Challenges Loom as Harvest Nears

first_img Name Sym Last Change Soybean ZSN21 (JUL 21) 1508.50 -35.50 Challenges Loom as Harvest Nears Home Indiana Agriculture News Challenges Loom as Harvest Nears Corn ZCN21 (JUL 21) 684.50 -14.50 Facebook Twitter SHARE How Indiana Crops are Faring Versus Other States Facebook Twitter Battle Resistance With the Soy Checkoff ‘Take Action’ Program SHARE Live Cattle LEM21 (JUN 21) 118.70 1.13 Feeder Cattle GFQ21 (AUG 21) 151.18 2.78 Previous articleRiver Tour Provides Opportunity to See Aging Locks and DamsNext article2017 Harvest will have Challenges Too on the HAT Friday Morning Edition Gary Truitt RELATED ARTICLESMORE FROM AUTHOR STAY CONNECTED5,545FansLike3,961FollowersFollow187SubscribersSubscribe Wheat ZWN21 (JUL 21) 680.75 -3.00 Challenges Loom as Harvest NearsJessica Strasburger, Indiana agronomist with Winfield United.With the Farm Progress Show over, it is time to focus on harvest. There may be some unique challenges ahead for harvest 2017.  Combines will be rolling in a matter of days in parts of Southern IN and IL, while most of the Corn Belt still has several weeks to wait for black layer and dry down.  Jessica Strasburger, Indiana agronomist with Winfield United, says this harvest will be one of discovery, as growers discover just how many  washed out spots we have in a field and how that has impacted yield, “We are going to see where those washed out places are and where disease had a major impact.” She noted that the cooler weather we have been this month is also having an impact, “We need more sunlight to drive some of that photosynthesis and to drive sugar accumulation in the plant in order to get that top end yield.”Shaun CasteelPurdue Extension specialist Shaun Casteel says the unevenness we have in crops will pose some challenges as combines roll, “When you think about it, you have crops at different stages out there if they have been replanted.  So you will have a field with pockets of crops with good moisture and areas with crops that will not be dry enough for harvest.” He urged producers to be aware of the moisture levels in late planted crops.Casteel said the variability of soybeans may be an issue, because you may still have some green pockets in an field that is ready for harvest. Despite the cooler weather, he feels harvest will be on time or perhaps a little later than normal, but is not especially worried about an early frost. Lean Hogs HEM21 (JUN 21) 122.68 0.22 By Gary Truitt – Aug 31, 2017 All quotes are delayed snapshots Minor Changes in June WASDE Report last_img read more

New international students receive art center memberships

first_img Remember America’s heroes on Memorial Day Sponsored Content Email the author New international students receive art center memberships Book Nook to reopen Plans underway for historic Pike County celebration Troy University’s “freshmen” international students are now members of the Johnson Center for the Arts.Troy University Chancellor Dr. Jack Hawkins, Jr. made the memberships available to the students with a $1,000 donation to the Johnson Center following a visit to the art center on International Student Day, which is hosted annual by the City of Troy.Vicki Pritchett, Johnson Center executive director, expressed appreciation to Hawkins for the University’s continuing support of the Johnson Center through the memberships for the international students. By Jaine Treadwell The Penny Hoarder Issues “Urgent” Alert: 6 Companies… Around the WebMd: Do This Immediately if You Have Diabetes (Watch)Blood Sugar BlasterIf You Have Ringing Ears Do This Immediately (Ends Tinnitus)Healthier LivingHave an Enlarged Prostate? Urologist Reveals: Do This Immediately (Watch)Healthier LivingWomen Only: Stretch This Muscle to Stop Bladder Leakage (Watch)Healthier LivingRemoving Moles & Skin Tags Has Never Been This EasyEssential HealthRemember Them? I’m Sure Their New Net Worth Will Leave You SpeechlessbradofoThe content you see here is paid for by the advertiser or content provider whose link you click on, and is recommended to you by Revcontent. As the leading platform for native advertising and content recommendation, Revcontent uses interest based targeting to select content that we think will be of particular interest to you. We encourage you to view your opt out options in Revcontent’s Privacy PolicyWant your content to appear on sites like this?Increase Your Engagement Now!Want to report this publisher’s content as misinformation?Submit a ReportGot it, thanks!Remove Content Link?Please choose a reason below:Fake NewsMisleadingNot InterestedOffensiveRepetitiveSubmitCancel You Might Like Troy students invited to progressive dinner New students at Troy University are invited to a progressive dinner tonight hosted by four campus ministry organizations. “It’s something… read more “Hopefully, while the students are visiting the Johnson Center, they will take time to visit the restaurants and shops on the square. Downtown Troy has a lot of offer all Troy University students as does the Johnson Center.”Pritchett said while admission to the Johnson Center for the Arts is always free, memberships are a way for students and community members to personally connect with the arts center. “The memberships to the Johnson Center are a wonderful way to connect the international students the arts center and with downtown Troy,” Pritchett said. “The international students will receive emails about all of the events at the Johnson Center and our quarterly newsletter. They will also receive personal invitations to all of the special events at the Johnson Center, including our meet the artist receptions and the artist’s talk series.”Pritchett said the memberships provide a way for the international students to be a part of downtown activities and events and enjoy all the Johnson Center has to offer.“Several of the art teachers at the University bring their classes to the Johnson Center,” Pritchett said. “Other than that, the University students often are not aware of the exceptional art opportunities offered at the Johnson Center, and not just in the visual arts. We have others arts events throughout the year. Annual students memberships are $10 and family memberships are $30. Pike County Sheriff’s Office offering community child ID kits Published 6:59 pm Wednesday, August 13, 2014 Latest Stories By The Penny Hoarder Troy falls to No. 13 Clemson Skip Print Articlelast_img read more

Penn & Teller Will Bring Magic to Broadway this Summer

first_img Penn & Teller Related Shows Show Closed This production ended its run on Aug. 16, 2015 View Comments Legendary duo Penn and Teller are bringing their aptly named show Penn & Teller to Broadway! The magical pair will play the Marquis Theatre for a limited engagement from July 7 through August 16 (with the Gloria and Emilio Estefan musical On Your Feet! on deck).Penn Jillette and one-name wonder Teller first appeared on Broadway in 1987, after they were a hit off-Broadway in 1985. They returned to the Great White Way in 1991 with The Refrigerator Tour. Their numerous accolades include a star on the Hollywood Walk of Fame, six Emmy nominations, and seven “Las Vegas Magicians of the Year” wins for their long-running act at The Rio. They served as the hosts of the British TV series Penn & Teller: Fool Us, which will be revived on The CW later this year.In addition to bringing magic to Broadway, Teller is no stranger to the stage, having directed Play Dead off-Broadway and productions of Macbeth and The Tempest. Expect less Shakespeare and more trickery at the Marquis, though.Penn & Teller step onto the Marquis stage after another magic act—The Illusionists celebrated a limited engagement that ended on January 5. The theater has since undergone renovations.last_img read more

Lending leaders and laggards

first_img 10SHARESShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblr The New York Fed’s quarterly release of consumer lending data received more attention than usual this cycle thanks to a certain milestone. For the first time, overall U.S. consumer debt of $12.7 trillion exceeded the previous high established in late 2008, just as the extent of the Great Recession was becoming apparent.Even at a high level, this statistic provides an opportunity to separate the “glass half full” types from the Negative Nellies. Does it mean our economy has finally recovered—or that we’ve simply created a new bubble for ourselves?Probably neither, although a closer look at the data could provide pockets of support for either argument. If you like numbers nearly as much as I do, I encourage you to download the New York Fed’s deck and easy-to-navigate spreadsheet, both of which contain plenty of worthwhile nuggets.Here’s my take on the high points.Of the six underlying consumer debt categories, four remain well off their highs while two have grown—and one of those is a doozy. continue reading »last_img read more

Hughes backs Crouch after Stoke beat Fulham

first_imgStoke boss Mark Hughes believes Peter Crouch can get his Premier League season going after the striker’s goal steered the Potters into the Capital One Cup fourth round.The Ealing-raised former QPR star’s inclusion was one of eight changes ex-Fulham boss Hughes made for the game at Craven Cottage, where the visitors won 1-0.Stoke are yet to win in the league this season and Hughes said: “It was an opportunity for some of the players who haven’t played yet, and some of them certainly did their cause no harm whatsoever.“Pete needed that game. He’s struggled in pre-season because he had an operation that didn’t go quite as planned, and it set him back somewhat.“He’s been behind where he needed to be for quite some time, probably all of pre-season, so it’s only now that he is getting up to speed. It was important he got game time tonight and I thought he did really well.“He scored a goal which, of course, as a striker you want the benefit to scoring goals. It was a good finish and he’ll start to progress this season I’m sure.”See also:Fulham edged out by Stoke in cup clashSymons praises ‘excellent’ Fulham after cup defeatFulham v Stoke player ratingsFollow West London Sport on TwitterFind us on Facebooklast_img read more

South Africa’s transport network

first_imgSouth Africa has a modern and well-developed transport infrastructure. The air and rail networks are the largest on the continent, and the roads in good condition. The country’s ports provide a natural stopover for shipping to and from Europe, the Americas, Asia, Australasia and both coasts of Africa.South Africa’s total road network is about 747 000km, the longest network of roads of any African country. (Image: Brand South Africa)Brand South Africa reporterThe transport sector has been highlighted by the government as a key contributor to South Africa’s competitiveness in global markets. It is regarded as a crucial engine for economic growth and social development, and the government has unveiled plans to spend billions of rands to improve the country’s roads, railways and ports.Ports and shippingMajor shipping lanes pass along the South African coastline in the south Atlantic and Indian oceans. Approximately 96% of the country’s exports are conveyed by sea, and the eight commercial ports are the conduits for trade between South Africa and its southern African partners as well as hubs for traffic to and from Europe, Asia, the Americas and the east and west coasts of Africa.The commercial ports are: Richards Bay and Durban in KwaZulu-Natal; East London, Port Elizabeth and the Port of Ngqura in the Eastern Cape; and Mossel Bay, Cape Town and Saldanha in the Western Cape.The state-owned Transnet National Ports Authority (NPA) manages the ports, while Transnet Port Terminals, formerly known as SAPO, is responsible for managing port and cargo terminal operations.The Port of Ngqura was completed in 2006. Developed off the coast from Port Elizabeth in the Eastern Cape, Nqura is the deepest container terminal in Africa, and is a key part of Coega, one of the country’s strategic industrial development zones (IDZs).Durban is Africa’s busiest port and the largest container facility in southern Africa, while Richard’s Bay is the world’s largest bulk coal terminal.Located between these two ports is the Dube Trade Port. Launched in March 2012, the port includes King Shaka International Airport. Operated by the Dube Trade Port Corporation, a state-owned company, the port includes a cargo terminal, trade zone, agrizone and IT and telecommunications platform.The old Durban International Airport will be turned into a multibillion-rand dug-out port by Transnet. Expected to be ready by 2019, development plans include the creation of an automotive component supplier park around the port.RoadsSouth Africa’s total road network is about 747 000km, the longest network of roads of any African country. The drive from Musina on South Africa’s northern border to Cape Town in the south is a 2 000km journey on well-maintained roads.While the Department of Transport is responsible for overall policy, road-building and maintenance is the responsibility of the South African National Roads Agency (Sanral) as well as the nine provinces and local governments.Sanral is responsible for the country’s network of national roads, which cover around 16 200km. There are about 185 000km of provincial roads, and the municipal network totals around 66 000km, according to the SA Institute of Civil Engineering.Around 19% of the national roads are toll roads, most of which are maintained by Sanral, while the rest have been concessioned to private companies to develop, operate and maintain.A multi-billion rand freeway improvement scheme has significantly eased congestion on the roads in Gauteng, the country’s busiest province.S’hamba Sonke (“walking together’) is a labour-intensive road maintenance programme, with projects run by the provinces to upgrade and repair roads in rural areas.South Africa’s Public Transport Strategy plans to integrate rail, taxi and bus services in co-operation with private operators, both operationally and through ownership. Johannesburg’s successes with the Bus Rapid Transport System (BRT) has led to it being adapted and implemented in other South African cities, including Cape Town, Nelson Mandela Bay, Rustenburg, Tshwane and Ekurhuleni.As the vast majority of South Africans use taxis as their prime transport, the government has introduced compulsory safety standards and a taxi recapitalisation programme, which gets rids of unsafe taxis through a scrapping allowance.RailwaysSouth Africa has an extensive rail network – the 14th longest in the world – connecting with networks in the sub-Saharan region. The country’s rail infrastructure, which connects the ports with the rest of South Africa, represents about 80% of Africa’s total.Improving the country’s 20 247km rail network is a top government priority, with projects aiming to increase freight rail volumes and increase market share of container traffic.The rail network is managed by the Department of Public Enterprises via Transnet. Transnet Freight Rail is the largest railroad and heavy haulier in southern Africa, with about 21 000km of rail network, of which about 1 500km are heavy haul lines. Just over 8 200km of the lines are electrified.Passenger rail is also being completely overhauled, with a 20-year fleet renewal programme in place to buy more than 7 200 new trains. Managed and implemented by the Passenger Rail Agency of South Africa (Prasa), the programme focuses on revitalising the local industry through local manufacturing of components. The existing rail network will be upgraded to take advantage of the new coaches’ technological features.Around 2.2-million people travel by train every day in South Africa. Metrorail commuter services can be found in Cape Town, the Eastern Cape Province, Durban, and greater Johannesburg and Pretoria, focusing mainly on poorer South Africans.Tourists and well-heeled passengers can travel on the Blue Train, one of the world’s most famous luxury trains, while Shosholoza Meyl transports passengers between the country’s major cities.The Gautrain, Africa’s only high-speed train, was opened just days before the start of the World Cup in 2010. Servicing Johannesburg, Pretoria and OR Tambo International Airport, it is supported by a network of feeder buses. About 40 000 people use the service every day.The Gautrain can travel at speeds of 160 km/h, enabling commuters to make the trip from Johannesburg to Pretoria in less than 40 minutes.Airports and airlinesSouth Africa’s 10 airports handle more than 98% of the country’s commercial traffic, with 200 000 aircraft landings and 10-million departing passengers annually.The R20-billion airports upgrade ahead of the World Cup in 2010 focused on OR Tambo International in Johannesburg, Cape Town International, and the new airport, King Shaka International, outside Durban. The seven smaller airports are domestic airports: Port Elizabeth, East London, George, Kimberley, Upington and Pilanesberg.State-owned Airports Company of South Africa (Acsa) is responsible for managing the country’s airports and improving productivity of its airports. Other airports include Lanseria (Midrand), Gateway (Polokwane), Nelspruit and Kruger (Mpumalanga).In 2012, South African Airways (SAA) was voted the best airline in Africa for the 10th year in a row by UK global aviation research organisation Skytrax.South African Airways (SAA) is by far the largest air carrier in Africa, with connections to more than 28 cities across the continent. As a Star Alliance member, SAA also offers its customers 1 356 destinations in 193 countries and 21 500 flights daily.Reviewed: 20 November 2012Would you like to use this article in your publication or on your website? See Using Brand South Africa material.last_img read more

Now Yahoo Says Delicious Will Live On…Somewhere Else

first_imgYahoo! just posted a statement on the official blog of Delicious, the popular social bookmarking service it was reported yesterday to be in the process of closing down. The blog is hard to reach due to traffic, so we’ve posted the full text below.The gist of the statement: rather than closing Delicious (“sunsetting” was the phrase the company used yesterday, internally), the technology will be sent to live somewhere else. Where hasn’t been decided yet. Though the company hasn’t mentioned it, Google’s donation of Wave to the Apache Foundation earlier this month may be a source of inspiration. It may not, though, too; Yahoo says it is talking to other companies that are interested in Delicious. Yahoo just may be able to squeeze some money out of this wonderful technology it tried to suffocate with neglect, after all.Above: A leaked slide from the internal deck shown yesterday at Yahoo, listing a host of services Yahoo will sunset, merge or turn into features of other services. And when they say sunset, apparently they meant “sell.” Presumably the other services marked “sunset” are still a goner, but forgive me for reading too much into it!The following statement, which was issued almost 24 hours after first reports of Delicious being on the chopping block, doesn’t say a whole lot. It does say the service won’t be closed. That’s good.“We can only imagine how upsetting the news coverage over the past 24 hours has been to many of you,” the statement concludes. “Speaking for our team, we were very disappointed by the way that this appeared in the press.”How patronizing! Do they think people didn’t see the slide all these reports were based on?It wouldn’t have taken more than a few quick phone calls to “clear things up” but most likely, Yahoo didn’t really have a plan to clear things up about before seeing the backlash that unfolded. You know how fast Google, Facebook or Twitter calls us on the phone if we get something “wrong?”Whatever. Good news. Get this precious resource into the hands of someone who will love it, please.See also:R.I.P. Delicious: You Were So Beautiful to MeWhat’s Next for Delicious?Many of you have read the news stories about Delicious that began appearing yesterday. We’re genuinely sorry to have these stories appear with so little context for our loyal users. While we can’t answer each of your questions individually, we wanted to address what we can at this stage and we promise to keep you posted as future plans get finalized.Is Delicious being shut down? And should I be worried about my data?– No, we are not shutting down Delicious. While we have determined that there is not a strategic fit at Yahoo!, we believe there is a ideal home for Delicious outside of the company where it can be resourced to the level where it can be competitive.What is Yahoo! going to do with Delicious?– We’re actively thinking about the future of Delicious and we believe there is a home outside the company that would make more sense for the service and our users. We’re in the process of exploring a variety of options and talking to companies right now. And we’ll share our plans with you as soon as we can.What if I want to get my bookmarks out of Delicious right away?– As noted above, there’s no reason to panic. We are maintaining Delicious and encourage you to keep using it. That said, we have export options if you so choose. Additionally, many services provide the ability to import Delicious links and tags.We can only imagine how upsetting the news coverage over the past 24 hours has been to many of you. Speaking for our team, we were very disappointed by the way that this appeared in the press. We’ll let you know more as things develop. A Web Developer’s New Best Friend is the AI Wai… Top Reasons to Go With Managed WordPress Hosting marshall kirkpatrick Why Tech Companies Need Simpler Terms of Servic…center_img Related Posts Tags:#news#NYT#web 8 Best WordPress Hosting Solutions on the Marketlast_img read more

Amazon Pursues Growth at the Risk of Brand Identity

first_imgRelated Posts Top Reasons to Go With Managed WordPress Hosting It’s a fundamental law of tech business: Grow or die. Few online companies are better examples of that maxim than Amazon, which has made a habit of venturing boldly into new markets. But the online retailer’s recent initiatives have brought challenges, including eroding profit margins and entry into markets where it lacks leadership. Has Amazon’s incessant growth become a liability?For years, Amazon was known as, first, the premier online bookseller and eventually a realiable, low-cost and easy place to buy everything from MP3s to electronics to groceries. The company expanded in a careful, considered way that led to years of slow, steady growth.Even as Amazon dominated those early markets, it moved into new areas. At first, these expansions met with similar success. The company began offering startups access to its formidable tech infrastructure through Amazon Web Services, a business that contributed $1.1 billion to revenue in the first six months of this year.The company moved into hardware with the Kindle ereader. It introduced the device just as smartphones and tablets were gaining popularity. But Kindles sold well, driving sales of Amazon’s Kindle books as well.The past year or so has seen Amazon expand into even more markets, putting it face-to-face with entrenched competitors. It began offering streaming video to its Prime subscribers, taking on Netflix and Hulu. It introduced the Kindle Fire tablet, jumping into a cuthroat market dominated by Apple’s iPad and populated with myriad Android tablet makers. In recent months, it has started offering social games through its recently launched Amazon Game Studios. It’s looking into producing TV shows. It’s setting up storage lockers in 7-Eleven stores to speed deliveries. It may be pushing into mobile advertising to help cover the costs of making Kindles. Most audacious, it seems ready to introduce its own smartphone.Amazon typically doesn’t expand haphazardly. Even when it moves in an unexpected direction, the action is usually related to technology it has already developed. Amazon Web Services opened computing and storage capacity to the public that Amazon had built for its own use. The Kindle was the low-cost platform Amazon created to take advantage of its ebooks. But to position the Kindle Fire as a low-end tablet, priced at $199, Amazon had to eat a lot of the manufacturing costs. That helped push its operating margins down to 0.8 percent last quarter, from 2 percent a year earlier.Indeed, analysts are bracing for Amazon’s first net loss in over nine years. What’s more, the early surge in Kindle Fire sales is slowing significantly this year. And it may taper further now that Google’s Nexus 7, starting at $199, is gaining in popularity. Revenue growth slowed to 29% in the second quarter, compared with 51% a year earlier. And Amazon is bracing for the inauguration of online sales taxes in many states.Yet, Amazon is expanding aggressively in the face of these challenges. Capital spending rose 70% from the first quarter, mostly a result of building infrastructure to support Amazon Web Services.As Amazon expands, it also faces challenges that are less financially measurable but still important. For most of its 17 years, it has led markets that it sometimes created. But the markets it’s pushing into now – streaming video, cloud computing, tablets, games – are established. Here, Amazon’s relentless focus on cost gives it an advantage, but probably not the decisive clout that it enjoys in online retail. Some segments of its business, notably smartphones and tablets, are littered with well-designed and well-financed products that couldn’t compete with leaders like Apple.If Amazon comes to be perceived as an also-ran in many markets, its brand could be affected. The company once known as the world’s premier online retailer could become a tech company with its fingers in too many pots. Tech companies that set agendas, like Facebook and Google, have clear missions and identities.Amazon once had a clear identity. But the more it grows, the more it’s starting to look like its mission is just that: to expand where it can. Why Tech Companies Need Simpler Terms of Servic… Tags:#Amazon#biz center_img 8 Best WordPress Hosting Solutions on the Market kevin kelleher A Web Developer’s New Best Friend is the AI Wai…last_img read more

Winning Sales: How To Win When You Have an Hour to Present

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 The following strategy is for salespeople who are asked to present to a prospect by a broker or agent. Here is how to win when you have an hour to present to a prospect you haven’t met. You might want to read this primer on Value Creation before you read this post.The Temptation to SellThe temptation when asked to present is to establish your credibility by sharing information about your company. Because the prospective client doesn’t know you or your company, you need to start by providing your bona fides. Following this line, you show your potential client the logos of the companies that make up your client list. The more impressive the logo, the better your company, so the thinking goes. Once you’ve established your credibility, you move onto the other things you believe your prospective client needs to see.How is it possible for your prospect to choose you over the two or three other companies in this beauty pageant if you don’t explain your solution? You plow forward with your solution, providing careful details over the course of, say, 100 slides, to ensure the prospect understands your approach. You believe sharing the solution allows you to differentiate yourself from your competitors. The truth is that it’s more likely you and your competitor could swap your company logos on your respective logos without much trouble.Making sure your end on a high note, you share testimonials and case studies to prove you can produce the results your prospective client needs. I recently heard of a situation in which two competing companies both shared a testimonial from the sales client. Awkward.) If you succeeded for these other companies, you would surely succeed for your prospective client.If this approach isn’t the one you would take in the first meeting with a prospect you developed, why would you choose this approach when invited to present to a prospect from a broker or agent?One of the biggest problems with this plan is that your approach to the client is no different from your competitors. Here is how to turn the tables and create a preference to work with you.Creating a Preference in One HourYou have an hour to create a preference to work with you and your company. If the approach above isn’t likely to achieve that outcome, what is a better approach?Generally, the way we have thought about the way buyer’s buy is that they become unhappy with something or discover some need. Later, they explore and evaluate their options, seek consensus, and resolve their concerns. There are buying more complicated journeys, but the orienting generalization above provides enough guidance for an effective strategy. Because you have had no discovery meeting, you enter this meeting with the prospect at the “evaluating options” phase of their process. The process has deprived both you and your client of the most valuable part of the sales conversation, something we call discovery.If you want another view of the buyer’s journey from a practical, tactical B2B sales approach, see my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. To create a preference, you need to treat this hour-long meeting as a discovery. You need to help your prospective client with a better process for getting than the broker or agent’s boilerplate RFP. Fortunately, the buyer wants what they want, and they are trying to decide who is going to make sure they get it.Disrupting the Process without Being DisruptiveInstead of going straight to your slide deck, the first thing you might do to distinguish yourself is to ask well-placed questions. You want to ask questions designed to cause your prospective client to recognize that there are factors and choices they haven’t considered. You want to ask a question that causes your prospect to discover something about themselves, that something about which they are going to have strong opinions. You want your questions to expose how they are going to get what they want with you as their partner.These questions should be strategic and prove you are consultative. Your questions prove you know things that will be useful in helping them get what they want. A disruptive question might be something like, “What are the most strategic changes you are planning to make over the next 18 to 24 months to improve your result in this area?” You might also ask a question like, “Of three different models companies in our space operate, have you decided which model makes the most sense for you now?” If you want to expose a knowledge gap, you might ask a technical question like, “What was your overall cost per transaction and what changes have you already made to lower your cost structure?”If you want to be a trusted advisor, you need trust and advice. Your questions prove you have the business acumen and situational knowledge to provide the guidance. Your questions also move you back to discovery, where you have an excellent chance to reframe how your prospect is thinking about their decision.What Do They WantIf there is one thing I know to be true about prospects and dream clients, it is that they want you to hear them. They want someone to listen to them, to understand them, to understand their needs, and to care enough to help them get what they want. If you are talking about your company and your solution, you are depriving your prospect of the opportunity to tell you what they want and why they want it.You can very easily ask a single question like, “Can you share with me how you are thinking about the outcome you need and what you are going to need from a good partner?” There are many ways to ask this question, but whatever the words, giving your prospective client a chance to say the words out loud to a person who is paying attention, taking notes, and sharing a little about how they might be able to help produces a better result than an approach that we might call “desperate proof providing.”Taking Control of the AgendaYou are better served by asking questions than making statements about you and your company. I once had a meeting with a decision-maker who asked me to share with him information about my company. I told him it would be the least interesting conversation we could have in our short time together. When he insisted, I said, “The best way to describe my company is to tell you some of the things we are thinking about and what they mean to our clients.” Instead of sharing anything about my company, I shared trends in the industry and asked him to share his thoughts as a way to elicit what he wanted.For more on this approach, see Eat Their Lunch: Winning Customers Away from Your Competition.Win customers away from your competition. Check out Eat Their LunchIf you have been asked to provide an overview of your company, you can be creative about how you share something more meaningful than your company history and accolades (proof that tends to be more valuable later in the sales process). Your slide deck likely already has answers to the questions your dream client has about how they get their results. It’s a much better approach to let to support the conversation with slides than to supplant the discussion with an hour-long monologue.If you have a single hour, make sure you put it to good use in serving your prospect’s real needs in a way that creates a preference to work with you.last_img read more

Beermen outlast Kings

first_imgLATEST STORIES View comments BSP sees higher prices in November, but expects stronger peso, low rice costs to put up fight Japeth Aguilar had 18 points and LA Tenorio 16 for the Kings.Earlier, Alaska nipped also-ran KIA Picanto, 102-94, for its third straight win that kept the Aces in the running for a playoff berth.Knowing it has no form of luxury to spare with its bid in hanging by a thread, the Aces survived a great test of character to live another day.“Boy, they gave us more than what we wanted,” Alaska coach Alex Compton said. “We were struggling for a while.”Calvin Abueva scored 26 points and had 15 rebounds to lead the Aces.Compton knows the Aces need all the character they can muster as they close out their elimination round stint against Meralco on Friday and against Rain or Shine next week.ADVERTISEMENT Frontrow holds fun run to raise funds for young cancer patients  Jota draws, keeps share of top spot with Pascua, Garma PBA IMAGESBased on what he saw Sunday night, Leo Austria feels that San Miguel Beer’s chances in the PBA Governors’ Cup—and the Beermen’s historic Grand Slam bid—are in good hands with import Terrence Watson.Suiting up a third import in just over three weeks, the Beermen broke away early from Barangay Ginebra to snap the Gin Kings’ seven-game winning streak, 107-103, at Smart Araneta Coliseum.ADVERTISEMENT Brace for potentially devastating typhoon approaching PH – NDRRMC Trending Articles PLAY LIST 00:50Trending Articles01:02Fajardo predicts there will be no sweep in PBA Finals02:41RSA reminds Ginebra to stay humble after back-to-back PBA titles01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games Nonong Araneta re-elected as PFF president LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversary JVee Casio hit 12 of his 20 points in the fourth period, and LaDontae Henton had a clutch triple with under a minute left that broke the game’s last tie at 94 and sent the Aces to a 3-6 record.The bottom four teams after the eliminations will get the boot, and the Picanto continue to bring up the rear with their ninth straight defeat.Geron Johnson had 39 points, including a three-pointer before the Henton conversion that kept the Picanto in the game. KIA led for majority of the contest, only to be held to just 17 points in the fourth period.ALASKA 102 – KIA 94ALASKA 102—Abueva 26, Henton 20, Casio 20, Exciminiano 14, Banchero 11, Thoss 4, Racal 3, Baclao 2, Cruz 2, Mendoza 0, Magat 0, Pascual 0, Galliguez 0, Enciso 0.KIA 94—Johnson 39, Paniamogan 12, Elorde 11, Yee 11, Khobuntin 10, Ballesteros 4, Celda 3, Jaime 2, Corpuz 2, Revilla 0, Camson 0, Salva 0.Quarters: 23-27, 46-51, 67-77, 102-94 WATCH: Streetboys show off slick dance moves in Vhong Navarro’s wedding MOST READ Fire hits houses in Mandaluyong City E.T. returns to earth, reunites with grown-up Elliott in new ad  Read Next The win also put San Miguel back in top four contention in the season-closing conference.“There are still a lot of [import] options for us,” Austria said of Watson. “But after tonight, considering that this was just his first game and after having just two practices with us, he’s OK.”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 shutoutWatson scored 28 points and had 17 rebounds and four locals tossed in twin digits as the Beermen rose to 5-3 and tied TNT KaTropa for fourth spot.It was Ginebra’s second loss in nine games and the Gin Kings, who trailed by as many as 26 points, dropped into a tie for the lead with NLEX. Don’t miss out on the latest news and information. last_img read more