It Is Not Safer Behind the Glass

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first_img 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 One of the defining elements of this age is the screen. They’re everywhere. They are in your hand, next to your bed while you sleep, with you in the kitchen, on your lap while you are in front of the legacy screen that is the television, and right in front of you while you are working. What’s odd about the screen is that the primary way we use it is to communicate with each other. Because the screen is ubiquitous, it has become the primary tool for communication, regardless as to whether it is the appropriate medium.The more important the communication, the more important is the choice of medium. There are some conversations that are better had in person, or on a video conference (still a screen, but I can see your face), or over the telephone. Because opportunity creation is the critical factor in growing sales, the choice of medium matters. Creating opportunities is a prerequisite to winning those opportunities.Some, however, choose to sell from behind the safety glass. They approach selling like it is marketing, preferring not to have to rub against other human beings, especially when there might be conflict. They’re happier hitting send on an email message than they are actually dialing the person’s number and speaking to them. An unanswered email is a better form of rejection than actually hearing another human being say “no,” and having to deal with resolving that person’s concern.It’s safer behind the glass. You eliminate the possibility of dealing with a difficult person.But it isn’t safer behind the glass. As is true in many areas, we tend to fear the wrong danger. The greater danger in not engaging with other human beings in a more effective medium is that you don’t create the opportunities you need. The greater danger is in doing everything in an arm’s length, hands off manner that eliminates the ability to create a preference for you. The risk here is that your competitors, the ones who are willing to do what you will not, are showing up, developing relationships, and creating a preference themselves.Every communication medium is important. They should all be used to communicate with your clients and prospects, even text messaging. Each medium should be chosen by the importance of the outcome alone, not what makes you comfortable.last_img

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Averette scores 23, Utah Valley tops Grand Canyon 92-80

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Murder mystery entices applicants

first_imgOxford University’s Admissions Office have used a murder mystery event to try and increase applications from state sector pupils. During the Easter vacation University authorities invited local schoolchildren to take part in the event, based at Pembroke College. 50 students, aged between 14 and 15, were greeted at the beginning of their three-day visit by a body on the front quad, followed by the revelation of the Morse-like murder mystery scenario.Students were faced with a number of conundrums including a letter written in Syriac, which they were able to decode after a master class given by Gareth Hughes of the Oriental Institute. Hughes praised the intentions of the programme: “The best way to encourage the brightest to Oxford is to stimulate and challenge.  The Access Programme is incredibly important – especially considering Oxford’s position and status as a fairly elite institution. The murder mystery event is therefore an excellent way of engaging bright and enquiring minds in a variety of different ways.” Sinead Gallagher, the University’s Access Co-ordinator, organised the event.  She noted, “Summer schools often attract more girls than boys, so we wanted to give the residential a theme that would be appealing to boys in particular. ‘Murder in the Cloisters’ should be great fun for all taking part, and the students will learn a lot about what going to University means: study your sources carefully, learn to gather facts and question them, and draw your conclusion based on firm evidence.”Ché Ramsden, an assistant on the programme and first year English student at Wadham, spoke of the myths which still surround the University. “Some children I spoke to were under the impression that you have to incredibly rich to apply to Oxford – one even thought that fees were in excess of £20,000 a year. This couldn’t be further from the truth.  The most important part of the Access Programme is destructing the false impressions people have of the University and its students – we’ve got to show young people that we are, on the whole, fairly normal people from normal backgrounds.”  One of the students taking part in the programme, Michael Dare of New Brompton College in Kent, spoke of his impressions of the University. “Before I came here I just thought everyone would be really posh and stuck up. Now I’m here I can see that the students are normal and pretty down to earth. I could really see myself coming here when I’m older.”last_img

Finsbury Food reports strong H1 growth

first_imgFinsbury Food Group has reported a 91% growth in its H1 UK bakery operating profit, from £3.8m to £7.2m.In the figures for the 26 weeks ended 26 December 2015, it also revealed UK bakery revenue jumped 49% from £96.3m to £143.2m and like-for-like (LFL) sales were up 6.1%.The company claimed success in both the cake, and bread & morning goods markets. It said revenue growth in the cake sector had been driven by a successful Christmas trading period and the success of such products as the Minions licensed celebration cake. Meanwhile, it said a focus on niche bread and morning goods helped defy a general value decline of -1.5% in that sector.Finsbury Foods has been strengthened in recent years by the acquisition of Fletchers Bakeries in the autumn of 2014, and Johnstone’s Food Service in the summer of last year. The company said that Fletchers had expanded bread and morning good opportunities by bringing in new foodservice and retail customers, while Johnstone’s had allowed the company to move into the coffee shop market, an area it previously had little exposure to.foreign salesForeign sales, primarily formed of the import of British baked goods into France, also saw growth, up 19% from £11.3m to £13.4m.John Duffy, chief executive of Finsbury Food Group, said: “We are very pleased to once again be reporting a strong first-half performance, with our organic growth being supplemented by the acquisition of Fletchers and Johnstone’s. Alongside this growth, our capital investment strategy, together with our continued efficiency programme, has resulted in improved operating margins.“Despite operating in a challenging market, we have created a group that is well-positioned to flourish in an improving environment and we look forward to benefiting from increased consumer confidence. Having built solid foundations and implemented a robust growth strategy that aims to create sustainable value for our stakeholders, we look forward to driving further growth both organically and through strategic M&A.”last_img

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