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 You research your prospective clients before you call them. You research them before you actually make a sales call, too (right?). You try to learn as much as you can about them so you’re prepared when you finally with them. And there’s a lot of information available. You learn a lot.But that doesn’t mean that you are the only one doing their research in front of a sales opportunity. You are looking at your prospective client, and they are looking back. You Google them. They Google you. You check out their LinkedIn profile. They check out your LinkedIn profile.What do you want your prospective clients to find? What do you want your digital surrogate to sell them?Selling the Fact That You Are a Value CreatorYou want your digital surrogate to sell the fact that you are a value creator. You want your dream client to find a long trail demonstrating that you are a person with deep knowledge, good ideas, and the ability to help.Your digital surrogate needs to point to information and ideas that show you have that knowledge and that you know how to find good ideas. The knowledge you have can be your knowledge and the combined knowledge of all the people that work in your company. The ideas can be your ideas, as well as other people’s great ideas. Knowing where to find good ideas is a valuable skill your digital surrogate needs to possess.Your dream clients are looking for proof that you are a good investment of their time.Selling That You Can Help Produce ResultsYou also want your digital surrogate to sell the fact that you can help and that you can be trusted to deliver results. Your digital surrogate can be surrounded by references and testimonials from your past and present clients.Your LinkedIn profile is a great place for your digital surrogate to build the fact that you can be trusted to produce results. Your personal website and your company websites are also good places for your digital surrogate to sell your ability to help. Digital You can point to your ability to produce those results without being offensive and without being “me” oriented.Your dream clients want to see that you are serious about business.No, You Aren’t a Secret AgentToo many salespeople don’t have a digital surrogate at all. When a prospective client goes to look at them, they find nothing that speaks to the salesperson’s ability to create value or that they produce results. Instead they find incomplete profiles, some pitch from marketing about what the company does, and nothing personal enough to believe that the person behind the profile is in any way human.You may not be interested in social media, but social media is interested in you. You may think that it’s unfair for your prospective clients to judge you because you don’t have a presence on the social web, but they’re going to judge you nonetheless.You may not want a digital surrogate, but that choice is no longer up to you. If you’re going to succeed in sales, you are going to have to adopt the tools of the trade. These tools aren’t a substitute for the tools that came before them; they’re an addition to those tools. And just like you can’t opt out of using the telephone, you can’t opt out of using a digital surrogate.QuestionsDo you have a digital surrogate?What does your digital surrogates sell?How does your digital surrogate prove that you are a value creator and not a time waster?How does your digital surrogate prove that you produce results?If you’ve tried to opt out up until this point, what has to change for you to finally adopt some of the new tools of the trade?
Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now Your salespeople are better than you think they are. They deserve more credit than you sometimes give them.The job your salespeople do is more difficult that you think it is. Selling is more difficult now than when you did it. It’s much more challenging, and in some ways, it isn’t the same at all.Developing relationships isn’t what it used to be. It’s tougher and the need to create more value makes opening new relationships a serious challenge. They are trying harder than you might believe, and they need your help.It’s tougher to create opportunities than it used to be because people (and companies) are overworked, understaffed, stressed out, and supremely risk averse. Getting the decision to move forward isn’t an easy commitment to obtain. They need your support.Your salespeople are challenged beyond belief when it comes to pricing. Your margin is under constant and continuous assault. Your competitors are part of that margin pressure. And so are your clients (existing and dream clients). Capturing the value they need to capture isn’t easy—if it ever was. They need more help.Your salespeople are better than you believe them to be. But there still not good enough. Your salespeople need more help than you think they do. They need more training, more development, and much more coaching. They need you to invest more time and energy in helping them to succeed if you want them to produce bigger and better results.Your better than you believe you are, too. And you are going to need bring your game up a few notches to lead your sales force on the path you have chosen for them.
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 you believe has a way of manifesting itself in your life.If you believe that cold calling sucks, that it’s miserable work, that it no longer works, and that it is a waste of your time, that belief will become your reality. It doesn’t matter that it isn’t true, and it doesn’t matter that countless salespeople are winning multi-million dollar deals using the phone.You don’t have to believe the opposite. There is an intermediate step you might take. You might try on the belief that cold calling is an acquired skill, that the reason you don’t like it is that you lack that skill, and that by working to change yourself you can change the results you produce through this one effective way of prospecting.Maybe you hold the disempowering belief that selling sucks. You might decide to frame the fact that some prospective clients aren’t interested as too many vendors calling on too few targets (there is some truth to that, I admit), and you might choose to believe that the only people winning are doing so unfairly, that they are doing something illegal or immoral. If you hold these beliefs, I promise you will stack up hundreds of points of evidence to prove your case. But that evidence won’t result in new business.Selling isn’t getting any easier, and it isn’t for the feint of heart. You need real chops in the way of business acumen and situational knowledge. You need confidence in your ability to make a difference. You need the right language to resolve the concerns you hear form your prospects in a way that allows them to say yes.You won’t change the outcomes you are getting in sales (or anything else in life) without first changing your underlying beliefs. If your underlying beliefs are negative, they are automatically disempowering. If your underlying belief is that you are a victim, that “they” are responsible for your results, you won’t do what is necessary to improve.If you want a change in your results, first explore your beliefs. Identify your negative beliefs and work to shed them.Replace your negative beliefs with positive, empowering beliefs.Recognize that your beliefs are what drive your actions, and your actions are what drive your results.Here is the rub, even if you take action in spite of your negative beliefs, your negativity betrays you and you still get poor results.QuestionsWhat negative beliefs do you hold? Think of something you don’t enjoy? What do you believe about it?What negative beliefs have you swapped for positive, empowering beliefs?What disempowering beliefs do you need to shed now?
It is unlikely that the message in the last email you read was urgent. Only a tiny percentage of your email requires your immediate attention. Most are not urgent, and many are not even important.It is even less likely that the last web page you browsed had information that you needed to know. Regardless of the information you found, it probably wasn’t significant enough to deserve your attention at that moment.The funny, entertaining, or political Facebook post you slowed down to view had nothing of real value or substance to offer you. It likely either confirmed your political opinions or reminded you that some people have very different ideas when it comes to politics. It wasn’t urgent that you receive the message, whatever it may have been. It is likely that it was entertaining, though.The constant drip of information in all its forms is designed to make you feel like it deserves your immediate attention. If your inbox isn’t open at all times, how will you know when you receive an email? If you don’t check the websites you regularly follow, how will you know when something new and exciting is posted? And if you’re not glued to the social media platforms, well then you aren’t very social, are you?None of these things are urgent. Here is what is urgent.UrgentIf you don’t pick up the phone and call your prospective clients now, you will not schedule the appointments that eventually result in new opportunities being created. The work that you fail to do with urgency today won’t hurt you today, but it will hurt you four weeks, or four months, or one year from now. Eventually, it will hurt you.If you don’t nurture your coldest dream clients, the most strategic, high visibility, high-value customers now, they will not know you when they have a compelling reason to change. The longer you wait to begin developing those relationships, the worse it is for you. If you don’t nurture those accounts today, with urgency, you will pay a high price later.If you don’t follow-up on every opportunity now, your neglect will indicate a lack of interest in truly serving your prospective clients. They’re not going to call you to tell you that they recognize your lack of interest. But a year from now, when you finally get around to following up, you’ll find out that they are working with your competitor.Much of what we do each has zero urgency. It’s mostly distractions. There is no price to pay for ignoring these things.What doesn’t feel urgent needs to be done with a greater sense of urgency, because the cost of not taking action now is immense.Responding to an email in a few hours is not going to cause you very much trouble. Not prospecting is going to cost you big time.
With the flood situation in Assam and Mizoram still grim, officials in other northeastern States are on red alert since water levels in major rivers may increase any time with the rains. As Assam is the source of all goods transported to other northeastern States, the movement of trucks and inter-State buses has been hampered. Manipur Chief Minister N. Biren Singh told The Hindu that the government’s long-term plan was to dredge river beds. He said, “As a result of rampant deforestation, there is heavy silting in the mountains and most of the rivers have muddy instead of running water. This will quicken the death of the Loktak lake, the largest freshwater lake in eastern India.” The flood situation in upper Assam has been officially described as “critical”.
Fresh violence erupted in Bhangar in South 24 Paraganas district of West Bengal after a local Trinamool Congress leader was allegedly shot dead in the Natunhat market area on Sunday. Locals said the deceased, Ashikur Rehman was a panchayat samiti member and a close aide of former Trinamool MLA Arabul Islam. Contradictory versions were given by locals on the incident. “Trinamool goons have been gathering in the area for the last few days to foil our mega rally [against the proposed power grid in the area]. Mr. Rehman died after being hit by a stray bullet accidentally fired by a Trinamool worker,” a member of the Committee for Protection of Land, Livelihood, Ecology and Environment told The Hindu. However, a section of the residents said the incident was an “outcome of the faction feud in Trinamool.” “Armed Trinamool cadres of several factions had gathered at Natunhat and violence broke out among them,” said a resident. Bhangar has been tense for the last couple of months over the setting up of a power grid.
The Supreme Court on Monday declined a plea to take suo motu cognisance of the deaths of children in a government hospital at Gorakhpur in Uttar Pradesh.A lawyer made the plea before a Bench led by Chief Justice of India J.S. Khehar, who responded that he should approach the Allahabad High Court.‘HC can deal with it’The Bench reasoned that the incident happened in “one State and in one hospital”, and the High Court was best to deal with the case, in case a petition is filed before it.The court also asked why it should intervene as the authorities had already swung into action.The lawyer wanted an Special Investigation Team to be constituted under the directions of the SC to investigate the deaths of over 60 children, many allegedly due to a disruption in the oxygen supply, at the Baba Raghav Das Medical College Hospital in Gorakhpur.
Two local Hizbul Mujahideen militants, who escaped at the end of a day-long encounter in Kulgam’s Qazigund area on Tuesday, were arrested from two separate spots on Wednesday.A police official said combing operation in the Kund Nowbug area around the encounter site was resumed in the morning. A soldier and a militant were killed in the gun battle on Tuesday. A police official said a local militant, Aqib Iqbal Malik alias Talha Bhai, a resident of Ringet Noorabad, was arrested from the area. Malik, who joined militancy earlier this year, had been injured.Another militant, who is also believed to have fled from the encounter site in Kulgam, was apprehended as he was trying to board a train in the morning. He has been identified as Shams Waqar, said a police official.Meanwhile, the Army has identified the deceased soldier as sepoy Manjinder Singh. Singh, 22, joined the army in 2015 and was a resident of Punjab’s Mansa area.Mirwaiz, Malik arrestedSeparatist leaders, including Syed Ali Geelani, Mirwaiz Umar Farooq and Yasin Malik, addressed a small rally in Srinagar on Wednesday. They called for a shutdown on November 27 against the National Investigation Agency (NIA) raids and ongoing “crackdown of civilian population” during counter-insurgency operations in the Valley.The Mirwaiz and Mr. Malik, along with 30 supporters, were arrested when they tried to lead a protest march towards the city centre Lal Chowk.Earlier, Mr. Geelani addressed a rally on the phone. The Mirwaiz and Mr. Malik were present at Abi Guzar to jointly address the media. “This puppet government has crossed all limits of oppression. If they thinks they can break our resolve and unity, they are mistaken. We are not going to surrender under any circumstance,” said Mr. Malik. ‘Fabricated cases’He alleged that NIA raids and the security agencies’ operation against civilian population in south and north Kashmir “is aimed at forcing us to surrender.” The trio said the shutdown on November 27 was also against the “maltreatment of detainees and the fabricated cases being slapped on leaders and supporters.” For many months now, separatists in Kashmir have been barred from holding public rallies.
In a pioneering step to curb tobacco consumption, the Rajasthan government has introduced vendor licensing for the sale of cigarettes and tobacco products. A circular of the Department of Local Self-Government has laid down rules for licensing and prohibited tobacco sale outlets from selling non-tobacco products.Non-tobacco itemsThe State government has made procuring of licence mandatory for sale of tobacco products within the boundaries of urban local bodies across the State. Besides, the licensed vendors will not be allowed to sell kid-friendly non-tobacco items at the shops. These items may include toffee, candy, biscuits, wafers and cold drinks.The circular, issued on January 4, has stated that the failure to comply with the new provisions would attract strict action under the Cigarettes and Other Tobacco Products Act, 2003.
PDP demands judicial probe into Shopian firing JeM leader killedMeanwhile, the Army claimed to have killed the Jaish-e-Mohammed (JeM) mastermind of the Sunjwan camp attack at Awantipora in Pulwama.“JeM’s operational commander Mufti Waqas has been eliminated in a surgical attack,” Army spokesman Colonel Rajesh Kalia said.Waqas, a Pakistani, was killed in a joint operation “based on specific intelligence.”“This has resulted in a major dent to the designs of the JeM,” the Army said.Waqas, a category ‘A plus plus’ militant, was behind the Sunjwan and the Lethpora attacks in Jammu and Kashmir. Ten people, including six jawans and one civilian, were killed in the Sunjwan attack last month.According to the family members, the four deceased youths in the two vehicles — identified as Gowhar Ahmed Lone, Suhail Khaleel, Mohammad Shahid Khan and Shahnawaz Ahmad Wagay, all residents of Shopian — were “civilians.”“My son is not an overground worker. He is a Class 12 student. It’s a cold-blooded murder,” said Khan’s father Bashir Ahmad. Wagay’s brother said he had spoken to him “half-an-hour before the incident,” and contested the Army’s claims.Contrary to the Army’s views, Ms. Mufti expressed “distress over the deaths of civilians caught in the crossfire”. Ruling Peoples Democratic Party (PDP) vice president Sartaj Madni called the Shopian incident “outrageous” and condemned it.PDP’s MLA from Shopian, Mohammad Yousuf Bhat, demanded a “judicial probe”. “No circumstances can justify these civilian killings,” he said.“We will investigate if the killed youth had any affiliation with militant outfits,” said Director General of Police S.P. Vaid, while making an appeal to people “to maintain calm”.Protests spread in ValleyThe killings in Shopian, where five civilian had died in security forces’ operations in the past two months, sparked fresh violent protests in Srinagar, Anantnag, Pulwama, Budgam and Kulgam.It evoked a complete shutdown in entire Valley on the call of the separatists.Restrictions were imposed in parts of Srinagar, Pulwama and Shopian “as a precautionary measure”. Several Hurriyat leaders and separatists, including JKLF chief Yasin Malik, were arrested. Train services and Internet was stopped in south Kashmir.Schools, which were to reopen after three-month-long of winter break on Monday, were closed again till March 7. Examinations by the J&K board, Kashmir University and Islamic University of Science and technology, were cancelled. Prestigious Kashmir Administrative Services (KAS) examination was also put on a hold.Mainstream, separatist condemnDemanding a probe, former chief minister and National Conference working president Omar Abdullah said, “The Shopian incident is yet another stark reminder of the grave and rapidly deteriorating situation in the Valley and the varying accounts from the CM and the security forces are unfortunate. It further perpetuate the sense of disenchantment, distrust and alienation.”CPI (M) leader and MLA Kulgam, M. Y. Tarigami said “unless deterrent action is taken against those, involved in such incidents, these are going to be repeated”.“Whatever the excuses, killing of unarmed and uninvolved civilians has no justification,” said Mr. Tarigami. He appealed to “the democratic forces in the rest of the country to pressurize the government so that the security forces are made accountable”.Separatist Joint Resistance Leadership (JRL), which comprises Syed Ali Geelani’s Tehreek-e-Hurriyat, Mirwaiz Umar Farooq’s All Parties Hurriyat Conference (APHC) and Yasin Malik’s JKLF, has called for a protest march towards Shopian on March 7.“The trigger-happy forces are deployed to kill Kashmiris and the pro-India politicians are here to provide a legal cover to the killers,” said a JRL spokesman.“Lies and propaganda are being spread by the Army,” said the Mirwaiz.Militant conglomerate, United Jihad Council, chief Syed Salahuddin said “India will get nothing but only disappointment by targeting innocent civilians.”Mahmood Shah, chief of the LeT, Lashkar-e-Taiba, also condemned the civilian killings. “The Narendra Modi government was upset with the never-ending accomplishments of fighters,” said the LeT spokesman. Two Lashkar-e-Taiba (LeT) militants and four civilians were killed in “a firing incident” in Shopian district of Jammu and Kashmir on Sunday evening.Amid conflicting versions from the Army, Chief Minister Mehbooba Mufti and the victim families on Monday, there were widespread protests, a clampdown by security forces and a shutdown.Vehicles flagged downAccording to Brigadier Harbir Singh and Colonel N.S. Negi, two speeding vehicles were asked to stop near Shopian’s Pohanu village around 8 p.m. on Sunday by the Army’s mobile vehicle checkpost.“However, both vehicles continued to move. When a search light was flashed, heavy firing came from the vehicles. In the gunfight, one terrorist was hit and fell off. The vehicles sped off,” said the Army officials.The Army said the bodies of two local LeT militants, Amir Ahmad Malik and Ashiq Hussain Bhat, were found at two spots.While Malik died at the encounter site, Bhat’s body was found in an apple orchard in Saidpura village on Monday morning, the Army said.“During the search, three bodies were found in one vehicle. The second vehicle was spotted at Pinzura village, with a person dead inside. These individuals were accompanying the terrorists and were overground workers,” the Army said. Two weapons were recovered from the slain militants.Also Read
A retired police sub-inspector was beaten to death in broad daylight in Allahabad on Monday. The incident was captured on CCTV cameras.The victim, Abdul Samad Khan, had stepped out to purchase grocery when he was attacked from behind. CCTV visuals showed three men mercilessly beating him with sticks after knocking him off his bicycle in a narrow lane in Shivkuti area. Succumbs to injuriesNone of the bystanders or commuters came to his rescue as the three rained blows on him for more than a minute and later, as he lay helpless and bleeding. He succumbed to his injuries in a private hospital in the evening.The police have registered a case of murder against the main accused, Mohammad Yusuf, and 10 others on a complaint filed by the victim’s daughter Shamida Khan. The FIR also mentions criminal conspiracy and offences under the Arms Act.“Four persons have been arrested and sent to jail,” said a police spokesperson on Tuesday. They have been identified as Yusuf, Ibne, Rajik and Shebu. The arrests came soon after the Allahabad High Court, taking cognisance of the incident, sought a report from the police explaining why the culprits had not been arrested despite the damning CCTV footage.Criminal historyAdditional Superintendent of Police, City, Brijesh Kumar Srivastava said the main accused and the victim were distant relatives and were involved in a long-standing land dispute. “The accused has a criminal history. His sons are also involved,” said Mr. Srivastava.Uttar Pradesh Congress president Raj Babbar condemned the incident and said it showed how weak the rule of law had become under the Yogi Adityanath government.
In the thick of controversy over sending inappropriate text messages to a woman IAS officer, Punjab Minister Charanjit Singh Channi on Tuesday alleged that the Opposition was giving political colour to the episode as he had been pressing for strict action against Akali Dal leaders in the Bargari sacrilege incident.Mr. Channi said that the messages were “unintentionally and mistakenly” forwarded to the lady officer. “I had apologised to the officer and she had accepted it. I am being targeted by the Opposition as I have been raising the sacrilege incident and issues concerning Dalits in the State,” he said.Mr. Channi added that Chief Minister Captain Amarinder Singh is aware of the incident and has even issued a statement in this regard. “I will meet him once he is back from abroad [Turkey],” he said.Meanwhile, the Shiromani Akali Dal accused Mr. Channi of playing the “Dalit card” to absolve himself of the incident. Akali Dal leaders Gulzar Singh Ranike, Sohan Singh Thandal and Pawan Kumar Tinu in a joint statement dubbed the incident of sending text messages as a “disgrace” for the government and demanded immediate dismissal of Mr. Channi and a case against him.Mr. Channi was recently accused by a woman IAS officer of sending her inappropriate text messages. The Chief Minister released a statement specifying that the matter had been taken up seriously and, to the best of his knowledge, resolved to the officer’s satisfaction.
Bahujan Samaj Party chief Mayawati warned the Congress on Monday that if it did not immediately revoke cases filed against “innocent persons” during the April 2 Bharat Bandh called by Dalit groups, her party might have to “reconsider” support to the grand-old party’s governments in Madhya Pradesh and Rajasthan.‘Withdraw cases’“If the newly elected governments in Madhya Pradesh and Rajasthan do not act swiftly and withdraw the cases against the innocent persons framed in Bharat Bandh, the BSP may have to reconsider extending outside support to the Congress governments,” she said in a hard-hitting statement issued here. The BSP has two members in Madhya Pradesh’s 230-member Assembly, while in Rajasthan her party has six seats in the House of 200 MLAs. Ms. Mayawati said the issue was a major one “connected to the interests of Dalits and tribals”. She said cases were lodged against innocent people due to the “casteist and political malice” of the previous BJP governments in many States, including those won by the Congress now.The Congress had supported the protests in April 2018 against the changes to the Scheduled Castes and Scheduled Tribes (Prevention of Atrocities) Act which had witnessed instances of violence in parts of north India.The Congress governments should avoid the BJP’s track record of betraying promises made to farmers and the unemployed, the BSP chief further said in the statement. “It is important to give the Congress this warning before the upcoming Lok Sabha election, because now mere announcements won’t suffice,” she said. Ms. Mayawati said that when it came to announcements, people believed that the BJP and Congress were tarred with the same brush and it was up to the Congress to change that impression. (With PTI inputs)
At least 19 Maoists were killed, 39 arrested and 27 others surrendered during the year 2018, Odisha Director General of Police R. P. Sharma said on Monday.Mr. Sharma said the overall Left Wing Extremism situation remained under control even as there was need to flush out Maoists from parts of Malkangiri, Koraput, Kalahandi, Rayagada, Kandhamal and Nuapada districts.LWE-hit districtsHe said the number of LWE-affected districts has come down to 15 from 19 this year. The security personnel had seized 40 weapons, including two AK-47 rifles, eight SLRs, five INSAS rifles and five .303 guns from the Maoists during combing operations, the DGP said. While 16 battalions of central para military forces are deployed in the Maoist-hit areas, the State’s elite Special Operations Group teams have also been fighting the Maoists in different districts, he added.Funds allocated The DGP also said that a sum of ₹68.91 crore has been provided in the State budget, for modernisation of the police force, during the 2018-19 fiscal. The Economic Offences Wing of Odisha Crime Branch registered 28 cases in the year 2018 and arrested 103 persons, the DGP said.
For slightly less than two decades Indian policymakers have refrained from militarily responding to what it has called Pakistan-based militant attacks on Indian soil. Related Items
The government today notified the amended India-Singapore tax treaty under which capital gains tax will be levied at source of investments with effect from April 1. Related Items
The exuberance in the online food delivery sector is starting to resemble the go-go days of 2015. The latest to join the so-called food tech bandwagon is Deliveroo, the UK startup valued at $2 billion which is preparing to launch locally, sources close to the matter said.One of the best funded European startups, Deliveroo is in the process of hiring a country head along with setting up a full-fledged team in India, two people aware of the development said. Backed by Fidelity and T Rowe Price, among others, a bunch of other investors will compete with local players like Swiggy and Zomato as well as the relatively new entrant UberEats. Uber’s local rival Ola also re-entered the crowded category by acquiring Foodpanda from Delivery Hero just recently.Read it at Times of India Related Items