The New Sales Roles Are Taylorism Taken Too Far

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now We have sliced sales roles so thinly that the role of sales no longer makes any sense.The very limited role of BDR has been relegated to prospecting, and more specifically, qualifying. Even though being “qualified” creates no value for the prospective client, and even though their prospects avoid the appointments they agree to because the BDR has created so little value that they can’t see wasting any more time.The SDR role has morphed into something heretofore unimaginable: a sales role with little or no responsibility to prospect. The rationale is that the best value creators should only spend their time with “qualified” opportunities. The inaneness of this decision is staggering. The idea that the person who can—and should—create the most value should not prospect ignores the reality of prospecting, namely the fact that you better have deep chops and be a serious value creator, or you have no value to trade for the meeting you are requesting.The SDRs, who are supposed to occupy the high perch of trusted advisor, can offer only to bring a SME to a sales call, upon which they have become completely dependent. This, regardless of the fact that they have heard the SME’s shtick eleven times over the past three months. Sure, the salesperson should be the strategic orchestrator of the resources you need to bring to bear on an opportunity. But shouldn’t they know enough about the music being played to have a reasonable picture of what you do, how you create value, and a conversational knowledge of everything everyone on their team knows?The idea of turning opportunities over to an account executive to capture the opportunity created by another person is a strange discontinuity. The client thinks, “I was working with this person, then they brought in these experts, and now I am being handed off to a new person, one who hasn’t been involved in any of this up to the point.”Once the client is won, a new account manager enters the picture. This person is designed to handle their day-to-day needs, and the account executive and the rest of the many other “sales” people all disappear, allegedly on to hunt for the next opportunity. The account manager is supposed to be a farmer, but they are also expected to hunt inside their account, even though they don’t posses both of those skill sets.This is Taylorism taken too far. The division of labor is no longer reasonable or effective, and it it no longer considers what is necessary to serve clients, nor what is necessary to win deals.last_img read more

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Intra-caste Rajput couple in Bihar on the run

first_imgAt an undisclosed location in Purnia district of North-East Bihar, 350 km from capital Patna, Kumar Aman Ashish, 21, and Prerna Kumari, 20, are hiding. They are a couple in love, who are on the run. Prerna’s family is hunting them for daring to love, elope and marry; her father has registered a case of kidnapping against the young groom. They change their location every three to four days for “fear of reprisal.”There is a twist to the love tale too. This is not an inter-religious or inter-caste marriage. Neither has Ashish kidnapped Prerna. Both, Ashish and Prerna belong to the forward Rajput caste. And both are adults. The hitch? Prerna’s parents wanted their daughter to marry a boy of their choice.Ashish joins the long list of men against whom a case of abduction has been made out under the IPC.40% casesThe website of the Bihar Police Department, biharpolice.bih.nic.in, claims that more than 40% cases of kidnapping in Bihar last year (until November), were for “marriages” such as those of Ashish and Prerna’s where couples eloped.In Khurhan village under Alamnagar police station of Madhepura district, Ashish and Prerna were neighbours, growing up together and falling in love in their teens. That’s when trouble started for the couple. Prerna’s parents were opposed to the relationship and when Prerna was caught talking to Ashish on her mobile phone, her mother confiscated it. She was also beaten up. When her parents fixed her marriage to a boy of their choice, Prerna and Ashish decided to elope.  Leaving home was the only option left for the couple, who fled on January 5 midnight. They drove on a motorbike for six hours to cross the neighbouring Nepal border through Jogbani in Araria district. On the run, they were stopped by patrolling policemen, questioned and let off. They entered Nepal at the break of dawn and checked into a local hotel at Biratnagar, stayed there for four days and reached Patna to solemnise their marriage secretly in a local Arya Samaj temple in Mithapur locality on January 15. They intimated the Chief Minister, State police chief, SPs of respective districts and the local police station officer-in-charge about their marriage with all relevant documents as proof of their age as consenting adults. They also notified their marriage through an advocate in Patna.Meanwhile, Prerna’s father Kundan Kumar Singh lodged an FIR (no: 5/2018) on January 17, against Ashish, his parents, younger brother, and a cousin sister, at the Alamnagar police station, accusing them of abducting his daughter.The Bihar police records show that 222 cases of “kidnapping for marriage and kidnapping for elopement” were registered in Purnia district while, 136 such cases were lodged in neighbouring Madhepura district till November 2017.“When we got to know that they had married we approached the girl’s family to accept their marriage but we were threatened with death,” says Amir Kumar Singh, father of Ashish. Mr. Singh himself had a love-marriage 23-years back.“But we received threatening calls… death sentences and, the police too became hostile,” he adds.At the remote village home of Prerna, her father Kundan Kumar Singh, concedes, “It is all a frivolous charge… what can we do when she is already married. She has brought dishonour to the family by running away.”In hiding, Prerna asks, “Did I do something wrong in marrying the boy I love?” Ashish wonders whether their marriage amounts to a crime. “If it is not, why has the police lodged a case not only against us but three other members of our family?”, he asks.A Supreme Court Bench led by Chief Justice Dipak Misra had observed on February 5, 2018, “When two people get into wedlock, no one should interfere. Neither parents, society, panchayat…no one at all.” The court also ruled that two adults are free to marry and “no third party” has a right to harass or cause harm.last_img read more

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Paul Lee confident he will be back before new season starts

first_imgPaul Lee. Tristan Tamayo/INQUIRER.netThe Hotshots’ change of name from Star to Magnolia also signifies new hope for the players.Paul Lee, the Hotshots’ injury-plagued main man, is upbeat that he will return just before the new season starts.ADVERTISEMENT Stronger peso trims PH debt value to P7.9 trillion Brace for potentially devastating typhoon approaching PH – NDRRMC Typhoon Kammuri accelerates, gains strength en route to PH Star changes name to Magnolia Hotshots QC cops nab robbery gang leader, cohort Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police 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 Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City LATEST STORIES READ: Star changes name to Magnolia Hotshots“The doctors have told me that at least, I’ll be ready by the first week of December,” he said.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 shutoutLee is still recovering from a left knee injury that kept him out since Game 2 of the 2017 PBA Governors’ Cup semifinals last month.But Lee believes that he’s on his way to regaining his full strength. Japan ex-PM Nakasone who boosted ties with US dies at 101center_img CPP denies ‘Ka Diego’ arrest caused ‘mass panic’ among S. Tagalog NPA Kammuri turning to super typhoon less likely but possible — Pagasa “Everything’s fine. My recovery has been good and there are hard drills where my injury no longer reacts anymore,” he said.Lee, however, will be the first to say that he’s not yet satisfied with his current form.“I need to catch up to them. I’ve been doing drills and exercises but I don’t feel it’s enough to get myself back in game shape,” he said.The team may have changed its name but its goal remains the same which is to win a championship.“The rest of my teammates are ready and I really wish we’ll be able to win a championship this season,” he said. “It’s a new chapter for all of us, and it’s a good challenge for us to win the crown. I hope we’ll be able to respond with what the bosses want.”ADVERTISEMENT MOST READ Read Next Cayetano: 4 social media groups behind SEA Games ‘sabotage’ Don’t miss out on the latest news and information. View commentslast_img read more

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Report: Burnley 1 West Ham 1

first_imgBurnley 1 West Ham 1: Late Wood goal salvages point against 10-man Hammers Guy Atkinson Last updated 2 years ago 00:00 10/15/17 Chris Wood - cropped Getty Images West Ham were left to rue a moment of madness from Andy Carroll as Burnley fought back to claim a share of the spoils. Burnley stretched their unbeaten run in the Premier League to six games as a late Chris Wood header secured a 1-1 draw against 10-man West Ham at Turf Moor.Michail Antonio had given the Hammers a first-half lead before Andy Carroll received a red card, after picking up two bookings in two minutes for almost identical offences.Antonio missed two golden opportunities to extend his side’s lead in the second half, while Clarets’ substitute Johann Gudmundsson crashed a long-range shot against the post as the hosts pushed for an equaliser. Article continues below Editors’ Picks Why Barcelona god Messi will never be worshipped in the same way in Argentina Lyon treble & England heartbreak: The full story behind Lucy Bronze’s dramatic 2019 Liverpool v Man City is now the league’s biggest rivalry and the bitterness is growing Megan Rapinoe: Born & brilliant in the U.S.A. Just as it looked that Slaven Bilic’s side would hold firm and record a first away win of the season, Wood rose highest to send a thumping header past Joe Hart with five minutes remaining.1-0! GET IN! pic.twitter.com/DUqpsOfdJd — West Ham United (@WestHamUtd) October 14, 2017 Nick Pope, fresh from signing a three-year contract earlier in the week, got down well in the early stages to keep out Antonio’s effort from just outside the penalty area.His West Ham counterpart, Hart, was then called into action twice in quick succession to keep out Scott Arfield’s low drive from distance and Wood’s powerful header.Hart was then the unlikely provider for Antonio’s opener in the 19th minute. Ben Mee failed to clear the England goalkeeper’s thumping clearance, allowing the former Nottingham Forest man to latch onto it, skip past Pope and stroke into an empty net.It was then Carroll’s turn to elbow his way into the headlines.Just moments after earning a yellow card for a meaty aerial challenge on James Tarkowski, the 28-year-old inexplicably crashed into Mee – once again with his elbow – to receive the third red card of his career.The Clarets, looking to take immediate advantage of their numerical superiority, believed they should have had a penalty when Wood was brought down by Hart as he latched onto Robbie Brady’s incisive pass. Referee Stuart Attwell, though, deemed Hart to have sufficiently diverted the direction of the ball.Antonio was inches away from getting his second just after the restart as he agonisingly failed to make contact with Manuel Lanzini’s teasing cross, which flashed across the face of goal.A sumptuous move involving Javier Hernandez, substitute Pedro Obiang and Lanzini then played in Antonio again, but his first-half composure deserted him and his shot was too close to Pope, who duly pawed away for a corner.Substitute Gudmundsson came desperately close to an equaliser midway through the second period as his long-range effort crashed back off the post and fortuitously bounced off the sprawling Hart to safety.Burnley continued to press and they got their reward in the 85th minute as former Leeds striker Wood bagged his third league goal of the season. The New Zealand international was perfectly placed to meet Gudmundsson’s whipped cross and head past Hart for a share of the spoils.86′ GOALLLLLLLLLLL!!!!!!!!!!! pic.twitter.com/xq6PsuBxE5 — Burnley FC (@BurnleyOfficial) October 14, 2017 Key Opta stats:- Burnley have gone six top-flight games without defeat for the first time since February 1975.- West Ham have won only one of their last 12 away games in the Premier League (D5 L6).- Since Slaven Bilic took over at West Ham, the Hammers have picked up 12 red cards in the PL, three more than any other side.- There were just 99 seconds between Andy Carroll’s first yellow card and his second.  read morelast_img read more

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John Calipari Brought His Daughter To The NBA All-Star Game, And She Is Having A Blast Photobombing Him

first_imgJohn Calipari's daughter takes secret picture of his at All-Star Game.Kentucky head coach John Calipari, of course, is on-hand at the NBA All-Star Game tonight to cheer on a few of his former players. But it looks like he’s also brought his daughter Erin along for the experience. She seems to be having a grand old time too, for other reasons than just the game.Calipari, who is clearly a bit bored, claims that she’s been photobombing her father all day. The irony? She’s worried about embarrassing him.W/ @UKCoachCalipari standing far enough away that I don’t have to talk to anyone but close enough that he can’t forget I’m here and leave me— Dr.SicilianoCalipari (@TheErinCalipari) February 15, 2015Every once in awhile he’ll introduce me to someone and then wait to see what I say. Pretty sure he’s thinking “you better not embarrass me”— Dr.SicilianoCalipari (@TheErinCalipari) February 15, 2015If you’ve taken any selfies with @UKCoachCalipari today better check the background. Yup.That’s me making that weird face. You’re welcome— Dr.SicilianoCalipari (@TheErinCalipari) February 15, 2015You think I’m kidding. I have this down to a science. About 6ft away is perfect. pic.twitter.com/hb8fzy0CjQ— Dr.SicilianoCalipari (@TheErinCalipari) February 15, 2015We can’t wait to see if any of these supposed photos pop up. Most people never get a chance to get the best of Coach Cal.last_img read more

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Economic Benefits Analysis of Jamaica’s Forests Suggested

first_imgUnited Nations Development Programme (UNDP) Resident Representative in Jamaica, Dr. Arun Kashyap, is suggesting an analysis of the potential ecomonic benfits to be derived from the country’s forests.Dr. Kashyap, who is also the United Nations (UN) Resident Coordinator to Jamaica, notes that the economic potential of forests are often not recognized by countries blessed with these resources. In noting Jamaica’s fairly extensive forest coverage, he contends that sustainable management strategies could yield practical solutions to minimize the frequency with which the country is impacted by adverse weather conditions, such as drought.Dr. Kashyap says Jamaica could also potentially benefit from significant revenue inflows totalling as much as US$30 billion through its forests, under the UN’s programme on Reducing Emissions from Deforestation and Forest Degradation (REDD).“It is now timely and an imperative that Jamaica gradually begins the process of accrediting economic values to as many forestry goods and services as possible,” he contended, while addressing a Forestry Department forum at the Terra Nova Hotel, Kingston, on March 21, to mark the UN’s International Day of Forests.Meanwhile, Director General in the Ministry of Water, Land, Environment and Climate Change, Sharon Crooks, who represented Portfolio Minister, Hon. Robert Pickersgill, praised the Forestry Department’s work, in its effort to preserve the island’s forests during the agency’s 75 years of existence.She highlighted the Department’s Private Planting Programme initiative that promotes sustainable use of the forest, as well as its instrumentality in establishing some 13 Local Forest Management Committees (LFMCs).“It is noteworthy that you are partnering with communities to demonstrate how they can actively pursue income-generating activities and increase their economic benefits without harming our critical forest reserves,” the Director General said.She pointed out that several communities have successfully implemented projects, focusing on nature and eco-tourism; agro forestry; woodcraft and furniture production; and bee keeping and honey production, “all of which have contributed to the improvement of their livelihood.”Conservator of Forests and the Forestry Department’s Chief Executive Officer, Marilyn Headly, underscored the imperativeness of a designated day to recognise and acknowledge the importance of trees to countries’ ecosystems.In this regard, she said the forum was indicative of the Department’s cognizance of the need to heighten national awareness through public education initiatives. “We still have a long way to go (in effiorts to heighten awareness). We really would like the public, the decision makers, the political representatives, (and) more so the private sector, to take a serious look at forests, to see their importance,” she said.Ms. Headley said the results of forum’s deliberations will serve, among other things, chart effective responses to new and evolving forestry related challenges and opportunities.In December 2012, the United Nations General Assembly proclaimed that March 21 be observed annually as the International Day of Forests. This milestone decision marked the culmination of a 42-year process to gain formal recognition of the invaluable benefits of forests. By Rodger Hutchinson, JIS Reporterlast_img read more

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