The Case for Traditional Discovery

Posted On Dec 9 2019 by

first_imgFor the last eight or nine years, a lot of the content around sales improvement, especially as it pertains to prospecting and discovery, has been about providing insights and ideas, as well as being more strategic. These ideas have been critical to the evolution of sales, especially for B2B salespeople engaged in the complex sale. It is not that these approaches are in any way incorrect, it is that some of us write and speak about them as if they are universal, and I include myself in this accusation.There is still a case for traditional discovery. There are still companies and stakeholders who benefit just as well from a prospective partner who asks questions to understand the areas where they are struggling. There are as many companies and people who are well aware of the challenges they have, who have really good ideas about what they need to make improvements, who need a partner to talk through how they might make those improvements, and who do not need to be compelled to change through a discovery process that allows them to discover something about themselves.The role of a salesperson, especially one who would like to be a strategic partner, and whom one day hopes to be considered a trusted advisor, is to serve their prospective client. Many times we start with the idea of a platonic client, a client that represents all clients. At the time of this writing, there is much work being done around buyer personas, mostly generated by looking at an individual’s title to determine how to engage with them. These are useful orienting generalizations, but they are just that, generalizations. Moreover, all generalizations, regardless of how useful, are lies (this statement itself is a generalization, meaning it is a lie). The generalization we have started from for the last decade is that our prospective clients are not compelled to change, and we need to start every discovery call with context for conversation around why they need to do something different now. The limit of an orienting generalization is that it isn’t universally true.The tension between certain ideas is where you can find real value. It’s critical that a salesperson generate strategic outcomes for their clients in a complex sale, but it’s equally vital that they be able to serve the individual stakeholders where they find them. Not every stakeholder is interested in understanding the strategic necessity to change before they talk about doing something different to improve the results. Some stakeholders benefit from a set of questions that help them understand how they can go about making things better, the choices that are available to them, and the trade-offs they may make.If I were to offer you a principle to guide your actions here, it would be to match your approach to what generates the greatest value for your prospective client. 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 Nowlast_img read more


29 football fans hurt as French stadium barrier collapses

Posted On Nov 30 2019 by

first_imgCavs owner gets ‘vile’ voicemails after LeBron’s ‘bum’ tweet Fire hits houses in Mandaluyong City Fire hits houses in Mandaluyong City LATEST STORIES The incident happened when Lille’s Fode Ballo-Toure ran towards the section of visiting fans after scoring the opening goal, prompting a surge that caused the barrier to give way.Built in 1999, the Stade de la Licorne (“Stadium of the Unicorn”) is the smallest of the 20 French Ligue 1 clubs, with a capacity of only 12,000.Renovation work is taking place throughout the 2017-18 season, as newly-promoted Amiens brings the ground up to a higher standard.‘Hardcore fans’ The venue boasts an eye-catching, futuristic design with a transparent roof, which is being renovated. The seats are also being progressively replaced under the 7.5-million-euro ($8.9-million) scheme.ADVERTISEMENT MOST READ Brace for potentially devastating typhoon approaching PH – NDRRMC Don’t miss out on the latest news and information. BSP sees higher prices in November, but expects stronger peso, low rice costs to put up fight View comments Nonong Araneta re-elected as PFF president Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles01:27Filipino athletes get grand send-off ahead of SEA Games01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games Amiens public prosecutor Alexandre de Bosschere said an investigation had been opened into “accidental injury”, focusing on why the barrier gave way.“We have put legal seals on the site (to bar access to it), and an assessment will be carried out in the next few days.”The club’s president Bernard Joannin dismissed any idea that there were problems with the barrier.“The police had warned us that there were 200 hardcore fans, really wound up, who were in the section set aside for Lille fans. They surged forward, chaotically, more than 500 people, against this barrier, which was in perfect condition.”Back in May, local politician Alain Gest had suggested that upkeep of the stadium had been neglected by previous local administrations but was now “perfectly in line with regulations” and “up to standards for playing in Ligue 1”. Read Next Frontrow holds fun run to raise funds for young cancer patients  Members of the stadium staff stand by the stadium barrier that collapsed during the French L1 football match between Amiens and Lille LOSC on September 30, 2017 at the Licorne stadium in Amiens. Several Lille supporters were hurt in Amiens when a stadium barrier collapsed in the away section as the visiting fans celebrated the opening goal of the match. The Ligue 1 fixture was interrupted in the 16th minute after LOSC French defender Fode Ballo-Toure’s goal sparked celebrations that caused a fence separating the fans from the pitch to crumble under their weight./ AFP PHOTO / FRANCOIS LO PRESTITwenty-nine fans were hurt, five of them seriously, when a barrier collapsed Saturday at a stadium in the northern French city of Amiens as away supporters celebrated their opening goal.A fence separating Lille fans from the pitch gave way as they surged forward to celebrate the goal against Amiens, a regional rival that has just been promoted to the top flight in French football.ADVERTISEMENT Typhoon Kammuri accelerates, gains strength en route to PH Several tumbled about 1.5 meters (five feet) and were crushed by other fans who fell on top of them. Injuries included head, chest and abdominal trauma, medical authorities said.Referee Thomas Leonard suspended the match in the 16th minute as Red Cross and emergency workers rushed to help the injured. The fixture was later abandoned.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout“It happened all of a sudden. I don’t even know who scored. It just suddenly fell on me. I couldn’t hear anything, I couldn’t see anything and then the emergency workers took me away,” said Georges Penel, a 21-year-old Lille fan who suffered injuries to his leg and back.The prefecture of the Somme department gave a provisional toll of 29 hurt, five of them seriously. Among the injured were three minors, all in their teens, medical authorities said. LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversarylast_img read more


10 months agoBurton Albion reach Carabao Cup semifinals via Hesketh winner

Posted On Oct 28 2019 by

first_imgBurton Albion reach Carabao Cup semifinals via Hesketh winnerby Paul Vegas10 months agoSend to a friendShare the loveBurton Albion are into the Carabao Cup semifinals after their 1-0 win over Middlesbrough.On-loan Southampton midfielder Jake Hesketh drilled low beyond Darren Randolph from the edge of the area at the start of the second half to ensure Burton’s memorable run in the competition continues, with the Brewers now having overcome higher-ranked opposition in four of their five EFL Cup ties this season.Burton are also the first team from the third tier to reach the semi-finals of the competition since Sheffield United, then managed by current Brewers boss Nigel Clough, in 2014-15.Middlesbrough, who were bidding to reach the last four for the first time since they won the trophy in 2004, had a great chance to equalise late on but Aden Flint headed Marcus Tavernier’s cross wide from two yards. About the authorPaul VegasShare the loveHave your saylast_img read more


Texas Football Staffer Took Shots At Texas A&M And Baylor’s QB Development During NFL Draft

Posted On Oct 27 2019 by

first_imgMike Giglio says how certain Texas schools don't teach enough about football.Texas Staffer Takes Shot At A&M, BaylorAs strange as it sounds, Baylor has been the dominant college football program in Texas over the last few seasons, and Texas A&M is still basking in the glow of its move to the SEC and the exciting Johnny Manziel era in College Station. Texas, meanwhile, is in the middle of a full rebuild under Charlie Strong, who enters his second season in Austin. That isn’t preventing Texas director of player personnel Mike Giglio from taking shots at Baylor and A&M. During today’s final day of the NFL Draft, Giglio used an ESPN clip to promote Strong-product Teddy Bridgewater over an unnamed Manziel, and took a shot at Baylor’s quarterback development after the Jets took Bryce Petty in the fourth round.Sounds like that’s what helped @teddyb_h2o become NFL Rookie of the Year instead of that spread QB taken before him pic.twitter.com/n1UGmGFlRb— Mike Giglio (@MikeMGiglio) May 2, 2015Not much teaching going on up there huh? @McShay13 said he identified fronts in HS! Come to ATX & learn to be a pro! pic.twitter.com/w7cIuiz2Dw— Mike Giglio (@MikeMGiglio) May 2, 2015The NFL Draft is a tremendous opportunity for top programs to promote themselves to fans and recruits. For the most part, they don’t do it by putting down rival teams, but Giglio doesn’t seem to have any issue with taking some shots today. [247Sports]last_img read more


Duchess Of Cambridge Shows Off Baby Bump During Charity Visit

Posted On Oct 16 2019 by

first_imgThe Duchess of Cambridge confessed today that she is nervous about giving birth, as she showed off her baby bump for the first time at a public event.The Duchess of Cambridge meets women at Hope House in LondonCredit/Copyright: DukeAndDuchessOfCambridge.orgHer Royal Highness’s admission came as she chatted to a group of women recovering from drink and drug addictions at a treatment centre run by the charity Action On Addiction of which she is Patron.The Duchess spent time with an arts therapy group at Hope House in Clapham, South London, where the centre’s clients had completed paintings charting their battle with substance abuse.The Duchess chatted to Natalie, who has a two-year-old daughter and is due to give birth to a second child in July – the same month as The Duchess who is more than four months pregnant.The 28-year-old said the talk also turned to babies when they chatted: “We’re due about the same time. She’s been unwell and feeling better now and I felt pretty much the same the first time.”The Duchess arrived at the treatment centre, which is based in a large period property in the leafy suburb, and was greeted by dozens of photographers, cameramen and journalists.Wearing a MaxMara dress, she shook hands with Nick Barton, Action On Addiction’s Chief Executive.During the visit, The Duchess was taken to the centre’s kitchen and watched as a lunch of chicken and bacon pasta with salad was prepared by some of the clients.Some of the ingredients for the meal – packs of chicken and bacon and packets of brown pasta – were laid out on a table and Her Royal Highness asked one of the women who was chopping mushrooms: “Do you like the menus and do you enjoy the cooking side?”She got the reply: “I find it very therapeutic.”The Duchess also made the chefs laugh by asking: “Can people get away with being fussy or not – if they don’t like mushrooms?”One of the staff told her the women have a low glycaemic index diet to control blood sugar levels to ensure they do not have highs and lows dictated by their meals.The Duchess was making her second visit to the centre. Her first was a private trip she made to learn more about the charity Action on Addiction before becoming its Patron.Hope House provides therapy for the women, who will have gone through a process of detox and are clean of alcohol and drugs but still need support before they are ready to return home.Source:www.dukeandduchessofcambridge.orglast_img read more


Sports network Eleven Sports has secured a new liv

Posted On Aug 6 2019 by

first_imgSports network Eleven Sports has secured a new live exclusive rights agreement with the English Football League for the next five years covering Belgium, Luxembourg and Poland.The deal will give Eleven rights to show coverage of Sky Bet Championship, Sky Bet League One, Sky Bet League Two and Carabao Cup competitions in the three countries. The agreement follows an initial two-season deal that was agreed before the start of the 2015-16 season.Eleven will show games delayed and on repeat in addition to a minimum of 55 Sky Bet Championship matches and up to 30 Carabao Cup matches exclusively live across linear and OTT channels.We cooperate closely with rights holders to help them connect and engage with fans in innovative ways. Our partnership with the EFL for five more years is a testament to the work we have done together to deliver thrilling football action with a fresh tone of voice for the fans. We’re very pleased to continue with EFL competitions in Belgium, Luxembourg and Poland – markets where football is extremely popular,” said Danny Menken, Group Managing Director, Eleven Sports.“We are very pleased to extend our agreement with Eleven Sports to show matches from across the Sky Bet EFL and Carabao Cup. The proliferation of the global game means having a regular and prominent presence internationally has never been as important and is very significant to our Clubs who are looking to further establish themselves in key overseas markets including those territories Eleven Sports have secured the rights in,” said EFL CEO Shaun Harvey.last_img read more


Intermedical UK showcases 2nd generation NObreath at ARTP 2019

Posted On Jul 18 2019 by

first_img Source:https://www.bedfont.com/news/home/intermedical-uk-exhibits-the-new-and-improved-nobreath-at-artp-2019 Jan 25 2019Reviewed by Kate Anderton, B.Sc. (Editor)A distributor for nearly 10 years, Intermedical UK will be exhibiting the 2nd generation NObreath at the annual Association for Respiratory Technology & Physiology (ARTP) conference and can be found at Stand 25. We’re excited to bring the NObreath to ARTP this year. It’s a great opportunity to talk about the benefits of measuring FeNO when monitoring asthma and airway inflammation – especially now it is recommended in the NICE guidance. We believe that the new NObreath will make FeNO monitoring quicker and easier for healthcare professionals and patients alike.”Livio Gagliardi, Acting Managing Director, Intermedical The NObreath® offers a quick, simple and non-invasive method of measuringFeNO to assess airway inflammation, aiding in the diagnosis and management of asthma.Related StoriesBedfont Scientific named Exporter of the Year at SEHTA AwardsBedfont donates reverse advent calendar for homeless peopleBedfont named ‘Exporter of the Year’ for third consecutive yearInterpreting FeNO levels aids in identifying patients who do/do not require on-going treatment whilst also differentiating between allergic (eosinophilic) and non-allergic asthma, and if used daily, FeNO measurements can help to predict exacerbations and attacks.Alongside a fresh and aesthetically pleasing design with a full-color touchscreen, new features of the 2nd generation NObreath® also include the ability to save patient profiles on the device, Bluetooth connectivity, and SteriTouch® technology for optimum infection control.Furthermore, the NObreath® comes with free patient management software allowing the equipment to synchronize with a PC, enabling reports to be generated, data to be backed up, and much more. This year, ARTP is taking place between 31 January and 1st February in Glasgow.last_img read more


Facebook revamps privacy tools as tighter EU rules draw near

Posted On Jul 18 2019 by

Cox said that while the changes are “in line with the principle of GDPR,” there’s also a “bunch of stuff that goes above and beyond that.”Facebook also said it will propose updates to its terms of service in the coming weeks and update its privacy policy, but gave no further details. This undated product image provided by Facebook shows a redesign of Facebook’s privacy tools. Facebook announced the redesign on Wednesday, March 28, 2018. The changes won’t affect Facebook’s privacy policies or the types of data it gathers on users. But the company hopes its 2.2 billion users will have an easier time navigating its complex and often confusing privacy and security settings. (Facebook via AP) Facebook is giving its privacy tools a makeover as it reels from criticisms over its data practices and faces tighter European regulations in the coming months. This undated product image provided by Facebook shows a redesign of Facebook’s privacy tools. Facebook announced the redesign on Wednesday, March 28, 2018. The changes won’t affect Facebook’s privacy policies or the types of data it gathers on users. But the company hopes its 2.2 billion users will have an easier time navigating its complex and often confusing privacy and security settings. (Facebook via AP) This undated product image provided by Facebook shows a redesign of Facebook’s privacy tools. Facebook announced the redesign on Wednesday, March 28, 2018. The changes won’t affect Facebook’s privacy policies or the types of data it gathers on users. But the company hopes its 2.2 billion users will have an easier time navigating its complex and often confusing privacy and security settings. (Facebook via AP) © 2018 The Associated Press. All rights reserved. Chris Cox, Facebook’s chief product officer, called the new settings “the first of many steps” the company is taking to address privacy concerns. Facebook has been working on the changes in preparation for the European Union’s General Data Protection Regulation, which were approved two years ago and take effect May 25. The rules are designed to make it easier for consumers to give and withdraw consent for the use of their data. They apply to any company that collects data on EU residents, no matter where it is based.To comply with this, Facebook is adding a section called “access your information,” a secure way for users to manage data they’ve shared with the company, including status updates, comments and things they have searched for. That’s where people can go to delete information or download a copy. While this download was already possible, it took some time to figure out how to do it. Cox said the changes let people browse through their information in detail, without having to download it. For example, users will now be able to look up a post from a specific date in the past. Facebook also said it plans to update its privacy policy and terms of service in the coming weeks, but gave no further details.The company has tried over the years to simplify its privacy settings, yet the controls remain hard to find and use for many people. For example, Facebook announced in 2009 that it was consolidating six privacy pages and more than 30 settings on to a single privacy page.Yet mobile users still had to go to nearly 20 different places to access all of their privacy controls. Now, Facebook says they will be accessible from a single place. Facebook says it is also adding “clearer explanations” about how its privacy controls work. Citation: Facebook revamps privacy tools as tighter EU rules draw near (2018, March 28) retrieved 18 July 2019 from https://phys.org/news/2018-03-facebook-revamps-privacy-tools-tighter.html 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. The changes won’t affect Facebook’s privacy policies or the types of data it gathers on users. But the company hopes its 2.2 billion users will have an easier time navigating its complex and often confusing privacy and security settings. Facebook says it also wants to give users a simpler way to access and download the data it collects on them.Wednesday’s announcement follows revelations that a Trump-affiliated consulting firm, Cambridge Analytica, got data on millions of Facebook users. That included information on friends of people who had downloaded a psychological quiz app, even though those friends hadn’t given explicit consent to sharing. In addition, Facebook is also facing widespread criticism for collecting years of contact names, telephone numbers and call and text histories from Android users. The company has not said exactly what it used such data for or why it needed it. On Monday, the Federal Trade Commission said it is investigating Facebook over its privacy practices.Facebook’s chief privacy officer, Erin Egan, said in a blog post that most of the privacy updates have been in the works for “some time, but the events of the past several days underscore their importance.” Firefox maker Mozilla to stop Facebook advertising because of data scandal In this March 26, 2018 photo, a man poses for photos in front of a computer showing Facebook ad preferences pages in San Francisco. Facebook is giving its privacy tools a makeover as it reels from criticisms over its data practices and faces tighter European regulations in the coming months. (AP Photo/Jeff Chiu) Explore further read more


Engineers build smallest volume most efficient wireless nerve stimulator

Posted On Jul 18 2019 by

Early engineering work by D.J. Seo, a Berkeley Ph.D. student who was co-advised by Alon and Maharbiz, followed by experimental validations by Ryan Neely, another Berkeley Ph.D. student, advised by Carmena, set the foundations of the neural dust vision. In the years since neural dust’s invention, ultrasound has proven to be among the most promising technologies for powering and communicating implantable devices.Muller came to Berkeley in 2016 and has been a key driver of neural dust innovation. Her research group specializes in bidirectional electronic interfaces with human body, specifically in the brain and peripheral nervous system. Her team has been working on ways to use the power that can be transmitted to neural dust. In StimDust, her lab has taken the neural dust platform and built a more effective stimulator that can wrap around a nerve cuff and can also record, transmit and receive data. They did this by designing a custom integrated circuit to transfer ultrasound charge to the nerve in a well-controlled, safe and efficient way. Citation: Engineers build smallest volume, most efficient wireless nerve stimulator (2018, April 10) retrieved 18 July 2019 from https://phys.org/news/2018-04-smallest-volume-efficient-wireless-nerve.html The device, called StimDust, short for stimulating neural dust, adds more sophisticated electronics to neural dust without sacrificing the technology’s tiny size or safety, greatly expanding the range of neural dust applications. The researchers’ goal is to have StimDust implanted in the body through minimally invasive procedures to monitor and treat disease in a real-time, patient-specific approach. StimDust is just 6.5 cubic millimeters in volume and is powered wirelessly by ultrasound, which the device then uses to power nerve stimulation at an efficiency of 82 percent.”StimDust is the smallest deep-tissue stimulator that we are aware of that’s capable of stimulating almost all of the major therapeutic targets in the peripheral nervous system,” said Rikky Muller, co-lead of the work and assistant professor of electrical engineering and computer sciences at Berkeley. “This device represents our vision of having tiny devices that can be implanted in minimally invasive ways to modulate or stimulate the peripheral nervous system, which has been shown to be efficacious in treating a number of diseases.”The research will be presented April 10 at the IEEE Custom Integrated Circuits Conference in San Diego. The research team was co-led by one of neural dust’s inventors, Michel Maharbiz, a professor of electrical engineering and computer sciences at Berkeley. The creation of neural dust at Berkeley, led by Maharbiz and Jose Carmena, a Berkeley professor of electrical engineering and computer sciences and a member of the Helen Wills Neuroscience Institute, has opened the door for wireless communication to the brain and peripheral nervous system through tiny implantable devices inside the body that are powered by ultrasound. Engineering teams around the world are now using the neural dust platform to build devices that can be charged wirelessly by ultrasound.Maharbiz came up with the idea to use ultrasound for powering and communicating with very small implants. Together with Berkeley professors Elad Alon and Jan Rabaey, the group then developed the technical framework to demonstrate the scaling power of ultrasound for implantable devices. This graphic details the simplicity of the StimDust design. The components of StimDust include a single piezocrystal, which is the antenna of the system, a 1-millimeter integrated circuit and one charge storage capacitor. Credit: Rikky Muller Explore further StimDust is about an order of magnitude smaller than any active device with similar capabilities that the research team is aware of. The components of StimDust include a single piezocrystal, which is the antenna of the system, a 1-millimeter integrated circuit and one charge storage capacitor. StimDust has electrodes on the bottom, which make contact with a nerve through a cuff that wraps around the nerve. In addition to the device, Muller’s team designed a custom wireless protocol that gives them a large range of programmability while maintaining efficiency. The entire device is powered by just 4 microwatts and has a mass of 10 milligrams.After testing StimDust on the benchtop, the research team implanted it in a live rodent to test it in a realistic environment. Through a cuff around the sciatic nerve, the research team was able to control hind leg motion, record the stimulation activity and measure how much force was exerted on the hind leg muscle as it was stimulated. The researchers then gradually increased stimulation and mapped the response of the hind leg muscle so they could know exactly how much stimulation was needed for a desired muscle recruitment, a kind of sophisticated analysis required of medical devices.Muller hopes that her work can lead to applications of StimDust to treat diseases such as heart irregularities, chronic pain, asthma or epilepsy.”One of the big visions of my group is to create these very efficient bidirectional interfaces with the nervous system and couple that with intelligence to really understand the signals of disease and then to be able to treat disease in an intelligent, methodical way,” Muller said. There’s an incredible opportunity for healthcare applications that can really be transformative.” In 2016, University of California, Berkeley, engineers demonstrated the first implanted, ultrasonic neural dust sensors, bringing closer the day when a Fitbit-like device could monitor internal nerves, muscles or organs in real time. Now, Berkeley engineers have taken neural dust a step forward by building the smallest volume, most efficient wireless nerve stimulator to date. Provided by University of California – Berkeley The small size of StimDust can be seen in comparison to a dime. Credit: Rikky Muller Wireless, implantable sensors the size of a grain of sand could have wide use in body monitoring StimDust fitted onto a live mouse sciatic nerve via a cuff. Credit: Rikky Muller. 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. read more