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Thursday’s QPR quiz

first_imgTest your knowledge by seeing how many of these five QPR-related questions you can answer correctly.[wp-simple-survey-102] 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 Follow West London Sport on TwitterFind us on Facebooklast_img read more

Personal Relationships Matter More Now Than Ever In Sales

first_imgIt is a fact that the properties of water are two hydrogen atoms and one oxygen atom.This fact is easily proven using an exemplar, a scientific method of proof. You look at a water molecule through a microscope and notice that you see two hydrogen atoms and one oxygen atom. You ask someone else to look through the microscope, and they report the very same finding. This injunction is repeated, and you have a fact. No one ever discovered evidence to the contrary.My friend Graham wrote a post on LinkedIn, hyperbolically titled Personal Relationships no longer matter in B2B Sales. The evidence he cites regarding some emerging trends are worth noting, but they are not, as he believes them to be, facts. They are surely not unyielding scientific facts. They are instead contextual trends and some of his personal experiences, being found in some places and not in others, experienced by some, but not all.It is a very rare thing that I respond so directly to a post like Graham’s, but I find this line of thinking dangerous. It is disempowering, and it is an abdication of your duty to create value for your clients, something that is made more difficult through an arms-length process and a transactional relationship—the resulting sales landscape in Graham’s view.Fortunately, Graham mostly misreads the evidence. The trends he cites, in fact, point to the opposite conclusion.Consensus Buying BehaviorsConsensus buying behaviors do not spell the end of personal relationships in B2B sales. Citing CEB’s research that there are now 5.2 stakeholders in the average B2B buying decision, Graham suggests that you cannot “develop meaningful relationships” with multiple stakeholders from “cross-functional” segments of the business and from “different regions, all with their own (and often conflicting) agenda(s).” Yet this is exactly what we do.Commercial relationships are personal. However, being known, liked, and trusted now also requires another component: economic value. To create that economic value, it helps to be known, liked, and trusted, because that improves the likelihood of you being able to build consensus and manage change.Can you imagine that consensus can be more easily found with no personal relationships? Is the salesperson’s absence in this process going to allow this consensus to spring from thin air, with silos being torn down on their own, concerns resolving themselves, and enlightened stakeholders suddenly setting aside their differences for the greater good without so much as a peep? Happy days were this true. But it isn’t.There are plenty of salespeople who successfully manage multiple relationships and help their clients find consensus around change, even when they are spread out across the globe, and even when they have competing agendas. There are also plenty of salespeople who cannot. Either way, this work is being done successfully by salespeople every single day.Graham’s next point is in conflict with this point. That point is the idea that people buy from machines and websites.Avoiding the SalespersonIf a salesperson cannot help find consensus, how on Earth does a website enable an agreement between conflicting agendas and needs that are at odds? The idea that buyers don’t need salespeople is mostly true in B2C, and in more transactional B2B sales.Graham suggests that buyers in “practically every industry, segment, category, and region are now demonstrating that they prefer to bypass the salesperson every chance they get.”All generalizations are lies, and this one is no exception. There will be countless sales calls made during the week in which you read this post, all with prospective and existing clients who have agreed to meet with a salesperson. Some portion of these prospects and clients may have chosen to place an order online, with as many or more preferring to speak with someone who can actually help them come to the right decision.Incorrectly, Graham cites the reason for the resistance to meeting with salespeople as the buyer’s knowledge that “each and every salesperson has a vested interest in trying to convince the buyer to purchase their product regardless of whether it’s the right fit for their problem.” This generalization is also out of sync with how most salespeople sell. Most salespeople don’t sell people things they don’t need. The reason many B2B buyers don’t like to meet with salespeople is because they are presently satisfied, and because too many salespeople waste their time.Citing Forrester, Graham says, “93% of B2B buyers say that they prefer to buy online rather than from a salesperson when they’ve decided what to buy and just need to make the purchase” What people say they prefer in surveys and what they do are often at odds, and that is likely also the case here. But there is a certain truth that when a purchase is low risk, of low strategic value, and of relatively low importance, people will transact. That, however, is not the type of sale many people in B2B are engaged in now.Buyers Have Evolved, Sellers Have NotGraham makes a statement of fact that is untrue when he suggests that “Buyers have evolved but sales people have not. B2B buyers no longer need a ‘personal relationship’ with you in order to make a decision. They will NOT stick with you just because you are a good person – trusted, likeable and dependable.”In one sense, Graham is correct. Trusted, likeable, and dependable are no longer enough. You aren’t likely to have a client retain you if you don’t create economic value. To do so, you now need deep chops. You need business acumen and situational knowledge. You need to be able to manage change, as noted above. You also need to be a leader.It is factually incorrect to suggest that salespeople have not evolved. Some may be evolving faster, and some more slowly, but there is an evolution that seems to match the customer’s evolution. Are we really selling like it’s 1958? Has the work of Rackham, and Heiman, and CEB, and Hanan, and Brock, and Bertuzzi, and Blount, and Weinberg and Konrath and many others not been widely adopted? What Graham sees as the end of personal relationships is really evidence of the evolution of commercial relationships, now requiring greater value creation, something more easily done with personal relationships, and frighteningly impossible without.Digital EngagementThe Digital Kool-Aid has been distributed, and many have drunk deeply from what has been served. To their detriment, I am afraid.From Graham’s post: “Yes, there are some instances when buyers still prefer to interact with a sales person, but when they do, it’s increasingly via digital means like email, chat, sales engagement platforms, Skype and collaborative software rather than F2F or via phone calls.”As far as I know, sexting has not replaced sex. I say this only half joking. The truth is that the things that make us human haven’t changed much over the last 50,000 years. Trust still matters. Caring still matters. Having someone looking after you, helping you see around corners and avoid risk still matter very much to people who lead companies and make decisions.Why would clients prefer Skype if not to see the person to whom they are speaking? What is it about looking someone in the eyes?The belief that clients prefer not to meet face-to-face is extraordinarily incorrect and unhealthy, and suggesting that you forgo face-to-face visits is malpractice. There aren’t too many things that are going to help you create a preference for you, your company, and your solution like your presence. Showing up to understand your client’s world, to spend time with them, to learn about their business and, yes, to deepen your relationships will help you create a competitive advantage.What This Really MeansSome types of selling are more difficult than they used to be. They require greater skills, as well as the ability manage more complexity. They also require different skills, like Business Acumen, Change Management, and Leadership, the final three chapters of my book, The Only Sales Guide You’ll Ever Need.Relationships are more important now, and more is required of you if you want to maintain those relationships.All things being equal, relationships win. All things being unequal, relationships still win. Your job in sales is to make all things unequal. Don’t believe me? Try to compete successfully without them.I just looked over my last week’s calendar. I made a face-to-face sales call every day last week.last_img read more

Murshidabad triple murder case solved, say police

first_imgPolice have claimed to have “solved” the triple murder case in Murshidabad district with the arrest of a mason named Utpal Behra.Bandhu Prakash Pal, a 35-year-old schoolteacher, his wife and their child were found dead in their home about a week ago.Superintendent of Police Mukesh Kumar said Behra had deposited money in a savings scheme run by Pal. The latter had refused to give Behra a receipt for a part of the payment he had made. This led to a confrontation for a period of time and finally resulted in the murders, Mr. Kumar said.Political overtonesThe incident had acquired political overtones with the BJP and West Bengal Governor Jagdeep Dhankhar hitting out at the Mamata Banerjee government and the RSS claiming that the teacher was its supporter. The victims’ family, however, insisted that Pal had no political affiliations.Pal collected money from small investors in and around Jiaganj town in Murshidabad. Behra, a man without a steady income, had invested in two schemes. He told interrogators that Pal gave him a receipt for the first scheme but refused to give him one for the other.Weapon recovered“For the last few weeks, Pal and Behra used to quarrel over this. Pal even insulted him, after which Behra decided to kill him,” Mr. Kumar told journalists. The weapon used in the crime has been recovered.last_img read more

10 months agoToshack warns Juventus of Ramsey expectations

first_imgToshack warns Juventus of Ramsey expectationsby Carlos Volcano10 months agoSend to a friendShare the loveFormer Wales coach John Toshack says Arsenal midfielder Aaron Ramsey needs to be careful about his expected move to Juventus.Toshack says Ramsey will have to fight for his place in Juve’s midfield.“He was always a talent, but I don’t know if I’d call him a star yet,” Toshack told La Gazzetta dello Sport.“For the moment he is playing for a big club and very soon he’ll be at a huge club. That says a lot about his quality, even if I haven’t quite figured out what his best position is yet. That is an issue Juve will need to clarify straight away.“I don’t know if Aaron is disciplined enough to play in front of the defence. I am also not sure he scores enough to play close to the strikers.“He might do better in a three-man midfield, where he has the possibility to push forward, or perhaps in a three supporting the centre-forward. In modern football you do need to be versatile and he is a modern player.”Ramsey had also been linked with Paris Saint-Germain, but seems to have chosen Juventus.“He has a unique opportunity to play with Cristiano Ronaldo, to grow, to improve, and that’s a lucky break for a lad who hasn’t had much luck,” continued the former Wales manager.“I remember watching TV when he really hurt himself playing against Stoke in 2010. I was stunned. It took him nine months to get back, but the experience helped forge his character. He grew up over time, but now he’s 28 years old and read to explode.“Juventus are doing really well when it comes to free agents and contracts running down, picking up top players for free like Emre Can and Sami Khedira. They’ve already got a great talent like Miralem Pjanic and World Cup winner Blaise Matuidi, so it’s an excellent midfield.” TagsTransfersAbout the authorCarlos VolcanoShare the loveHave your saylast_img read more

OFFICIAL Calum Chambers heading to Fulham on loan

first_imgArsenal defender Calum Chambers will be joining Fulham on a year-long loan.Arsenal and Fulham have come to an agreement over a loan fee for Calum Chambers, Sky Sports reports.Personal terms between Calum Chambers and Fulham have to be agreed before the player could undergo a medical, which could happen as late as Monday evening or Tuesday morning.Chambers committed his long-term future to Arsenal last month by signing a new four-year deal.Chambers was in the starting line-up for Arsenal for just ten league games last season.Jadon SanchoMerson believes Arsenal should sign Sancho Manuel R. Medina – September 14, 2019 Borussia Dortmund winger Jadon Sancho might be the perfect player to play for the Gunners, according to former England international Paul Merson.New manager Unai Emery rates him highly, but he wants the defender to leave on a loan to gain first-team experience.Arsenal are in the market for Croatian international centre-back Domagoj Vida, Calum Chambers’ departure would pave the way for that move.Chambers will likely go straight into the starting line-up at Fulham. The club is short of centre-back options following Alfie Mawson’s knee injury that will sideline him for their first three matches.last_img read more

Milan Mandaric pays tribute to deceased Leicester owner

first_imgFormer Leicester City owner Milan Mandaric revealed that he knew successor Vichai Srivaddhanaprabha could lead the club into a glorious era due to his unique characterThe Thai billionaire businessman was one of five victims who perished when his helicopter spun out of control and crashed shortly after Leicester’s 1-1 draw with West Ham United on Saturday.The loss of Srivaddhanaprabha has come as a great shock to the entire football world with tributes being left at the King Power Stadium, where the incident occurred.Now Mandaric, who sold his majority share of Leicester to Srivaddhanaprabha in 2010, is the latest to pay tribute to him.“I didn’t meet too many people like that in my life, so that’s what separates him [from everyone else],” Mandaric told Sky Sports.Harry Maguire, Manchester UnitedLiverpool legend Nicol slams Harry Maguire’s Man United form Andrew Smyth – September 14, 2019 Steve Nicol believes Harry Maguire has made some “horrendous mistakes” recently, and has failed to find his best form since joining Manchester United.“He was just generous with everything, he would never let you pay for coffee and it’s not the money, it’s the way he handled things. You just felt comfortable around him.“I knew they [Leicester] would do well with him, I knew he would win the respect and admiration because he’s that type of person. I just can’t believe it.”When Srivaddhanaprabha took over in 2010, Leicester were just another team in the English Championship.The Foxes were promoted after winning the 2013/14 Championship season and would later stun English football by claiming a shock Premier League title in the 2015/16 campaign in fairytale fashion.Leicester’s Carabao Cup fourth-round tie with Southampton, which was set to be played today, has been postponed.last_img read more

Wagner laments poor first half display

first_imgHuddersfield Town manager David Wagner has blamed their poor first half performance for their 3-1 home defeat to Southampton.Huddersfield were already two goals down by the 42nd minute marking an abysmal first half.Philip Billing gave Huddersfield hope in the 58th minute as he scored to give the hosts a fighting chance, but Michael Obafemi sealed the victory for the visitors.“First half was not good,” Wagner told Sky Sports.Danny CowleyCowley explains why he changed his mind about Huddersfield Manuel R. Medina – September 9, 2019 Last week Danny Cowley rejected the chance to coach Huddersfield Town in the English Championship, but today he accepted saying it was a good opportunity.“We looked nervous and looked uncomfortable in possession. We rushed our situations and did not perform on the level we are able to perform, especially offensively.“Because we were so poor in ball possession there were a lot of spaces that we were not able to fill. We lost the ball too easily. Second half was better, but I have said that we have to set the tone.“If you are uncomfortable and pass the ball back too many times, you can see what the pressure does to you.“We were not brave enough in a lot of situations. The players reacted in the second half, which we needed as first half was not good enough. We have to accept this defeat which hurts and take it on the chin.”last_img read more

Researchers Uncover Physics of Coiling Ropes

first_imgDifferent coiling configurations with rope dropped from different heights and velocities: (a) height: 1.2 cm, velocity: 26 cm/s-1; (b) height: 30 cm, velocity: 2.3 cm/s-1; (c) height: 80 cm, velocity: 100 cm/s-1. Citation: Researchers Uncover Physics of Coiling Ropes (2007, October 23) retrieved 18 August 2019 from https://phys.org/news/2007-10-uncover-physics-ropes.html Designer threads: New insight into protein fiber assembly Explore further When a mountain climber drops a rope, it often forms a series of coils on the ground. Not only thick ropes, but also sewing thread and even cooked spaghetti behave in a similar way. Recently, scientists have carried out the first controlled laboratory experiments on the peculiar phenomenon of coiling ropes, revealing the surprising dynamics behind it. Researchers Mehdi Habibi, Neil Ribe, and Daniel Bonn, together representing the Institute for Advanced Studies in Basic Sciences in Iran, the École Normale Supérieure and the Institut de Physique du Globe in Paris, and the University of Amsterdam, have published their results on the coiling of elastic ropes in a recent issue of Physical Review Letters. “With the results of this work, we — finally — are able to understand such a widespread phenomenon as rope coiling,” Bonn told PhysOrg.com. “Understanding coiling is important, for instance, in the food industry, where one needs to fill jars with visco-elastic materials such as yogurt or mayonnaise. Coiling has also been used to make pottery.”The scientists used two experimental setups to investigate the different conditions under which coiling occurs. In the first setup, they wound sewing thread onto a wheel, which was rotated by an electric motor to feed the thread down through a hole at a fixed rate (with tests from 0.3 – 200 cm/sec-1) onto a flat surface 2 – 200 cm below. In the second setup, they softened long pieces of spaghetti in water, and used a syringe or a rod to eject the noodles downward from a vertical glass tube. By comparing their laboratory measurements with the predictions of a numerical model, the group developed a phase diagram showing the different styles of coiling that occur depending on the fall height and velocity. Depending on these variables, there are three basic regimes where coiling can occur. “For the lowest fall heights and velocities, the coil frequency and radius are dictated by the geometry: the coiling frequency, for instance follows simply from the fall height and rope velocity,” Bonn explained. “For intermediate heights and velocities, there is a balance between the gravity force and the rope’s elasticity that uniquely determines the frequency and radius of coiling. For very high velocities and heights, it’s mainly the inertia of the rope that dictates its behavior, but the elasticity of the rope remains important: this is the inertial regime.”Habibi, Ribe and Bonn found that the inertial regime in particular is surprisingly complex. First, they observed that a thin thread fed at very high velocities becomes unstable to form a “figure of eight” pattern that persists for the length of the thread. Second, they found that coiling in the inertial regime can occur with different frequencies for a given feed rate and fall height. The different frequencies correspond to resonant oscillations of the nearly vertical upper part of the rope, which can vibrate either as a weak “string” or as a stiff “shaft” depending on the feed rate and the fall height. These oscillations are excited when their natural frequencies happen to match the basic “inertial regime” frequency dictated by the coiled part of the rope just above the ground. The scientists noted that other examples of coiling “elastic rods” include phenomena such as the kinking of telephone cables on the ocean floor, the coiled tendrils of climbing plants exhibiting handedness reversal, and the supercoiling of DNA strands. The coiling of liquid ropes, such as a thread of honey falling onto toast, has also received recent attention, and shares some similarities with the coiling of elastic ropes. Citation: Habibi, M., Ribe, N. M., and Bonn, Daniel. “Coiling of Elastic Ropes.” Physical Review Letters 99, 154302 (2007).Copyright 2007 PhysOrg.com. All rights reserved. This material may not be published, broadcast, rewritten or redistributed in whole or part without the express written permission of PhysOrg.com. 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.last_img read more