August 13, 2022
I’m still reading “Smart Calling by Art Sobczak” Eliminate the Fear, Failure, and Rejection From Cold Calling. (Not that I do any cold-calling any more, it’s interesting to know what I and other may-have-done-better… much better!)
Pre-Call Planning – Intelligence Gathering
Identify and Look for Trigger Events. Craig Elias was a top sales rep for telecommunications company World-Com. During its collapse, Craig realized that he could either find another company to sell for or do something on his own. He chose the latter. He felt that he could help other sales reps use a model he discovered and fine-tuned while rising to the top at Worldcom.
When analyzing his six- and seven-figure sales, he noticed a trend emerging. Every sale was a result of a trigger event that shifted a project from being someone who never would have bought from him previously into someone who was highly likely to buy from him now. These events moved people into what Elias calls the window of dissatisfaction. Elias’s model identifies three categories of trigger events. Determine how they apply to your buyers:
- Bad Experience: The buyer has an unpleasant experience with people, a product or service, or a provider. For instance, there may have been a product or service change with their existing supplier that creates dissatisfaction.
- Change or Transition: The buyer has a change or transition in people, places, or priorities. For instance, there may have been a change in the buyer at an account.
- Awareness: The buyer becomes aware of the need to change for legal, risk-avoidance, or economic reasons. For instance, the person may have a new understanding that buying from someone like you is less risky or cheaper than continuing to buy the existing solution.
These events are the types of information you would like to learn before speaking with your decision maker.
Craig has a useful free tool at his site called a “Won Sales Analysis” that I suggest you download. Instead of focusing on the sales you’ve lost, this application helps you analyze the sales you’ve won to help identify the common trigger events that place buyers in that window of dissatisfaction. Get it at www.WonSalesAnalysis.com. (Also, get a copy of his fine book SHiFT! Harness the Trigger Events That Turn Prospects Into Customers.)
August 13, 2021
The latest jobs numbers are looking good, with fewer new claims being filed and unemployment dropping. But there’s a critical mismatch: There are still over 10 million job openings and as many as 12 million still receiving some kind of unemployment benefit.
The Fed has committed to keeping the monetary spigot open while the labor market is under full employment, but some will always be between work or unable to work. This mismatch may start to resolve itself later in the year, as extended federal unemployment benefits end in states that didn’t end the program early. A more normalized labor market could then spell trouble for stocks, as the Fed eases off the gas pedal. One mismatch will ultimately be replaced by another.
Now here’s the rest of the news:
Bipartisan Infrastructure Legislation Will Add 256 Billion to Deficit, CBO Says –Marisa Schultz and Thomas Barrabi, Fox Business
Senator Steve Daines said the report disproves the claims the bill would pay for itself. “This will only heap huge amounts of debt on future generations” he said… [Read Here]
Senate Dems Unveil $3.5 Trillion Budget for Social, Climate Efforts –Alan Fram, AP News
Republicans argued this “historically reckless taxing and spending spree” would waste money, raise economy-wounding taxes, fuel inflation and codify far-left dictates that would harm America… [Read Here]
August 13, 2020
After losing ground against the other sectors over the past several days, the Technology and Healthcare found a strong bid as shares bounced strongly off of support. With the impasse on stimulus still raging and a weakening of the economy on closures, market bulls are finding familiar ground with sectors that worked for them during COVID-19 closures.
How to Break Through Barriers
Want to know the key to achieving your dreams and goals and realizing a true life of significance? Altering your beliefs about yourself. As motivational speaker Ed Mylett so perfectly sums up, there’s a governor on our lives, and it’s our identity – what we think we’re worth; what we think we deserve. A good person in any endeavor will only take what he thinks he deserves. In other words, a good person will not take more from the table of life than what he thinks he’s worth.
And that’s where our self-imposed governor on our identity comes into play. Think about it like a thermostat. Say you’re a 75-degree person. If things start heating up in life – you start experiencing more success, your life gets going – you unconsciously find a way to cool things back down … to get back to where we’re comfortable.
On the flip side, when things take a turn for the worse – when you’re broke, when you’re struggling – you grind and find a way to heat them back up to the point we think we deserve. Over time, you always find yourself in that 75-degree comfort zone. BUT, if you want to alter your life, is to alter that governor of self-identity – to start to believe that you’re worth 85 degrees of life, 90 degrees of life or 95 degrees of life. And there are TWO ways that you can do that.
- Put yourself in circumstances that demand you to get outside your comfort zone. Said differently, you throw yourself out there past where you are comfortable – you make yourself do something that an 85-degree person would do, and you knock it out of the park. When you do that repetitiously, you begin to believe in that new level of identity.
- Surround yourself with people who operate at a higher level than you. For example, if you’re a 70-degree athlete, and you start training with other athletes who operate at an 85-degree level, you’re going to level up. As Ed Mylett says, “Your identity, through osmosis, goes up.”
The take-home point is that both your behaviors and associations are key to altering your beliefs about yourself, which are the path to getting (and giving) more out of life.
Take care and be safe!!!
August 13, 2019
You remember Robert Ballard don’t you? He found the Titanic.
Can Robert now find Amelia Earhart’s Airplane?
Now Robert Ballard is planning to search for signs of the missing aviators. On August 7, he’ll depart from Samoa for Nikumaroro, an uninhabited island that’s part of the Micronesian nation of Kiribati. The expedition will be filmed by National Geographic for a two-hour documentary airing October 20.
The National Geographic Explorer at large brings a state-of-the-art research vessel, the E/V Nautilus, and extensive underwater expertise to this historic search. In addition to locating the Titanic, Ballard discovered the remains of John F. Kennedy’s World War II patrol boat in the Solomon Sea, the German battleship Bismarck in the Atlantic, and many ancient ships in the Black Sea, as well as hydrothermal vents near the Galapagos.
People have been looking for Earhart ever since she went missing. The U.S. Coast Guard and Navy scoured the area by ship and plane for two weeks. George Putnam, Earhart’s husband, enlisted civilian mariners to continue the hunt. Eventually the U.S. government declared that the plane had most likely crashed and sunk into the Paciﬁc.
Nevertheless, theories about what happened to Earhart have abounded, including that she was captured and executed by the Japanese or even that she survived in obscurity as a housewife in New Jersey. Over the years, enthusiasts have searched for signs of Earhart or her plane in the Marshall Islands, on Saipau, and deep underwater.
One prevailing theory, proposed by The International Group for Historic Aircraft Recovery (TIGHAR), is that Earhart and Noonan landed on Nikumaroro. The coral atoll is located 350 nautical miles southeast of Howland, near the line of flight (157 SE 337 NW) that Earhart identified in her last conﬁrmed radio message. The island features a flat reef where Earhart could have landed the Electra during low tide.
TIGHAR has sent 13 expeditions to the island, including one with National Geographic that brought forensic dogs to search for Earhart’s remains. The dogs homed in on an apparent campsite where a human may have died and decomposed long ago. No bones were found, but soil samples were collected and DNA testing is ongoing.
“I fervently hope the expedition is successful,” says Ric Gillespie, TIGHAR’s executive director. He considers the Nikumaroro hypothesis long since proven. But, he says, “the public wants a piece of plane.”
Two strands of evidence compiled by TIGHAR convinced Ballard that Nikumaroro is the most promising place to look. A photograph of the island from October 1937 shows a blurry shape that could have been part of the Electra’s landing gear. And radio messages logged in the days after Earhart disappeared suggest that she ended up a castaway on Nikumaroro. (Did the bones discovered in 1940 on Nikumaroro belong to the famous pilot?)
Next month’s hunt will take place in the sea and on land. A team led by National Geographic Society archaeologist Fredrik Hiebert will comb speciﬁc sites on the island, while Ballard and Allison Fundis, Chief Operating Officer of the Ocean Exploration Trust, will oversee the underwater phase. Ballard‘s search strategy, honed over more than 150 deep-sea expeditions, calls for using sonar to map the ocean floor and deploying a variety of remotely operated vehicles, including one that can dive as deep as 13,000 feet.
‘This is by far the most sophisticated underwater technology we’ve ever had,” says Tom King, an archaeologist who’s participated in many expeditions to Nikumaroro. “It’s going to be really interesting to apply Ballard’s technology.”
Still, the odds of ﬁnding conclusive evidence are long. Ballard himself describes the area he‘s targeting as a “very high energy encounter of the ocean with a living reef”— a place where an airplane would be quickly pulverized.
Over the course of his long, distinguished career — including recently being named to head NOAA’s Ocean Exploration Cooperative Institute — Ballard has oﬁen said he’s in the business of finding things. But the 77-year-old explorer seems a bit more philosophical about the upcoming expedition, which could be one of his last.
Originally published July 23, 2019
By Rachel Hartigan Shea
I’ll be looking out for this National Geographic special on October 20th. 😉
August 13, 2017
People want leadership — they don’t want to follow someone who acts as though they doubt themselves or their own abilities.
The average person can learn only one skill at a time. If you start trying to learn too many skills at once, you spread yourself too thin and won’t put enough focused effort into one area to get good at it. In order to build an online business, there are a lot of moving parts — a lot of new skills to learn, like getting traffic, writing emails, and much more.
I’m convinced that the biggest cause of failure for new internet marketers is trying to do too many things at once. In fact, that’s a chief cause of failure in all small businesses. So stop trying to do it all, and focus on doing one thing at a time.
Crawl before you walk, and want before you run. You may choose to never learn how to drive — but learning to drive is out there!
Final words: In the very beginning, focus on doing the things that will bring in the cash. Cash has to be your number one priority.