 percentNotre Dame – 1.2 percentSome other notable percentages: Alabama – 0.6 percentOhio State – 0.4 percentNebraska – 0.4 percentMichigan State – 0.1 percentOle Miss – 0.1 percentYou can view ESPN’s full FPI here.last_img read more

first_imgzoom Croatian investment corporation KERMAS Group intends to buy Arctech Helsinki Shipyard (AHS) in Finland from Russia’s United Shipbuilding Corporation, USC confirmed to World Maritime News.KERMAS plans to acquire a 55 percent stake from USC, becoming a majority shareholder of the Finnish shipyard, the group told World Maritime News separately.“Our intention is to make a remarkable investment in AHS by directed share issue which, if realized, will entail the KERMAS Group holding 55 percent of AHS. The amount of investment is currently discussed and cannot be disclosed before closure of the deal,” KERMAS said.As informed, the share issue will be carried out in 2018 immediately after the parties finalize all corporate approvals.Arctech, fully owned by USC, specializes in Arctic shipbuilding technology, building icebreakers and offshore vessels. With this acquisition, AHS and Croatian Brodotrogir Shipyard Trogir (HBT), part of KERMAS, “are joining forces to gain a larger market share of the international shipbuilding market.”“As a natural extension of current joint active cooperation, AHS and HBT have decided to join forces to gain a larger market share of the international shipbuilding market. The primary objective of the cooperation is to be able to better meet the future needs of the growing market for cruisers and multipurpose vessels, such as tanker-icebreakers, floating docks, and chemical tankers,” KERMAS explained.The group added that the building and co-design cooperation between AHS and HBT started in February 2017. The shipyards are currently jointly building an “innovative” gas-condensate tanker-icebreaker newbuilding.Only two months ago, KERMAS expressed its interest in joining the ownership structure of another shipyard, Uljanik. The financially-troubled shipyard is to undergo a restructuring process after the European Commission approved the loan provided by the country’s government. The shipyard needs to find a new strategic partner in the following six months. Apart from KERMAS, Italian Palumbo Group is also interested in Uljanik.The acquisition of both shipyards would bring KERMAS “a big synergy”, Danko Koncar, owner of KERMAS, was cited by Slobodna Dalmacija as saying.Kermas has investments in renewable energy, real estate, marina development, agriculture and shipbuilding. The corporation entered the shipbuilding business in 2013 when it acquired the Croatian state-owned Brodotrogir shipyard.World Maritime News Stafflast_img read more

first_imgOTTAWA – The overall annual pace of inflation slowed to 1.9 per cent in December as gains in the price of gasoline eased up, Statistics Canada said Friday.But economists said the economic strength last year is pushing underlying prices higher.TD Bank senior economist Brian DePratto noted that two of the Bank of Canada’s three preferred measures of core inflation, designed to look through the noise of more-volatile items like gasoline, ticked higher last month.“Looking past the energy-led deceleration in inflation, hot growth of the Canadian economy in 2017 now appears [to be] turning into somewhat hotter price growth,” DePratto wrote in brief note to clients.CPI-trim — which helps filter out extreme price changes — rose to 1.9 per cent from 1.8 per cent in November, while CPI-common — which filters out prices that changed due to extraordinary circumstances — climbed to 1.6 per cent from 1.5 per cent. CPI-median was unchanged compared with November at 1.9 per cent.“It provides a little more confirmation that the interest rate hike earlier this month was justified from an economic fundamentals point of view,” DePratto said of the move higher in core inflation.“That core mandate of the bank is to control inflation and this speaks to the need for further hikes.”The Bank of Canada aims to keep inflation at two per cent, the midpoint of a target range of one- to three-per cent over the medium term.In raising its trendsetting rate to 1.25 per cent last week, the Bank of Canada pointed to unexpectedly solid economic data as key drivers behind the decision.CIBC economist Nick Exarhos also noted that underlying inflation trends appear to be firming.“Core inflation metrics are trending in the right direction, something that supports the Bank of Canada’s decision to hike rates at the start of 2018,” he said.“We could see some deflationary pressure from the stronger Canadian dollar, but given minimum wage hikes, a closed output gap, and what is likely to be stronger average pricing for energy over the balance of this year compared to 2017, inflation is likely to accelerate.”Overall, Statistics Canada said Friday that the consumer price index for the final month of 2017 was up 1.9 per cent compared with the same month a year earlier. That compared with a reading of 2.1 per cent in November.Excluding gasoline, prices were up 1.5 per cent year on an annual basis in December, matching the increase in November.Prices were up in seven of the eight major categories as the transportation index, which includes gasoline, and the shelter group led the way.Transportation prices were up 4.9 per cent from a year ago compared with a 5.9 per cent increase in November. Gasoline, a key component of the group, climbed 12.2 per cent compared with a year earlier following a 19.6 per cent increase in November.The shelter index climbed 1.4 per cent compared with a year ago as natural gas prices rose 6.2 per cent following a 3.1 per cent increase in November.Meanwhile, the household operations, furnishings and equipment index fell 0.3 per cent compared with a year ago as the cost of telephone services slipped five per cent as the country’s big wireless companies battled for market share in December with deeply discounted offers.last_img read more

first_imgThe parent company of grocery chain Sobeys Inc. was “a little slow on the trigger” to pass on the higher cost of food to consumers due to tariff costs, but it will inevitably happen in the future, Empire Company Ltd. CEO Michael Medline said Thursday.“It’s clear with what’s going on in terms of transportation cost and tariff-related cost that our expectation — although we’re not economists — is that there will be some inflation,” he said during a conference call with analysts after the company released its first-quarter earnings results.Multiple suppliers send the company letters each week wanting to pass on price hikes due to recently implemented tariffs, said Medline.The Canadian government announced it would impose retaliatory tariffs on July 1 on a wide range of American products in response to U.S. tariffs on some Canadian steel and aluminum products. The Canadian government targeted yogurt, coffee, maple syrup, cucumbers, salad dressing and other food items.Rising freight charges and increases in minimum wage in certain provinces are creating additional pressure, Medline said.Empire will do everything it can to stave off price hikes, he said, but admitted the company will need to pass some through in order to remain competitive.Sobeys’ biggest competitors have made similar predictions. Loblaw Companies Ltd. CEO Galen Weston Jr. and Metro Inc. CEO Eric La Fleche predicted higher prices in the near future due to the tariffs during their most recent quarterly earnings calls with analysts.Medline’s comments came as the company reported a first-quarter profit of $95.6 million, up from $54 million a year ago, when it was hit by $28.7 million in costs related to its Project Sunrise cost-savings plan.The program is aimed at finding $500 million in cost savings, of which $100 million was realized in the quarter, said analyst Irene Nattel of RBC Capital Markets.“Realization of savings [is] a key driver of margin growth, but first-quarter results demonstrate that Empire is stepping up focus on regaining lost ground on market share,” she wrote in a report.The profit amounted to 35 cents per share for the quarter ended Aug. 4, compared with a profit of 30 cents per share in the same quarter last year.Sales totalled $6.46 billion, up from $6.27 billion.Same-store sales excluding fuel sales were up 1.3 per cent, compared with a 0.5 per cent increase in the same quarter last year amid its best tonnage or unit sales growth in six years.The improvement was partially offset by the deflationary impact of drug reforms and the wind-down and closure of 10 stores in Western Canada during the quarter.On an adjusted basis, Empire said it earned $100.2 million or 37 cents per share for the quarter, up from $87.5 million or 32 cents per share a year ago.Analysts had expected an adjusted profit of 42 cents per share, according to Thomson Reuters Eikon.Empire’s shares lost 77 cents or 3.1 per cent at $24.29 in afternoon trading on the Toronto Stock Exchange.Companies in this story: (TSX:EMP.A, TSX:L, TSX:MRU)last_img read more

first_imgWASHINGTON — U.S. employers pulled back on hiring in November, adding just 155,000 jobs. That’s below this year’s average monthly gains but enough to suggest that the economy is expanding at a solid pace despite sharp gyrations in the stock market.The Labor Department says the unemployment rate remained 3.7%, nearly a five-decade low, for the third straight month. Average hourly pay rose 3.1% from a year ago, matching the previous month’s figure, which was the best since 2009.The economy is expanding at a healthy pace but rising trade tensions between the U.S. and China, ongoing interest rate increases by the Federal Reserve, and slowing global growth have roiled financial markets. Analysts expect growth to slow but remain solid in 2019 as the impact of last year’s tax cuts fade.Christopher Rugaber, The Associated Presslast_img read more

first_imgNew Delhi: Wrestler-actor-producer Dwayne Johnson aka The Rock’s film titled Fighting with My Family, which is based on the true story of WWE wrestler Paiges life and her wrestling obsessed family, is set to release on April 5 in India. Produced by Dwayne, the film is being brought to India by Universal Pictures International India and MGM Studios, read a statement. The film is directed and written by Stephen Merchant and stars Florence Pugh, Lena Headey, Nick Frost, Vince Vaughn and Dwayne. Also Read – I have personal ambitions now: PriyankaThe story behind Fighting with My Family begins with a documentary. In 2012, Dwayne was filming Fast and Furious 6 in London. Unable to fall asleep, he turned on the television and began watching a non-fiction film titled The Wrestlers: Fighting with My Family. It followed a young woman, Saraya Bevis, who fought under the name Paige, and her outrageous, wrestling-obsessed family. Dwayne, who founded and runs production company Seven Bucks Productions, immediately recognised the potential in the documentary. “It had something special that resonated with me, and I thought it could be turned into a really compelling movie,” Dwayne said.last_img read more

first_imgKuala Lumpur: A Vietnamese woman, who was the second accused in the 2017 assassination of Kim Jong-nam, the half-brother of North Korean leader Kim Jong-un, was freed from a Malaysian prison on Friday. Doan Thi Huong’s release came after she accepted a deal with Malaysian prosecutors last month and pleaded guilty to a lesser charge of “causing injury”. “I met Doan yesterday (Thursday) at the prison to give her new clothes and a pair of shoes,” Hisyam Teh Poh Teik, one of her lawyers, told BBC. Also Read – Saudi Crown Prince Salman ‘snubbed’ Pak PM Imran, recalled his private jet from US: Report “She was obviously very happy to be released and looks forward to being reunited with her family.” According to a CNN report, after her release, Doan Thi Huong left for the immigration department, where she is expected to be processed before returning home to Vietnam later on Friday. Her co-defendant Siti Aisyah, an Indonesian national, was freed in March after charges against her were dropped. The prosecution did not provide a reason for the decision. Also Read – Iraq military admits ‘excessive force’ used in deadly protests Kim Jong-nam had been waiting to board a flight from Kuala Lumpur to Macau on February 13, 2017 when the two women approached him in the departure area. CCTV footage showed one of them placing her hands over his face, then both women leaving the scene. Kim Jong-nam died on the way to hospital from what was later found to be exposure to the nerve agent VX, one of the most toxic of all known chemical agents. North Korea has repeatedly denied any involvement in the killing, but four men – believed to be North Koreans who fled Malaysia on the day of the murder – have also been charged in the case. They remain at large despite an Interpol “red notice”. With Doan Thi Huong heading home, it is likely no one will ever be convicted of murder for using one of the world’s deadliest chemical weapons to stage a brazen assassination in broad daylight.last_img read more