What ‘missteps’? WATCH: Firefighters rescue baby seal found in parking garage Cavs, GM Griffin part after 3 straight NBA Finals trips But Golovkin-Alvarez is a fight for the ages, one of the most eagerly awaited boxing match-ups in recent memory.READ: Roach says Golovkin will KO CaneloIt pits two crowd-pleasing icons against each other to decide the world’s best middleweight.Golovkin, a knockout machine from Kazakhstan but now based in California, has made 18 consecutive world middleweight title defenses and was taken to points for the first time since 2008 by American Daniel Jacobs in March.Alvarez, 26, also has an impressive record that has seen him win world titles in two weight divisions with one blemish — by majority points decision to Mayweather in 2013.Only one world title — the WBO — will not be on the line when the pair collide, but the winner on Monday was offered the chance to fight for it later this year.Alvarez, who cruised to a wide points win over fellow Mexican Julio Cesar Chavez Jr in May, admitted he did not know who WBO world middleweight champion Billy Joe Saunders (24-0, 12 KOs) was when the Briton addressed him at a press conference in London on Monday.Saunders, who asked Canelo why he had not fought Golovkin sooner, holds the only world middleweight title not in Glolovkin’s hands and wants to face the winner of the Sep 16 showdown.“I didn’t even recognize him,” Alvarez told reporters Monday.“He needs to come down in weight if he want to fight one of us. I’ve never really watched him or studied him. Don’t miss out on the latest news and information. Lacson: SEA Games fund put in foundation like ‘Napoles case’ Heart Evangelista admits she’s pregnant… with chicken LATEST STORIES Five-weight world champion Mayweather, now 40, will not have fought for nearly two years by the time he faces 27-year-old Irishman McGregor, a mixed martial arts fighter, on Aug 26.But McGregor, a two-weight UFC champion, has never fought as a professional boxer and faces the sport’s best practitioner for decades.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutoutREAD: Mayweather says fight with McGregor is what people wantGolovkin (37-0, 33 KOs), 35, insists his fight with Alvarez (49-1-1, 34 KOs) is bigger and of more significance than Mayweather-McGregor, which he sees as a “circus show”. 1 dead in Cavite blast, fire “With one hand tied behind my back and with my eyes closed I will still beat him.”Saunders was linked to fighting Golovkin in his homeland of Kazakhstan on June 10, but the fight never happened.“He talks too much, but he’s not a promoter,” Triple G told reporters at a press conference in London Monday.“I told my promoter Tom Leoffler I wanted this [Saunders] fight for June 10 and he said he wasn’t ready. He has said no two times and he has wasted my time. I said I’m ready for this fight in Kazakhstan but he said no and I turned my focus to Canelo.”Sports Related Videospowered by AdSparcRead Next View comments Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: 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 City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games MOST READ “This (Mayweather-McGregor) is not for fighters, but business,” Golovkin told reporters at a press conference in London Monday.“I think people understand what is a true fight, a boxing fight, like mine with Canelo or a big show, maybe sometimes for people a funny show, like a circus show.“Everybody knows — Conor is not boxer, just show. If you want to watch a show please watch them, if you want to watch a true fight, a true boxing fight and you respect boxing, watch my fight with Canelo.“This is business. Conor with Floyd is not a boxing fight because Conor is not a boxer. Money fight OK, show fight OK.”Regardless of some dismissing it as a mismatch, Mayweather-McGregor is expected to do record business for a boxing fight and may eclipse Golovkin-Alvarez in revenue and television viewers.ADVERTISEMENT World’s 50 Best Restaurants launches new drinking and dining guide Jordan delivers on promise: 2 Cobra choppers now in PH Heart Evangelista admits she’s pregnant… with chicken Genady Golovkin. AP FILE PHOTOLONDON—Gennady Golovkin has dismissed the idea that Floyd Mayweather Jr’s comeback against Conor McGregor will overshadow his Sep 16 clash with Saul ‘Canelo’ Alvarez.WBC-IBF-WBA middleweight champion Golovkin defends his world title belts at the T-Mobile Arena three weeks after Mayweather faces Conor McGregor at the same Las Vegas venue.ADVERTISEMENT
LATEST STORIES MOST READ View comments Lacson: SEA Games fund put in foundation like ‘Napoles case’ Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: 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 City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Argentines were abuzz over the wedding in Rosario, an agricultural hub and the country’s third-largest city about 300 kilometers (186 miles) northwest of Buenos Aires.About 150 journalists were allowed to cover the event, but had no direct access to the ceremony or the party afterward.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsCurious onlookers gathered before the wedding near the heavily guarded site hoping to snap photos of the soccer stars.“We think it’s great that Messi has come to Rosario to get married,” said Julio Sosa, who cleans windows for a living. Pagasa: Kammuri now a typhoon, may enter PAR by weekend Federer, Nadal drawn for Wimbledon final, 11 years after 1st What ‘missteps’? Messi, 30, grew up in a lower-middle-class neighborhood in Rosario along with two brothers and a sister. His bride, 29, is the cousin of a close Messi friend and the new couple has been close friends since meeting at a young age.Messi and Roccuzzo stayed in touch after he left to play soccer in Spain at age 13 and they eventually started a romantic relationship in the late 2000s.Roccuzzo moved to Barcelona, where the couple live with their two sons: 4-year-old Thiago and 1-year-old Mateo. But they often return to their native Rosario.“Messi could have had this wedding wherever he liked — Dubai, the moon. He can pay any plane ticket to anyone, but he chose the city that’s in his heart,” said Leandro Macaya.Messi, a five-time FIFA world player of the year, has faced criticism in Argentina because he has never brought the country a major title, in contrast to his repeated successes playing for Barcelona. But he is praised both at home and abroad for keeping his common touch.ADVERTISEMENT Newlyweds Lionel Messi and Antonella Roccuzzo pose for photographers after tying the knot in Rosario, Argentina, Friday, June 30, 2017. About 250 guests, including teammates and former teammates of the Barcelona star, attended the highly anticipated ceremony. (AP Photo/Victor R. Caivano)ROSARIO, Argentina (AP) — Lionel Messi and his childhood sweetheart married Friday night at a ceremony in his Argentine hometown attended by some of the biggest names in soccer.About 250 guests attended the marriage of Messi and Antonella Roccuzzo at a luxury hotel. They included Messi’s Barcelona teammates Neymar, Luis Suarez and Gerard Pique, who was joined by his wife, Colombian pop star Shakira.ADVERTISEMENT “He was always the same and he never changed,” said Diego Vallejos, a childhood friend who was invited to the wedding.“Despite everything that he’s accomplished in life, he’s still the same simple kid, the skinny dude that I grew up with. It’s hard to explain the feeling — I’m both a friend and a fan.”Sports Related Videospowered by AdSparcRead Next Another vape smoker nabbed in Lucena LOOK: Jane De Leon meets fellow ‘Darna’ Marian Rivera Don’t miss out on the latest news and information. Cayetano to unmask people behind ‘smear campaign’ vs him, SEA Games China furious as Trump signs bills in support of Hong Kong
The average person may see anywhere between 4,000 and 10,000 ads in a single day. From binge-watching your favorite shows to checking the pile of coupons in your mailbox, advertisers have inundated our lives. Most of the ads we see… Full Story,Dressing up for Halloween is one of the best parts of the holiday, especially if you’re a creative person. But buying a Halloween costume can get expensive, with many costing more than $50 a pop. And unless you plan to… Full Story,You may not find it on an official calendar anywhere, but Friendsgiving is a newer holiday that has gained popularity in recent years. Much like Thanksgiving, Friendsgiving is a time to gather around the table with loved ones in the… Full Story,My birthday is on Halloween, so every year I get super excited. I plan what my costume will be, decide how I want to celebrate and text all my friends to let them know. Last year, I was finally able… Full Story,Not much of a football fan? Don’t know what all the cheesehead hat-wearing and face paint-smearing is all about? Skip hanging out at the local sports bar or sitting in the stands at a game, and put on your entrepreneurial… Full Story,Living paycheck to paycheck can feel like an endless scramble. Rent is due on the first but your paycheck won’t clear until the second. On top of everything, you need to pay for groceries, a bus ticket, and utilities before… Full Story,Decision fatigue is the decline in energy and focus you experience after making too many decisions. This mental drain causes your brain to abandon your willpower in order to seek more immediate rewards, which leads to poor decision making and… Full Story,If you ask a random person on the street what they do, chances are they have a lot of slashes and hyphens in their job titles. In this day and age, if you don’t have multiple sources of income… Full Story,Do you consider yourself a financially responsible young adult? Personally, I like to think that my finances are mostly in order. Rent, student loans, car payments—everything big is blocked off nicely. If the math works out right, I have a… Full Story,In the financial world, nothing evokes feelings of terror quite like the word “bankruptcy”. It’s become synonymous with a complete and utter collapse of one’s finances – a black hole that’s almost impossible to climb out of. When you declare… Full Story
If you’re like me, the upcoming holiday season brings with it a mix of excitement and dread. While you might love the spirit of Christmas — holiday jingles, festive gatherings with those near and dear to you, the aroma of… Full Story,A few months ago, I was hanging out with a good friend at a bar. In between rounds of drinks and amid the din and bustle, she shamefully admitted that although she had nearly $20,000 of credit card debt, she… Full Story,When I was in college, I had a bit of a spending problem. I loved to buy new clothes, go out to eat and go to concerts. Even though I tried to budget, I always wound up overspending. The one… Full Story,If you’re in the market for a TV upgrade, retail price tags can be daunting. Here are some foolproof methods to shave down the cost – so you can enjoy the golden age of television in 4K, 65-inch, HDR-compatible splendor.Full Story,Your checking account is held at a bank or credit union that allows withdrawals, deposits, and payments. The money in a checking account is liquid—meaning you can retrieve it or spend it immediately. Many checking accounts are free and are… Full Story,Saving more money is one of those big goals that a lot of people have, but get stuck. I know this because we use to be right there too. The year would fly by and we were nowhere near our goal…. Full Story,Cutting the cord is easier than ever – unless you’re a sports fan. Even as the major sports organizations reluctantly shift away from an outdated broadcasting model, it’s still hard to catch all the action without a cable subscription. But… Full Story,Table of Contents Jobs to Keep You Teaching Jobs Online and On Apps Jobs to Get You Outside Miscellaneous Part-Time Work Additional Resources Being a teacher is one of the most essential jobs there is. Educators are the ones that… Full Story,Taking care of aging parents is an inevitable part of life, and it’s not always easy. We watch the people who raised us slowly slip away, and we want to do everything in our power to give them the best… Full Story,Managing your savings is a skill developed over time. As with all things, it’s always best to start small. What exactly is saving? A savings account and the act of saving are not quite the same. Saving — the verb… Full Story
This might be the best way to process a breakup.There are definitely good and bad ways to handle a breakup. But objectively speaking, one of the best ways to work through the end of a serious relationship is to go on a baller vacation. Not all of us have the resources to do it, but celebrities sure do, so they should be taking advantage of that like Justin Theroux is right now.Theroux and Jennifer Aniston are less than a month out from their divorce going public, and Theroux is apparently getting away from it all with an impromptu trip to Paris. He was spotted walking into the Ritz Hotel there looking less than thrilled about life (understandably) and going without his wedding ring for the first time in public. If you had any doubts these two are really over, this might just put them to rest.Aniston, meanwhile, ditched her wedding ring at least a day before Theroux and was spotted without it as she left best friend Courteney Cox’s Beverly Hills home. Aniston may not be getting out of town like Theroux is, but spending time with old friends has to be good for her soul right now.Theroux and Aniston announced their split the day after Valentine’s Day in a joint statement that was heartbreaking for fans who thought Aniston had finally found the happy ending she deserved.“In an effort to reduce any further speculation, we have decided to announce our separation. This decision was mutual and lovingly made at the end of last year. We are two best friends who have decided to part ways as a couple, but look forward to continuing our cherished friendship,” the wrote.Source
Originally published Mar 25, 2008 8:24:00 AM, updated March 21 2013 into creating and improving your modern marketing a lot of money audiences. less and less effective consumed by increasingly receptive over time as people like you get better at better at blocking out these traditional forms of interruption and you turn to search engines, bloggers, and peers on social media sites to more effectively learn and shop. flattening . Second, they are all becoming sending him more traffic, and all this traffic meant that he was getting talked about in the social media sites (i.e. Digg, Reddit) sending him even more traffic. The links, the search engines, and the social media sites created positive reinforcing loops that produced a snowball rolling down a hill effect. Unlike even 5-10 years ago, if you say intelligent/creative things about your industry, those ideas are much more efficiently discovered and spread. who was writing a couple of times per week between classes and thesis work at MIT and spending zero dollars on it. The juxtaposition was amazing to me. My business partner’s (Dharmesh’s) blog was getting 5x more traffic than any of the venture backed startups I was consulting for that were spending millions on the outbound marketing programs like I described above and typically had staffs of 3-4 dedicated marketing professionals. Dharmesh’s blog articles were able to generate many links which sent traffic to his site, these links informed the search engines that his blog was important which moved him up the It turns out that to really crank up your traffic and leadflow, the key is to stop thinking about efficiently allocating your So, when your boss delivers you the bad news that he is cutting your marketing budget, but he wants you to meet the lead goals outlined prior to the budget cut, I recommend putting your head down and starting work on your inbound marketing strategy for the organization by creating more assets and improving the quality of those assets in a systematic manner. It will work better than the more expensive forms of marketing and it will cost you little to nothing to implement, other than than some creative thought poured out onto the internet. into increasingly resistant audiences and to start thinking about efficiently allocate your This is primarily my company’s mode of marketing. I’d be happy to hear from folks have comments on this approach… rankings dollars programs ” in a way that allows good ideas to rise to the surface more efficiently than ever. Before I started my current company, I was consulting for venture backed startups with large marketing budgets. While I was doing that, I was occassionally contributing to my business partner’s brainpower/creativity assets The thing about the world today is that it is ” I talk to several marketing executives per week and my favorite question to ask them is about how they are building sustainable lead generation machinery for their businesses to grow. In response, I typically receive a similar set of responses: trade shows, seminar series, telemarketing, email blasts to toward traditional outbound marketing purchased lists, “pr” (press releases), and maybe some advertising. I call these techniques “outbound marketing.” There are two things these outbound marketing programs have in common. First, they all cost of So what’s a modern marketing “asset?” Well, if you work for Ford, your assets are inventory, factories, machine tools, etc. If you are a modern marketer, your assets are web pages, links into those pages, organic ranks on keywords, and individual online reputations. Just like in a manufacturing company, you want to efficiently create more assets (i.e. web pages, blog articles) and improve the qualify of those assets (i.e. search friendly pages, links into pages, page submissions to social media sites). The improvement of these marketing assets costs virtually nothing other than creating a little steam from rubbing braincells together and it works a heck of a lot better. blog Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack
1. User generated content is a buzzword people love to throw around. The term represents all of the text, images and video people upload everyday to the web. User generated content is an amazing thing. recently hit BackType Me BackType Me This problem of too much noise has created a market for web companies to build solutions that help individuals filter information in an effort to save time. Taking time and effort to create ways to filter information online is hard work and most of us would rather be lazy. social search – Online social connections are easy to map unlike offline connections. Because of online social maps, services can recommend information that you may like, based on information shared and consumed by people in your online network. Google is trying to do this with its new and learn how to manage your company brand effectively using social media. YouTube Photo Credit: connects your Twitter account to BackType and displays relevant news stories and links that your friends are talking about so that you can easily click and read the ones of most interest to you. Marketing TakeawaysMarketers are responsible for understanding and keeping track of more information than ever before. Using tools to automate tracking of information related to your industry, company and competitors can save marketers valuable times. As inbound marketingbecomes a larger portion of your marketing mix having information at your finger tips will make it easier to create compelling blog posts, whitepapers, eBooks and webinars. LazyFeed feature. A new startup that is still in beta mode, Zite is working to do the same thing for news. Zite wants to use your online social graph to give you the news and information that you may care about the most. 3. my6sense Pandora Zite – Twitter has become a major source of news and links for many on the social web. Sometimes the balance of links and conversation is difficult to manage on Twitter. BackType, a company that is working to make blog comments more social and search able has created a useful side project. How do you filter news and information online right now? – Getting news isn’t only about the desktop. Mobile devices are a valuable way to get news on the go when we have a few extra minutes waiting in line or riding the train. With its iPhone application my6sense looks at supplying users with the information that is most important to them while they are on the go. Have you ever used on the iPhone to listen to music? Think of my6sense as Pandora for news and information. For years Google has lead the way in answering our questions online. If these new companies have their way, we won’t even need to ask questions. What does that mean for Google? 4 Tools for Lazy People to Find News Online 2. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack 24 hours of video uploaded each minute. The problem with this endlessly growing mound of information is noise. When more information exists to sort through, it makes it harder to find the stuff you actually care about. Video: How to Use Social Media to Manage Your Company Brand Online Kirainet Originally published Mar 25, 2010 8:00:00 AM, updated October 20 2016 Learn how to use social media to manage your company brand. – If looking for Twitter links isn’t enough for you, then you may want to try LazyFeed. This startup lets you select topics of interest and puts them into one dashboard. It then automatically fills each topic space with news that it believes will be of interest to you. Lazyfeed is a great option for people who want to give up control of online information gathering. 4. Topics: Content Creation Resources Download the free video
Originally published Feb 8, 2012 4:47:00 PM, updated February 28 2018 Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack What is lead scoring?Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. Job position, number of social media followers, or company size may be information valuable to your business about a lead.The good news about inbound marketing is that it can help you attract high volumes of leads . The challenge then becomes, how do you separate the good, quality leads from the people who are just starting to look around? That’s where lead management , and specifically, lead scoring comes in. With lead scoring, you can attach values to each of your leads based on their professional information and the behavior they’ve exhibited on your website.Get HubSpot’s free CRM software here for the tools you need to align marketing and sales.For example, you would likely rank a vice president-level lead who has spent time on both your products and pricing page higher than an intern- or coordinator-level lead with the same behavior. You might also rank one VP over another if the first VP has demonstrated a higher level of engagement on your site.Each of these scores go into a profile of your lead to help you determine when they’re ready to talk with a sales person. The more time quality leads spend with your content and the better informed they become, the more likely they’ll be interested in hearing from your sales team. Lead scoring takes thought, knowledge of your business operations, and lead management software to set up, but once it’s set, it shouldn’t take much day-to-day management. If you’re considering setting up a lead scoring program, here’s what you need to know to get started and set up a scoring system that benefits your business.What is Lead Scoring?Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. Job position, number of social media followers, or company size may be information valuable to your business about a lead. Decide if Your Business Needs Lead Scoring First and foremost, you need to evaluate whether your business is one that would actually benefit from a lead scoring system. The fact is, it’s not a must-have for every business, and in many cases, scoring leads can actually be a waste of your time . According to MarketingSherpa’s B2B Benchmarking Report , while many are thinking about lead scoring for their business, only 21% of B2B marketers have actually established a lead scoring program. To evaluate whether lead scoring is right for your business , ask yourself the following questions: Is my sales team getting fed with enough leads? If your sales team doesn’t even have enough leads to begin with, lead scoring is hardly necessary. Instead, your marketing team should be focusing on generating more leads . Does my sales team even call the leads I do send them? Furthermore, do they always complain about bad leads? Lead scoring would probably solve these problems, right? Maybe not. What’s more likely in this situation is that you have a sales/marketing alignment issue on your hands. If your business doesn’t have a service level agreement (SLA) in place between your sales and marketing teams to clarify how many leads marketing must deliver to sales and how many sales must follow up with, sit down together and create one before you even think about lead scoring. Do I have enough data to implement lead scoring? In order to implement a lead scoring system, you need to have two types of data in place: demographic information captured by conversion forms , and lead intelligence , or behavioral data based on how a lead interacts with your website. Are you collecting the wrong information from your lead gen forms, or failing to track how leads interact with your site using an analytics and lead management platform ? Then you don’t have the right data to start lead scoring.If you can answer “yes” to all three of these questions, then there’s a good chance your business could benefit from lead scoring, and you should read on. Identify What Criteria Makes for a Marketing Qualified Lead The first thing you’ll need to do to set up a lead scoring system is to decide, with your sales organization, which criteria makes for a marketing qualified lead. A marketing qualified lead (or what we geeky marketers like to call an MQL), is a lead who is more likely to become a customer compared to other leads based on their demographic information and their activity on your site before they become a customer. By identifying the individual characteristics that make for an MQL, you can assign point values to each of these qualifications to form the basis of your lead scoring system.Sit down with your sales managers to determine which demographics, activities, and behaviors make for a marketing qualified lead.First, discuss which demographics are more likely to buy than others. Are they VP-level executives from certain industries? Do they typically represent small or large businesses? This is the information you’ll be gathering from your conversion/lead-capture forms. Here’s what you should consider, as well as any other criteria that may be important to your business. Qualifications From a Lead-Capture Form: Role/Job TitleCompany Size/Number of EmployeesCompany Type/Industry Next, look at behaviors that indicate a lead’s type of interest. Here, you’ll need to use your lead intelligence data to conduct some analysis with closed-loop analytics to identify the close rates of each of the conversion events you offer on your website. Next, compare the close rates with one another. You’ll want to identify which conversion events had the highest close rates as well as which activities led to those conversion events. (Note: This blog post can help you with this analysis.) Here’s a sampling of the different criteria you should evaluate. Topics: Lead Nurturing Types of Interest: Requested a demo or specific informationViewed a certain type of product pageTop-of-the funnel interests (e.g. content downloads like ebooks and webinars) vs. more qualified middle-of-the-funnel interests (e.g. product content like pricing pages or a free trial)The last thing to consider is the activity level of a lead before he/she becomes a customer. How much, at what frequency, and within what span of time does an MQL typically engage with your website before converting into a customer? For example, you’ll want to consider… Activity Level: Number of Web Pages ViewedNumber of Forms Completed (Content Downloaded or Inquiries Made)The Typical Sales Cycle (How long before a lead will never buy?) Set and Assign Point Values Now that you’ve identified and, with your sales organization, agreed on which criteria make for a marketing qualified lead, you can come up with a points system and start assigning point values to each criterion. You can set any point value you’d like, but typically, you’ll want to stick to a 0 to 100 scale and weigh the points in relation to how telling they are about a lead’s readiness to talk to a sales rep — and buy.Let’s say, for example, your ideal lead is a decision maker at a mid- to large- sized company (500 to 1,500 employees). And maybe in the past, you’ve found that before buying, leads have typically visited at least five pages of your website, viewed the pricing page, and downloaded some top-of-the-funnel content. In other words, they’ve done enough research to talk through a decision. Depending on what you’ve discovered through your MQL analysis, you would weigh each of these qualifications or activities more heavily than others.A company with 800 employees might get ten points, whereas a company with 20 would get one, and a lead that lists “student” might get negative points. Same goes for someone who has downloaded multiple ebooks vs. none. All of a lead’s points get added up to determine their individual lead score. Determine What Score Makes a Lead Sales-Ready Remember, the point of lead scoring is two-fold:To avoid harassing leads with contact from Sales before they’re ready to buy and to identify leads who need to be touched with more lead nurturing firstTo maximize the efficiency of your sales team so they can easily identify and work only the leads who are sales-readyOnce you’ve set point values for each of the lead qualification categories listed above, decide at which point a total score would validate sending a lead to your sales team for a conversation. It helps to look at past lead activity when determining this figure, so you know what has historically led to sales conversions.It’s important to remember that, because a lead’s activity can change from day to day, a lead’s individual score will also change over time. For this reason, lead scoring isn’t something easily done manually. As mentioned above, you’ll need lead management software that enables you to set your lead scoring criteria and auto-score and re-score your leads in real time. For HubSpot customers, the Lead Management Tool and the Lead Grader App makes this a snap. And depending on your CRM, you could then set up alerts based on your custom lead score to notify your sales team when leads have reached that critical score that makes them sales-ready. Has your business implemented a lead scoring system? How has it improved your marketing and sales processes? Image Credit: Julie Rybarczyk
Content Creation Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack The world of personalized media continues to take shape around us.Google, Bing, and other search engines tailor results to reflect our social influences, our past interests, and even the devices we’re on. Facebook prioritizes newsfeed content based on our past engagement. The Huffington Post, The New York Times, and other major media channels all provide recommended content for users. And a recent eConsultancy study found that 52% of digital marketers agree that “the ability to personalize content is fundamental to their online strategy.”This evolution begs the question: How does all of this personalization change our experience as consumers and our strategies as marketers?Some welcome a more personalized web in which irrelevant noise begins to fall away from our line of sight. Others worry that personalization will lead to a narrower perspective and trap content consumers in a limited “filter bubble.”Benefit or limit, the personalization of the web makes for a fascinating discussion in which marketers and content consumers alike should engage.Let’s begin with the concerns.What is a filter bubble?Activist and author Eli Pariser popularized the concept of the filter bubble in 2011, with the release of his book The Filter Bubble: What the Internet Is Hiding from You and corresponding TED Talk. A filter bubble, as defined by Pariser, is the uniquely tailored universe of information that individuals see online due to personalized search results.In recent years, because of algorithm changes and more readily available social information, search results on Google and other search engines have been increasingly influenced by individual searchers’ social networks and past content affinities.This social influence on search results can be effective at predicting what content you’ll find most relevant or interesting. However, it can also restrict the diversity of content within easy reach and arguably limit the information needed to make well-rounded decisions.In other words, by its very nature, the act of personalizing necessarily promotes some content while excluding other content from view.Pariser found himself shielded from certain types of content.Pariser, for example, first discovered the filter bubble when he realized content from his politically conservative friends was appearing less frequently in his Facebook news feed. He argues that this kind of tailored internet can lead to a dangerously narrow view of the world.”When personalization affects not just what you buy but how you think, different issues arise,” explained Pariser in a New York Times editorial. “Democracy depends on the citizen’s ability to engage with multiple viewpoint; the internet limits such engagement when it offers up only information that reflects your already established point of view. While it’s sometimes convenient to see only what you want to see, it’s critical at other times that you see things that you don’t.”While Pariser’s early work focused on search engines and tailored news feeds, technology over the past two years has developed far enough to enable more advanced personalization within individual business websites, including the HubSpot Content Optimization System.The filter bubble Pariser is concerned about predominately relates to searches that shape our worldview or political decisions. However, it does raise interesting questions about the best way to use personalization for inbound marketing and our content strategies.Are you reading to expand or reading for efficiency?Before diving into our marketing strategies, let’s examine this as content consumers — because the filter bubble affects us in both ways.As content creators, we are, by nature, also scholars. We research. We read. We have a steady stream of carefully calibrated RSS feeds pointed in our direction at any given moment. And we do so because, to create useful content, you have to be consistently expanding your knowledge and making connections among new points of information.We are also, however, absurdly busy. We need to move through information quickly, digest it, weigh its value, and move to next steps.This is where personalization comes in handy.Personalized searches and content help to strip out irrelevant material and get to the heart of a question more quickly. If you are mid-blog and looking for something specific to support your point, for instance, getting to the most notable and well-known content on that topic quickly is of serious import. That’s a very different use case than when you’re searching or reading to learn.So, whenever you are consuming content, there’s a moment when you should be very intentional and ask yourself: Am I reading to expand my knowledge or reading for efficiency?There is a time and a place for both. Ideally, you should be doing both every day. If you have a sense of what you want and need to get to the heart of it very quickly, tailored searches and personalized content make all the sense in the world. If you are trying to learn about a new topic or expand your perspective, you ought to take the time to clear your cookies, use an incognito browser, or ask questions in circles outside of your own.Provide personalization that aids rather than inhibits.As content creators, we have a role to play in this too. When you use personalization in marketing, think about the experience you’re creating for the viewer or reader. Are you using personalization for the sake of it? Or, are you benefiting the end-recipient in some way? Are you blocking them unnecessarily or helping them find what they need more quickly?Make sure personalization is useful and not gimmicky.In August, we introduced the newest version of our inbound marketing platform. We were excited about it and wanted to give it the featured spot on our homepage. But we knew that the message for existing customers learning about the new platform would have to be very different from the standard marketing message for the larger world.Existing customers wouldn’t want a demo or a trial of the platform. They’d want to know things like when they can start to use it or whether it would cost them any more (the answer to that is no). We created the personalized homepage below to give our customers information specific to their unique needs and questions. Instead of directing them to a conversion page, we used smart CTAs to direct them to an internal resource center where they could learn more about their specific accounts.While we did do things like use personalization tokens to include their name in the homepage copy, we made sure that the content reflected where they are in the customer life cycle.A recent survey by Janrain & Harris Interactive found that nearly three-fourths (74%) of online consumers are frustrated with websites when content (e.g. offers, ads, promotions) appears that has nothing to do with their interests. When done with the end-user in mind, personalization on-site can help to alleviate some of this tension and get people to the content that speaks to their needs.If you’re providing personalized content suggestions, alert the viewer to it.Much of Pariser’s concern with the filter bubble is that this narrowing of results was happening without users’ knowledge or awareness. This is particularly pertinent when you’re making content recommendations and prioritizing some articles or pieces of content over others.Amazon is the paramount example when it comes to personalized content. They were one of the earliest examples. When it comes to informing viewers as to why and how they are personalizing content, they are one of the most adept.Here’s a look into my personal Amazon recommendations.Amazon does a nice job of showing that this section is personalized content. They separate it out from the rest of the page and allow the viewer to click to see what triggered the recommendation. When I do so, they show me the previous purchase that led to this recommendation and allow me to opt to not include that purchase as a trigger for future recommendations.I’m in love with this type of feature, and, according to Janrain’s 2013 study, I’m not the only one:57% of online consumers are comfortable providing personal information on a website as long as it’s for their benefit and being used in responsible ways.77% would trust businesses more if they explained how they’re using personal information to improve their online experience.Allowing customer control and helping them understand when and how personalization is being used can create a better consumer experience and increase the overall accuracy and effectiveness of your personalization strategy.The filter bubble debate is one that asks us to mark our space between two extremes: an online world determined exclusively by algorithmic personalization and one in which we have to dig through endless noise just to find the signal. The best way forward, as usual, will be found in the grey areas.Personalization in marketing and content creation requires skill, nuance, and good intention. Moving forward, we’ll need talented marketers to unearth best practices. The marketers, engineers, and content creators of today will, together, need to build a framework for personalization that creates a better, more human experience for all.What do you think? Is increasing personalization of search results, news feeds and other forms of online content good or bad for marketers and consumers?Image credit: Ali T Topics: Originally published Sep 24, 2013 11:00:00 AM, updated February 01 2017
Middle school book reports will never be the same.Yesterday, Microsoft announced they’re getting rid of Clip Art in favor of Bing image search. Apparently, nobody used Clip Art — not even hipsters being ironic — so it was time to say goodbye.Gizmodo’s Mario Aguilar put it best: “Farewell Clip Art. We didn’t know we missed you until you were gone.” As a hat tip to a youth spent trolling the Clip Art image library for just the right image to adorn the upper left-and right-hand corners of my student council nomination flyers, I’ve compiled some of my favorite ClipArt images, with their accompanying search terms.Microsoft Clip Art: Bidding Adieu to the Best of the BestBusinesses, BusinesswomanBusinesses, Businessmen, ConceptsNumbers of different shapes and sizes, representing mathConstructionDental care, Dental hygieneAnimals, Easter, Easter bunniesThanksgiving illustration of pilgrim family with a turkeyAstronomy, Earth, GalaxiesAppliances, Bread, FoodBalloons, Celebrations, Hats(I think I remember this from several birthday party invitations.)Computers, Computing, DiskettesThree colored balloons and three colored presentsEye care, Eye exams, MalesBlueprints, Building plansFlying party streamers and confettiBusinesses, ComputersCybart, C-clampsNew Year’s celebration with champagne, Balloons and confettiAutumn, Cornucopias, Food Board meetings, BusinessesForklifts, Heavy machineryBusinesses, BusinessmenA Christmas tree with wrapped presentsCarnivals, CelebrationsSmiling sun illustrationEven if we can’t get Clip Art from Microsoft, we can still use these 25. Which will you miss most? Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Images Topics: Originally published Dec 3, 2014 11:43:00 AM, updated February 01 2017
Topics: This post originally appeared on HubSpot’s Sales Blog. To read more content like this, subscribe to Sales.Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, people can gather as much information about a product as a salesperson has.As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust. And without credibility and trust, a salesperson will likely lose the interest of their potential buyer … or worse, never really gain their interest. So what should salespeople do? Simple: Invest in listening. Trouble is, listening can be very difficult. Too often, salespeople are waiting for their turn to talk or thinking about what to say next, instead of truly listening to the person on the other end.To eliminate this habit, I’ve taught the reps who have reported to me over the years a very specific skill: active listening . What is Active Listening?Active listening isn’t only applicable to sales, nor is it a new thing. Dr. Carl Rogers, one of the founding fathers of psychotherapy research, originated the concept of “reflective listening” in the 1940s. In the following years, Richard Farson, a student of his, renamed it “active listening.”Another student of Rogers, Dr. Thomas Gordon, a three-time Nobel Peace Prize Nominee, is largely responsible for popularizing the strategy. Gordon’s company, Gordon Training International, has taught thousands of people to build more effective relationships through active listening, among other skills. While I haven’t received instruction directly from Gordon Training, I’ve stuck pretty close to their definition of the concept. To make it simple, I teach active listening as a four-step process:Truly listen to the prospect. Feed back the content and feeling of the prospect’s words. Confirm you heard the prospect correctly. Ask a relevant follow up question to further clarify your understanding of their situation.1) Truly listen to the prospect.Sales reps are often too busy talking to listen. Even if they are tuned in, they’re often just listening for a specific word or challenge that tips them off as to whether the prospect needs their product. Salespeople who do this are not much different than a dog waiting for a command. (Yes, I might have just called you a dog.) When salespeople do this, prospects can sense it, and they come to the conclusion that the rep simply wants to sell them something regardless of whether they need it or not. It’s a downward spiral that usually leads to nowhere.But the best salespeople listen differently. They forget about the script (and maybe even their own agenda), and really listen to the words and feelings that a prospect is conveying in their language, tone of voice, facial expressions, and body language. By observing auditory, visual, and physical clues as well as the prospect’s words, a salesperson can truly begin to understand the plight of their prospect and put themselves in the buyer’s shoes.And this type of listening can make a huge difference by encouraging prospects to open up more, and fostering trust and commitment. So when you’re on the phone or in a meeting with a prospect, ignore the distractions around you, throw out the script, stop worrying about what you’re going to say next, and really pay attention. 2) Feed back what you just heard back to the prospect.After a prospect makes a statement that reveals something important about their challenges or what they’re looking for, feed it back to them so they can hear it from you. Your goal with this step is to feed back your understanding; that is to say, your best guess at what’s going on with the other person. Sometimes, this can be done non-verbally, as in an episode of The Office. But without the benefit of face-to-face presence, inside sales reps must do this verbally.I usually show salespeople how to use one of the three approaches described below:Repeat what you heard verbatim. This is the easiest route, because the prospect will hear exactly what they just said and can either confirm their meaning or clarify their statement. But be careful not to overuse this approach with a prospect as they might start to doubt your understanding. (Parrots don’t actually understand, right?)Paraphrase what you heard. This is a better approach than simple repetition of what they said. By paraphrasing, you can condense what they said into something more concise. When you do this, your prospect knows you listened because you internalized their speech enough to summarize what they said. However, avoid oversimplifying and leaving out important details — this might shake the buyer’s confidence in you. Put what you just heard into your own words. This is the best tactic of all. By putting what you just heard into your words, you’re showing your prospect that you have a framework for understanding situations like theirs and can empathize with their struggle. Just be careful not to drift too far from their language. Use unfamiliar vocabulary or terms sparingly, and make sure to explain them when you do. By feeding back what you just heard, you’ll make an immediate impression on your prospect. Since most people are not great listeners by nature, your prospect will be appreciative of your ability to listen effectively and summarize. Convincing your prospect that they’ve been heard and understood is the most important outcome of this step in the process. But, don’t leave that to chance …3) Confirm that you’ve heard them correctly.This critical step is often overlooked. After you’ve paraphrased what your prospect has said, simply ask “Did I communicate that effectively?” or “Do you believe I understand what you have shared with me?” If the prospect says “no” you now have an opportunity to clarify your understanding by asking “Could you clarify for me what I might have missed or got wrong?” Notice how those questions create an opening for them to give you honest feedback. In contrast, I don’t recommend saying “Does that make sense?” or “Could you explain that better?” or any other question that puts the blame on the prospect for not communicating effectively. Michelle Adams, VP of Gordon Training says, “When you nail it, you know it and the other person tells you that you did by saying things like: ‘Yes! That’s it!’ or ‘Exactly, you’ve nailed it.’ Or they will begin nodding their head emphatically. If you miss on your active listening , they will tell you that too with: ‘Well, no, it’s not that. It’s more like this … ’ or they will look at you like you’re nuts.” The following video from Gordon Training shows this step in action.Once you get good at this part of the process, you’ll be able to create a confirmation bias in your prospect’s mind. Studies have found that we like to surround ourselves with people who think like we do. By repeating what this person has said and then confirming that you’re on the same page, the confirmation bias starts to form, and trust begins to develop.4) Ask a relevant follow up question.After you feed back what you’ve heard and confirm that you understand the prospect, your next step is to ask a relevant follow up question. Resist the temptation to ask closed-ended questions that might make the prospect think that you’re only interested in making the sale. Instead, I recommend asking an open-ended question that encourages your prospect to share more about their goals, challenges, and current plans. As Saul McLeod points out, open-ended questions allow the person to express what they think in their own words. If you ask the right question, prospects might come to the right conclusions themselves, solving their own problem, or at least starting to believe that a solution exists to help solve their problems. They might even conclude that your solution is the right one. In addition, by getting your prospect to continue thinking critically about their situation (out loud), you stand a better chance of to uncovering the compelling reasons your prospect will (or won’t) buy from you.Given that HubSpot sells a complex product and methodology that most companies might not know they need (especially in the early days), I added this fourth step to my active listening process. As we tried to convince marketers that they needed to adopt a new way of marketing, I found it valuable to dig deeper into a prospect’s needs with relevant follow up questions, using our qualification framework as a guide.Examples of active listeningWhile not sales-related, a great example of active listening comes from one of my favorite shows: Everybody Loves Raymond. Curious to see and hear what active listening looks like in action? Check out these two clips: Originally published Dec 26, 2015 8:00:00 AM, updated October 29 2019 5 Uses For Active ListeningHere are a few scenarios in which active listening is particularly useful, and how to apply it in these circumstances.1) Addressing resistance in the beginning of a call.I advise salespeople to use active listening early in the sales process to communicate to prospects that they’re there to really listen and help them — not just sell them something. Here’s what a very early conversation might sound like. Prospect: I don’t really need help with X.Salesperson: So, you’re feeling okay with X and aren’t looking for any help with it. Can you say more about that?Prospect: Well … I don’t have a lot of time.Salesperson: Seems like I caught you in the middle of something and your time is short.Prospect: Yeah, but I guess I have a few minutes.Salesperson: Okay. I often hear one of a few things in situations like yours: A, B, and sometimes C. If any of those are relevant, I have some ideas I could share with you that you might find valuable. Maybe we could talk for a few minutes now and schedule another meeting when you have more time? Too often, salespeople rush to spit out another question or pitch their value. By repeating back what a prospect expressed (both words and feelings) and asking for clarification, you show that you’re actively listening to them. This clears the way to begin asking questions or positioning value.2) Identifying compelling reasons for change.Perhaps the best time to use active listening is when a prospect shares emotion about a challenge they’re having.Here’s an example: Prospect: I’m very frustrated that we didn’t achieve our goal of A this year. I thought about it all last month. This really set us back. Worse, I’m just stuck on what to do next year. [Step 1: Listening]Salesperson: Hmmm. I see. I can see how that would be frustrating. [Step 2: Feed back]Prospect. Yeah.Salesperson: So, it sounds like it’s really important to you that you achieve goal A this year. It really set you back when you didn’t achieve it this year and you’re at a loss on what to do differently next year. [Step 2: Feed back] Did I get that right? [Step 3: Confirm understanding]Prospect: Yes. Exactly right.Salesperson: Well, what are you considering doing next year? [Step 4: Ask relevant follow up question]Prospect: Well, we’ve consider implementing plan B. But, I’m just not sure it’ll work given we don’t know how to execute plan B yet. We just don’t have the right skills within our team.Salesperson: Have you considered getting some advice from someone who has implemented plan B at other companies like yours?Prospect: That seems like it’d be a good idea.3) Recapping an exploratory call.While it’s never too early to restate the goals and challenges that a prospect has shared with you, empathize, confirm your understanding, and probe further, I find that the end of an exploratory conversation is a great time to showcase that you’ve heard them throughout the call. Using HubSpot’s qualification framework, I often summarize what I’ve learned from the conversation like so: Salesperson: We’re coming up on time. We can schedule more time if it makes sense. But, at this point, I suggest we review what we’ve discussed today.Prospect: That’d be great.Salesperson: As I understand it, your current goal is A. In order to achieve your goal, you implemented plan B — a plan that didn’t work this year despite your best efforts. You anticipate that challenge C may, once again, get in the way of implementing plan B and achieving goal A within timeline D and budget E.Prospect: That’s exactly right. Impressive recap, actually.Salesperson: We also discussed how plan F — a component of our solution — might be able to help you overcome challenge C.Prospect: Well … I’m not sure I completely understand plan F.Salesperson: Okay. We went through some of the aspects of plan F, but I agree that we haven’t fully covered it. In our next call, would you like to go into more depth on plan F, really sketch it out, and make sure that we’re in full agreement that it’ll help you achieve goal A?Prospect: That sounds great. Thank you for your help so far.Salesperson: You’re welcome. When would you like to schedule our next call?4) Addressing objections.The best way to avoid an objection is to anticipate and address it proactively. Effective application of active listening can help you do just that.Nonetheless, it’s rare that you can anticipate and address every objection before closing time. Not to worry — active listening shines here too. Here’s an example. Prospect: I’m really concerned about plan F. I worry it won’t work well for our team.Salesperson: Got it. We certainly don’t want to get you started if you’re not clear on how you’re going to be successful with the plan. [Step 2: Feed back] Are there specific things about plan F that you don’t think will work? [Step 4: Relevant follow up question]Prospect: Yes. Mostly, I’m just not sure we have the right people to implement G.Salesperson: Okay. We talked about Mary potentially doing G, but you’re concerned that won’t work? [Step 2: Feed back]Prospect: Right.Salesperson: Is there anyone else on your current team that you think can do G? Or do you think that we could carve out time for Mary so that she can learn how to do G? [Step 4: Ask relevant follow up question]Prospect: I think it’s possible to teach Mary, but is there a way that you could just do G for us in the meantime?Salesperson: That’s outside of the scope we defined for our work, but let’s revisit. We’ve certainly done that for other clients and can jump in until you’ve identified an internal person to handle it for you.5) Closing business.Dave Kurlan invented my favorite closing technique: “The Inoffensive Close.” If you’ve done everything correctly during your sales process, closing should be something that just happens. if you need a little nudge, the Inoffensive Close is the simplest way to ask for the business. As Dave describes in his book Baseline Selling, there are three questions involved in the Inoffensive Close:Do you believe I understand your issues, your problems, and your concerns?Do you believe I/we have the expertise to solve your problem effectively?Would you like my/our help?As you can see, listening during the sales process as well as confirming understanding are necessary steps if you want to use this closing approach. But even when you’ve run a great sales process, prospects don’t always answer with an emphatic “yes” after each of these questions. That’s when active listening can be very handy, once again. Prospect: I’m not quite positive that you have the right expertise. I’m concerned that you’re not the best provider for a company like ours.Salesperson: Okay. Let me make sure I understand. You’re concerned we wouldn’t be the best provider. [Step 2: Feed back] Is there a competitor of ours that you think might have more experience in your industry? [Step 4: Relevant follow up question]Prospect: Well, not so much in the industry, but they’ve had more experience with cultures like ours. At least, that’s my opinion.Salesperson: So it’s more about the culture of your organization as opposed to your industry? [Step 3: Confirm understanding]Prospect: Yes. Exactly.Salesperson: But it sounds like the rest of the team might disagree with you a bit? [Step 4: Relevant follow up question]Prospect: A bit would be an understatement. Some of my colleagues speak very highly of the work you’ve already done for us.Salesperson: I see. So, it sounds like my company has some mega fans amongst your team. And we certainly have done a lot to help them over the years. But you think that our competitor is better suited to help you, given the culture of your organization. Would it help if I could demonstrate to you what we’ve done for other companies with similar cultures to yours?Prospect: Yes. I think that would make the decision a lot easier.Salesperson: If I can do that effectively, would you hire us to help you instead of the other firm? Prospect: Yes. As you can see from these examples, active listening is a skill that can be used in almost any stage of the sales process, from the first interaction all the way to closing the deal.Practicing Active ListeningWhile active listening is a relatively simple skill to understand, it is difficult to master. The good news is that as with any skill, excellence comes with practice. The nice thing about active listening is that you’ll know it when you’ve learned to do it effectively. Your prospects will tell you if you’re on the right track. But I find that new salespeople need a safe environment where they can practice active listening . With this in mind, I asked a few HubSpot sales managers to share some tips for coaching active listening . Here are a few from Greg Brown, a top sales performer turned sales manager: If you feel yourself tuning out in the middle of a conversation or thinking about your next question or statement, do something to get out of your own head. Tap the desk or snap a rubber band on your wrist. Turn off all distractions including cell phones, extra tabs in your browser, your email and chat clients. If you find yourself wanting to ask a question or make a statement, write it down so you can ask it later. This will free you up so you can listen to what the prospect is saying.Jen Cooley, a HubSpot sales manager, plays a fun game with her new salespeople in order to teach them how to use this four-step active listening process. It’s had an impressive impact on her team: Of the four steps to active listening , I find that #2 and #3 are fairly easy but #1 and #4 are more difficult to teach.One of my favorite exercises to run is a “hot potato” game. I describe a real sales scenario and we do a role play. I start the role play by making a statement and then tossing the potato (or any object that I have handy) to someone in the room. When you get the potato, you have to keep the conversation going by feeding back and asking a relevant follow up question. After completing these steps, the rep then tosses the potato to another salesperson. We repeat this until we have the prospect’s complete story.Usually, different people in the room hear different details because they’re listening more effectively. As the story unfolds and those details become critical to understand, the rest see the importance of step #1. They also learn different ways to ask relevant follow up questions, helping them improve at step #4.As a result of these group exercises, I’ve seen some significant changes in individual performance. It dramatically improves reps’ ability to qualify effectively and tailor our services to the individual prospect’s needs.Sales call film review provides another great opportunity to teach active listening . Dan Macadam, another HubSpot sales manager, does this frequently with his team. Here’s how he describes its impact: When we review calls, I often hear my reps completely misunderstanding a prospect’s questions or statements. They end up taking the conversation in a direction that loses the prospect’s interest.When I hear this, I rewind back to the part where they misheard something important. Then, I’ll ask the rep to repeat back to me what the prospect said. We’ll talk about why this phrase was important and how the conversation might have went differently had they practiced active listening .As a result of this process, we’ve uncovered missed opportunities a number of times, enabling the rep to to get the opportunity back on track on the next call. I’ve even had salespeople call prospects right away, apologize, explain that they think they missed something important, and then have the dialog they should have had. We’ve won quite a few deals this way. And just as importantly, I’m teaching my salespeople how to use active listening in their future sales calls.In a world where buyers don’t rely on salespeople for information, salespeople need to establish expertise and build trust quickly and with every interaction. The mutual understanding that active listening enables is one of the best ways to earn and keep that trust throughout the sales process. If you begin employing active listening in your interactions and your sales increase as a result, share your story in the comments. In the meanwhile, if you need more encouragement before you start employing active listening in your sales calls, maybe Abbott and Costello can provide it to you. They gifted us with not only one of the most memorable comedy skits of all time, but probably the worst attempt at active listening ever: With active listening, reps can start more conversations, uncover challenges and goals, handle objections, and close more effectively. When in doubt, close your mouth and open your ears.Thank you to Michelle Adams, Mike Renahan, and Emma Snider for their contributions to this post. Active Listening Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack
Former Spain manager Vicente del Bosque has said he would not have brought Neymar back to La Liga had he been coach of Barcelona or Real Madrid, even though he recognises the Brazilian’s outstanding qualities as a player.Barcelona held several meetings with Paris St Germain to bring the Brazilian back to the Camp Nou two years after he walked out on them to join the French side for a world record fee of 222 million euros (about $245 million).But the two clubs failed to strike a deal before the transfer window closed on Sept. 2, with PSG’s sporting director Leonardo claiming that the Spanish champions had failed to meet his side’s asking price.Leonardo also acknowledged that his club had spoken to Real Madrid about the forward.Neymar has scored 51 goals for PSG but both of his seasons in France have been marred by serious injuries at key stages in the campaign.He also had an on-field dispute with team mate Edinson Cavani over penalty taking duties.”I think it would have been good for the Spanish league if he had come back but if I was a coach of a club I wouldn’t have brought him back,” Del Bosque told Spanish television network Estudio Estadio.”Whilst I’ll say he is a brilliant player, I don’t think very highly of him for other reasons.”Del Bosque, who won the 2010 World Cup and Euro 2012 as Spain coach plus two Champions League titles as coach of Real, also criticised Neymar for the manner in which he left Barcelona in 2017.advertisement”With Barcelona he did not behave well, in fact he behaved badly, very badly,” he added.”If you surveyed Barcelona fans I’m sure that more than half of them wouldn’t want him back. There’s a reason for that.”Also Read | Neymar looks set to stay at PSG as transfer window nears endAlso Read | Barcelona’s Neymar offer has not met our demands: PSG sporting director LeonardoAlso See
Playing with a new doubles partner in tennis can get confusing sometimes specially when one is giving finger instructions to the other on which side to move on the court as it happened with Rafael Nadal and Stefanos Tsitsipas during their Laver Cup match on Saturday.Nadal is not used to playing doubles tennis and was completely unaware of what Tsitsipas meant with his finger instructions behind his back during their match against Nick Kyrgios and Jack Sock.The player at the net usually gives instructions with his/her fingers, behind their backs, on which side to move on court or which side to serve. Tsitsipas did the same but Nadal was clueless with what he saw.So during the break in the second set when they were leading 4-1, after losing the first 4-6, Nadal decided to tell Tsitsipas about his instructions and how he needs to be clearer with them.Roger Federer, who was assisting the players courtside, couldn’t control his laughter as Nadal explained his problem to Tsitsipas.”We need to be more clear with the fingers,” Nadal told Tsitsipas and burst out laughing himself.Nadal and Tsitsipas were eventually beaten 4-6, 6-3, 6-10 by Nick Kyrgios and Jack Sock in the final match of the day as Team World narrowed Europe’s lead to 7-5.advertisementCoaching each other courtside, Roger Federer and Rafael Nadal won their singles matches Saturday to help Team Europe retain its lead.Federer got his great rival’s input at his shoulder before rallying late and raising his game in the decisive super-tiebreaker to beat Nick Kyrgios 6-7 (5), 7-5, 10-7 in the afternoon session.Nadal then got the favor back from Federer during a 6-3, 7-6 (1) win over Milos Raonic that opened the evening session.John Isner began Saturday’s play with a win for Team World, 6-7 (2), 6-4, 10-1 over Alexander Zverev.The third edition of the annual Laver Cup is decided Sunday by a doubles match, then three more singles – each worth three points with 13 needed for overall victory.Also Read | Spin, slice… you know, like in the old days: Roger Federer advises Rafael NadalAlso Read | Laver Cup: Nadal, Federer help Team Europe maintain lead over Team WorldAlso Read | Roger Federer beats Nick Kyrgios to keep Europe ahead in Laver Cup
Former India cricketer Sachin Tendulkar on Tuesday congratulated Sourav Ganguly as he is all set to become Board of Control for Cricket in India (BCCI) president.”Congrats on being elected the @BCCI President, Dadi. I am sure you will continue to serve Indian Cricket like you always have! Best wishes to the new team that will take charge,” Tendulkar tweeted.Ganguly (Cricket Association of Bengal) has filed his nomination for the post of BCCI president while Gujarat Cricket Association’s Jay Shah, son of Home Minister Amit Shah, has filed nomination for the post of secretary, as revealed by BCCI Electoral Officer N Gopalaswami.Congrats on being elected the @BCCI President, Dadi.I am sure you will continue to serve Indian Cricket like you always have!Best wishes to the new team that will take charge. pic.twitter.com/ucGnOi0DRCSachin Tendulkar (@sachin_rt) October 15, 2019For the post of vice-president, Mahim Verma (Cricket Association of Uttarakhand) has put forward his name, while for the post of Joint-Secretary Jayesh George (Kerela Cricket Association) has filed nomination.Himachal Pradesh Cricket Association’s Arun Singh Dhumal, brother of central minister Anurag Thakur, has filed nomination for the post of Treasurer.Prabhtej Singh Bhatia (Chhattisgarh State Cricket Sangh) has put forward his name for the post of Councillor while Brijesh Parsuram Patel (Karnataka State Cricket Association) and M. Khairul Jamal Maujmdar (Cricket Association of Mizoram) have filed nomination for the post of Governing Council Member.The BCCI elections are scheduled to be held on October 23 but with Ganguly being the only candidate to file his nomination for the top post of Indian cricket, he is set to be elected unopposed.advertisementEarlier in the day, BCCI Electoral Officer N Gopalaswami has validated the application for various post after scrutinising the nominees’ applications.Any application can be withdrawn between 11:00 am and 3:00 pm on October 16. The electoral officer will declare the list of contesting candidates by 5:00 pm on October 16.Also Read | Sachin Tendulkar, Brian Lara to play Road Safety World Series T20 tournament in IndiaAlso Read | Sourav Ganguly’s nomination for BCCI president validated by electoral officer
We’ve gone over how terrific those last few drives against Kansas State were for the Cowboys last Saturday. In fact, you’re probably sick of how much we’ve gone over that.One more thing, though.QB2 made a note of pumping QB1 to the Oklahoman after last week’s game.“That’s just who he is,” J.W. Walsh said about Mason Rudolph. “He embraces that moment.”AdChoices广告It reminded of something I tweeted during the PGA Championship about Jordan Spieth when Spieth was in the midst of a back-nine 30 on Saturday to get within striking distance of Jason Day.As I sat there watching him summons a nine-hole score he had to have to have a shot, I thought, “this is who he is … this is what he does.”Same thing with Rudolph. Some people just have it. He’s talented, yes, but he’s got that thing that more talented guys would give up many attributes for. You can see it. His teammates can taste it.As for Walsh, he’s become as integral a part of OSU’s offense as starter not named Rudolph. OSU was egregious in TD percentage inside the red zone last season (50 percent — 109th in the nation). They still aren’t great (58 percent — 77th) but because of Walsh, they’ve become better. And they have a go to offense inside the five yard line.Mike Gundy spoke on that on Monday.“I want him to do more. There’s a bigger package for him. I wish he could be in there more because he deserves to be in there…I want to let him do more but I don’t want to disrupt the flow Mason has with the game.” While you’re here, we’d like you to consider subscribing to Pistols Firing and becoming a PFB+ member. It’s a big ask from us to you, but it also comes with a load of benefits like ad-free browsing (ads stink!), access to our premium room in The Chamber and monthly giveaways.The other thing it does is help stabilize our business into the future. As it turns out, sending folks on the road to cover games and provide 24/7 Pokes coverage like the excellent article you just read costs money. Because of our subscribers, we’ve been able to improve our work and provide the best OSU news and community anywhere online. Help us keep that up.
FEI is Brian Fremeau’s rating system. Here’s a brief description:The Fremeau Efficiency Index (FEI) considers each of the nearly 20,000 possessions every season in major college football. All drives are filtered to eliminate first-half clock-kills and end-of-game garbage drives and scores. A scoring rate analysis of the remaining possessions then determines the baseline possession efficiency expectations against which each team is measured. A team is rewarded for playing well against good teams, win or lose, and is punished more severely for playing poorly against bad teams than it is rewarded for playing well against bad teams.I simply averaged his unit rankings for offense and defense over the last 4 seasons to come up with a 4-year program ranking on both side of the ball. Let’s start with offense.AdChoices广告OSU comes in at No. 21 – not bad, especially considering how bad last year’s offense was. If you take away last year, our average would be ranked No. 7, just behind Oklahoma. Still, look at how efficient the offenses in the Big 12 are. OSU at No. 21 is behind No. 2 Baylor, No. 6 Oklahoma, No. 10 Texas Tech, and No. 17 Kansas State.I extended the rankings down to No. 31 to pick up OSU. Not great, but I know a lot of long-time OSU fans would be happy to have a top 30ish defense on a consistent basis. The 2013 defense was elite — shame it came up one stop short of a second Big 12 Championship for OSU. The advanced stat systems never loved this OSU defense, which made me a little skeptical about them – but even I bought in pretty heavy. Then we played two great offenses.All I did here was average the four-year rankings together. No surprise that Alabama is at No. 1 – the only school with both units in the top five. OSU finishes tied for 17th nationally and 3rd in the conference behind No. 3 OU and No. 16 Baylor. You have to feel pretty good about that considering that our best team (2011) is not factored in to this ranking. Gundy has his strengths and weaknesses, but he (and Boone) have made OSU a top 25 program. While you’re here, we’d like you to consider subscribing to Pistols Firing and becoming a PFB+ member. It’s a big ask from us to you, but it also comes with a load of benefits like ad-free browsing (ads stink!), access to our premium room in The Chamber and monthly giveaways.The other thing it does is help stabilize our business into the future. As it turns out, sending folks on the road to cover games and provide 24/7 Pokes coverage like the excellent article you just read costs money. Because of our subscribers, we’ve been able to improve our work and provide the best OSU news and community anywhere online. Help us keep that up.
While you’re here, we’d like you to consider subscribing to Pistols Firing and becoming a PFB+ member. It’s a big ask from us to you, but it also comes with a load of benefits like ad-free browsing (ads stink!), access to our premium room in The Chamber and monthly giveaways.The other thing it does is help stabilize our business into the future. As it turns out, sending folks on the road to cover games and provide 24/7 Pokes coverage like the excellent article you just read costs money. Because of our subscribers, we’ve been able to improve our work and provide the best OSU news and community anywhere online. Help us keep that up. Sione Finefeuiaki — Tight endMike Gundy made a visit to see Finefeuiaki earlier this week to make sure he’s still solid. The College of San Mateo recruit, who is built in the mold of a fullback, will play at the versatile cowboy back position in Stillwater. Although he does have experience as a pass-catcher, he will be one beast of a blocking tight end that OSU will likely put to use immediately.Tyler Henderson — Tight endAfter picking up an offer from Baylor late in the process, Henderson made an official visit to Waco this past weekend. But his final is to Stillwater, where is currently committed to OSU.Hanging on to him will be critical to a strong finish to this class. With Blake Jarwin now off to the professional ranks, OSU needs a pass-catching tight end. At 6-foot-4, 225-pounds, he fits the bill to slide in and make an impact in that area. A big sports weekend on tap this weekend in Stillwater is overshadowing a mildly large recruiting weekend for Mike Gundy and Co. The football program will host junior day on Saturday (which we’ll have more coverage on Sunday), but three official visitors will be on campus today to check out the OSU basketball game, check out the football facilities and get their final officials out of the way before signing day on Wednesday.Here’s the three official visitors on tap for the weekend. All are current commits to OSU.Enoch Smith, Jr. — Defensive tackleEnoch Smith, Jr., a former Michigan State defensive tackle, was once a heralded recruit who opted to transfer and could be an immediate impact player along the defensive line.See you in a few days Chicago! Wheels up to Stillwater, OK @CowboyFB ? ? ?⚪⚫— Mr. Meeseeks ? (@ESmithJr_56) January 27, 2017He is currently at Butler County Community College and will be eligible for the next two years. He picked OSU over Kentucky and Michigan State. Here’s some film on him from 2013 when he was invited to participate in the prominent “The Opening” camp hosted by Nike that features the top prospects across the country.
houston trolls baylor after lossThere are just five undefeated teams left in college football, and only one of them resides in Texas. Houston, behind an incredible fourth quarter comeback against Memphis that featured three touchdowns in the game’s final 13 minutes, is now 10-0 on the season. Baylor, after falling to Oklahoma 44-34, is now 8-1.The Cougars decided to have a bit of fun at the Bears’ expense, sending out an interesting tweet right as the OU vs. Baylor game ended. Check it out:Houston – the ONLY UNDEFEATED team in the state of Texas. #HTownTakeover #GoCoogs pic.twitter.com/0Ky9BB3Kfj— #HTownTakeover (@UHCougarFB) November 15, 2015Sadly, the two don’t play this year, so there’s no way to actually determine which team is better. Regardless, it’s well-played by the school.