Related Posts Top Reasons to Go With Managed WordPress Hosting Marshall KirkpatrickYears active: 2007- 2012What he’s up to now: CEO and founder of Little Bird, a tool that uses social data and other online signals to identify influencers. How did you end up writing for ReadWrite? After I was at TechCrunch, I joined a small startup in Portland, writing on their company blog and producing content using their technology. I was also doing some consulting on the side and some of that took the form of “blogger placement” with other companies seeking people to write on their blogs. (Mint.com was my biggest success story in that.) I was getting enough interest in both directions (though admittedly more from people wanting a job) that I put up a post on my own blog saying “OK, everybody, form two lines! Who wants to hire a blogger? Who wants a job blogging for a company? I will connect you!” And Richard MacManus reached out to me, asking “how much would it cost to hire someone of … your caliber?” And I said “oh let’s not beat around the bush—here’s what it would cost to hire me myself!” I knew even back then, when ReadWriteWeb had a staff of three, that it was one of only a small number of publications I’d be proud to write for (PaidContent, GigaOm, VentureBeat being among the others). Because Richard is a man who identifies deeply with intellectual exploration—and that’s awesome.Richard said, “I’m looking for someone who can hit the front page of Digg on a regular basis.” That used to be the standard by which blogging success was judged! And so that’s just what I did, even as I was sometimes critical of the culture at Digg. This was one of the stories I was most proud of. And what other tech blog wrote explicitly and critically of Kevin Rose’s ignominious introduction of Digg to the world? But we got on the front page of Digg a lot and we just kept growing beyond the time when that mattered. After some time working as a contracted blogger, Richard brought me on full time. I announced that on my blog in the same post I announced that I was getting married to my wonderful wife and now Little Bird cofounder Mikalina. Our news hit Techmeme and that’s something we’ll always be a little proud of. What’s your most memorable post or moment from your ReadWrite days? There are far too many to recount. Every day was an adventure. One of my favorite stories was when I was talking with Mike Melanson about a story we were hours late covering after it hit Techmeme and he said, “I don’t know why, we’ve covered that company several times in the past.” I thought that was a great structured criterion for elevating a source’s importance, and so we went over to a startup called FluidInfo that said it had a cloud database of all the outbound links in the history of ReadWriteWeb. I asked if they could populate a field that counted the number of times a particular domain had been linked to over the years. They said yes, so I asked staff hacker Tyler Gillies if he could hit their API and pull down that list. We got 2,000 domains that ReadWriteWeb had linked to more than two times in the past, we eyeball-edited out 500 competing news sites and personal blogs, and were left with 1,500 companies. There wasn’t a standard place to find their RSS feeds, everybody’s blogs were in different places on their site, so we tossed the list up onto Amazon’s Mechanical Turk and for $50 overnight got a set of 1.500 RSS feeds from companies we’d written about two or more times. Then Tyler wrote a bot that would ping those feeds every five minutes to see if they’d posted anything new, and if they had the bot would send the link into a group Skype chat we called the Bot Room, filled with bots like that and more. All of our competitors had been getting real time push notifications from 20 or 30 company blogs (since I wrote about the ability to do that when I left TechCrunch). But we found a rational way to identify 1,500 companies worth tracking in real time. So we ate everybody’s lunch for months with real-time notifications of all these high-quality sources. It was awesome. We broke a lot of news like that. A lot of people thought that automated data-driven methods of breaking news were somehow less legitimate than other forms of journalism but I think they are wrong. It was a lot of fun, too. What’s one lesson or idea that’s stuck with you since you left ReadWrite?I learned that saying “Just go out there and be awesome” is not an effective way to manage people. It leaves them feeling frustrated, angry and like they don’t want to be your friend anymore. I’m really thankful for learning that and wish I had earlier. My wife Mikalina was instrumental in helping me learn that, based on our experiences together with ReadWriteWeb staff.As ReadWrite starts its next decade, what do you hope to see more (or less) of? I hope it’s epic, risky and filled with thoughtful integrity. I hope it sticks up for social justice and existential meaning. And I hope it monetizes well, so everyone engaged in epic, risky and filled with thoughtful integrity can get the double win of being well compensated for it. 8 Best WordPress Hosting Solutions on the Market Jolie O’Dell Years active: 2009 – 2010What she’s up to now: Writing for VentureBeat, freelancing elsewhere and publishing poetry books at Juniper PressHow did you wind up writing for ReadWrite? I had been freelancing for a few tech sites and other blogs—I worked with Allen Stern (God rest his soul) at Center Networks and Steve Hall at Adrants. I was building up my portfolio of professional blogging after being a print journalist for several years. I was introduced to Richard by a mutual friend, and after exchanging some emails, he decided to take a chance on me. I started out at a rate of $25 per story and worked my way up to a full-time position, thanks to lots of coaching from Richard and [co-editor] Marshall [Kirkpatrick]!What’s the most memorable moment from your ReadWrite days? Definitely the time the staff met up in Palo Alto and went to Facebook in 2009. There were five or six of us—all alums now—and we had an amazing time riding [public transit] and eating at a cafe outside. But I will never forget how during our Facebook visit, the ever-feisty Marshall Kirkpatrick got “called in to the principal’s office” to talk alone with Mark Zuckerberg. He seemed rather abashed when he came out; I can only imagine he was getting chewed out majorly for being one of the first and best writers to really discuss Facebook’s privacy issues, especially when it came to children and commercial entities using the service.What’s one lesson from those days that has stuck with you? You can’t always be first, but you can always try to be best. And sometimes, you can be first and best.Always think deliberately about what you write, and give every story an extra paragraph or two of analysis, context or background.ReadWriteWeb changed my career forever. I wouldn’t be where I am today—making an obscene amount of money, sitting at the top of a skyscraper in San Francisco, happily married to a technology company founder—if it weren’t for Richard MacManus and his willingness to take a chance on me.As ReadWrite starts its next decade, what do you hope to see? I really hope that the ReadWrite spirit of beating the competition by writing better continues. The Internet is so saturated with “breaking” news and briefs and copy/paste fake journalism. ReadWrite has a reputation for being above that, for providing insight, depth and a unique point of view.I dearly love Owen Thomas. He’s a personal friend; he’s also surprisingly intelligent. When we end up chatting about tech, he invariably brings up angles I would never have considered otherwise. In that regard, he reminds me a bit of Marshall. I’m so very excited to see what he does with the old place. Jon Mitchell Years active: 2011 – 2013What he’s up to now: Launching an online publication called The Daily Portal.How did you come to write for ReadWrite? In 2011, I was working for a news tech startup experiment that seemed to be winding down, so I was moonlighting as managing editor for a local news site in Portland. Through working on that, I ended up attending events for Portland journalists hosted by Abraham Hyatt, long-time managing editor for ReadWrite. When Abraham posted a new writer job, I saw it very early, and I had the ability to say, “Hi, Abraham. I’m Jon. I helped you clean up after your PDX journo conference a couple months ago.” So that got me the interview, and being a bearded dude in Portland sealed the deal.What was your most memorable ReadWrite moment? At SXSW 2012, I caught wind early on of Homeless Hotspots, the ill-advised marketing experiment that became the only story to matter from the whole conference. I bashed out a reaction late at night and the momentum of that post carried me through to the morning. I went out and interviewed one of the homeless workers wearing a Wi-Fi hotspot around his neck, and posted a big second-day update to the post. I got the link in Tim Carmody’s Wired post because I took a stand, and that pretty much made the week. I did a BBC World News radio interview, I got all kinds of links, it was a great moment. I was happy to be making an impact on a story that wasn’t about computers and telephones. What’s one lesson from those days that has stuck with you? “Blogging is a footrace and a beauty contest at the same time,” Marshall Kirkpatrick once said in the chat room. That sums up what I learned at ReadWrite. I learned to be plugged into the beating heart of the present, get the story, but never forget to tie it into the past and what it means for the future. A journalist’s number one job is to put the facts into context, and ReadWrite was known for that.What would you like to see more of from ReadWrite in the next decade? I want to see more features about the meaning of technology and the people behind it. The ReadWrite team is a bunch of philosophers. I want to see the site use that curiosity to push the medium forward. Josh CatoneYears active: 2007 – 2008What he’s up to now: Executive Director, Editorial Projects at Mashable.How did you end up writing for ReadWrite? Whenever anyone asks me how I got my start in blogging, I like to say I conned my way into it. While that’s not exactly true, it’s not far off. Somehow, I was able to go from toiling away at a mid-sized political website, for which only about a third of my writing actually carried a byline, to being lead writer for one of the sites that shaped the early blogosphere. And it all started with a comment.In January 2007, I left a comment on a ReadWrite post that included an analogy Richard MacManus apparently liked so much that he turned it into a follow-up post a few days later. A month later, I reached out to Richard and offered to write some guest posts. All three of them hit the front page of Digg (back when that meant something), and in April 2007, Richard offered to let me run the entire site for a week while he was on vacation. When he got back, I hadn’t gotten him sued … so he gave me a job. What was your most memorable post? My favorite post is one entitled, “There Is No Web 3.0, There Is No Web 2.0—There Is Just The Web.” Anyone around the Web in 2008 will remember that defining what made a site “Web 2.0” was a popular pastime. I decided that while the discussions and debates about those definitions were helpful in figuring out where the Web was going, the actual attempt at assigning version numbers was not. This was my well-received rant. Perhaps the most fun I had at ReadWrite was when I convinced Richard we should devote an entire week on the site to Facebook in the summer of 2007. I’m not actually sure if Richard was even on Facebook at the time. We spent an entire week writing posts about Facebook—resources, analysis, lists and news. We would later run other themed series as part of a program we called “ReadWriteWeb Files,” but Facebook stands out because it was first, and because we were one of the first major tech blogs to really devote significant virtual column inches to exploring the company.What’s one lesson you’ve carried with you since leaving ReadWrite?The most important lesson ReadWrite taught me was that it’s okay to take your time. It’s no surprise that when I was hired at Mashable, I started as Features Editor. That’s the ReadWrite influence at work. ReadWrite was built around the idea that thoughtful, deliberate and careful analysis has a ton of value. What do you want to see more of on ReadWrite? Get back to those roots as the best place for the smartest analysis of Web tech news and trends. News is a commodity; it’s an appetizer. ReadWrite should be serving the main course. Mike MelansonYears active: 2009 – 2011How did you wind up writing for ReadWrite? I hopped in a van to the Northwest with a guy at a festival and ended up in Marshall’s back yard in a tent for several weeks. Marshall and I walked around talking about technology a bunch and then I returned to my life in Austin to finish journalism grad school. When I finally graduated the next winter, I posted something on Facebook to the effect of “I hope this $3 I just spent on the Writers Market was the best $3 ever,” and Mikalina [Kirkpatrick] commented saying that Marshall just happened to be looking for a writer. And there it was.What was your most memorable post for ReadWrite?My most memorable post is quite obvious: Facebook Wants to be Your One True Login. And its corresponding post: How Google Failed Its Users and Gave Birth to an Internet Meme which sorta tells the story. That morning, when the traffic spike hit (we’re talking several hundred thousand pageviews over a couple days, if I remember correctly, with the post continuing to pull traffic for months) we were all in a Skype chat room trying to figure out what had happened. I think one of us had written about 4chan that day or the day before, so we thought perhaps /b [a message board devoted to mischief] was DDOSing us, attempting to bring the site down with an excess of traffic. Frederic [Lardinois] poked around in the stats and finally showed what was really going on—everyone was looking for Facebook. That’s when Marshall added the “Dear Facebook Users” message to the top of the post. And here I thought I was just writing an analysis of Facebook. How did ReadWrite change you? ReadWrite likely changed me in an unexpected way for a tech writer—it drove me back to my roots. When I left ReadWrite in 2011, I moved back to Austin and stopped looking at the Internet almost entirely for a couple months. My main focus on the Internet since those days is managing its ever-present draw. I’ve turned off the data plan on my phone, I’ve installed browser plugins to keep me from staring at Facebook and Reddit all day, I’ve turned off Twitter notifications, all sorts of things. ReadWrite taught me that while technology has its place, it also has a dark, ego-driven, addictive side that lots of the tech world has yet to really acknowledge.What would you like to see more of on ReadWrite? I’d like to see what I always liked to see—more well-sourced analysis and [real] journalism. Less of that other crap people try to pass off as journalism. Audrey WattersYears active: 2010 – 2011What she’s up to now: Freelance writing and running Hack Education, a site about education technology. What’s one lesson you’ve kept with you since leaving ReadWrite? My most important takeaway from the time I spent at ReadWrite is that being “first” isn’t the goal. Rather you should strive to be “best.” Being “best” doesn’t come from rewriting a press release or a company blog post (even if your rewrite hits Techmeme). Being “best” doesn’t mean creating a link-baity headline that garners the most clicks or retweets. Being “best” means adding value for your readers—that is, you want to help contextualize the news. You should talk to domain experts. You should add analysis. You want to be the tech writer that people want to read on a topic … because they know that what you’ll say will be interesting and smart. “Interesting and smart” were always how I’d describe ReadWrite before I joined the team. It’s the lesson that I’ve carried with me after I left.Where Are They Now? These are only a few of the many great writers who have built ReadWrite over the years. We couldn’t possibly include everybody at length, but we would be remiss not to mention Sarah Perez, who wrote some excellent and widely-read stories during her tenure at ReadWrite. Today, she continues writing about mobile platforms and social media for TechCrunch, a site that also publishes work from ReadWrite alums Frederic Lardinois, Alex Williams and Klint Finley (who also writes for Wired). There are many, many more who we couldn’t reach or didn’t have room to feature. We’re hoping to hear from them in the comments. john paul titlow A Web Developer’s New Best Friend is the AI Wai… Why Tech Companies Need Simpler Terms of Servic… Tags:#ReadWrite#RW10#ten ReadWrite celebrates its 10th anniversary on Saturday, April 20, 2013. For the occasion, we’re running a series of articles looking back—and looking forward.It’s hard to believe that ReadWrite went live an entire decade ago. Since founder Richard MacManus first hit the “Publish” button, an impressive roster of writers have contributed to the site in a wide variety of ways. Some have continued successful careers as technology journalists, while others have shifted their work and lives into entirely new directions. To mark our 10th anniversary, we reached out to a handful of past writers and ask them about their experience with ReadWrite. What follows is a sampling of the thoughts, recollections and current situations of some of our most noteworthy alumni who responded. We encourage everyone who’s been involved with ReadWrite to chime in on the comments and let us know what they’re up to. Richard MacManus (founder) Years active: 2003 – 2012What he’s up to now: Writing a book about consumer health technology. (See also: RW10: A Decade of Spotting The Future Taking Form.)What’s your most memorable ReadWrite moment? There are too many memories to mention—perhaps I’ll write a book about it someday! But I’d have to say my favorite moment was meeting Tim Berners-Lee, the creator of the World Wide Web, in Boston in mid-2009. I interviewed him about a variety of topics, from the Semantic Web to the then nascent Internet of Things.As I wrote in that post, Berners-Lee’s pioneering work and philosophy was a direct inspiration for me when I launched the site as ReadWriteWeb back in 2003. Immediately after shaking hands, I told him that ReadWriteWeb’s name was in part inspired by the first browser, which he developed, called “WorldWideWeb.” That was a read/write browser, meaning you could not only browse and read content, but create and edit content too. So it was a special moment meeting him in person.How has ReadWrite changed you? ReadWrite has changed me in so many ways. It’s fitting, though, that the key lesson I took from ReadWrite is the one that made me start the blog in the first place: to write about things I’m passionate about. Ten years ago, my avenue for writing was a blog called Read/Write Web. Now, it’s a book project. But either way, I’m doing what I love: writing.As ReadWrite starts its next decade, what do you hope to see? The DNA of ReadWrite is passion for technology and forward-thinking analysis of it. So I was thrilled to see that the new editor-in-chief, Owen Thomas, had embraced those principles. Also, the Web of 2013 is no longer just about what’s happening on your computer’s Web browser, as it was in 2003. As Owen noted in his debut post, the Internet is everywhere today—in our pockets, on our bodies, in the physical world. So I’m thrilled that the blog I founded will chronicle this new era of the Read/Write Web. Hopefully for at least another 10 years! Because I’m certain the next decade will bring many more exciting innovations and Web developments.
Role of Mobile App Analytics In-App Engagement dan rowinski BlackBerry continues to play the role of Jekyll and Hyde in the smartphone market. In its latest quarterly earnings report, there is some room for optimism: it shipped 6.8 million smartphones, up from 6 million over the last quarter. Revenues were up to $3.1 billion, about $400 million more the the previous quarter. These are decent results, showing positive momentum for the once powerful company in two successive quarters. On the other hand, BlackBerry posted a quarterly loss of $84 million. It is a return to the red for BlackBerry, which had finally climbed out of its long nightmare last quarter and posted a profit for the first time in years at $94 million. Revenue breakdown for BlackBerry was 71% for hardware, 26% for service and 3% for software and other revenue. See also: BlackBerry CEO Thorsten Heins: Maybe Not A Patsy After AllThe hardware percentage is a positive sign for BlackBerry. Last quarter, revenue was split 61% for hardware and 36% for services. Being that BlackBerry is a smartphone manufacturer, it shows a rising, healthier core to the business.The company is pushing its new line of BlackBerry 10 devices into market such as the full-touch Z10 and the physical keyboard Q10. BlackBerry also announced a budget-friendly Q5 device at its developers conference in May, aimed at emerging markets.BlackBerry did not release specific sales numbers of BlackBerry 10 devices in its report, but CEO Thorsten Heins said it shipped 2.7 million such devices in the quarter. Last quarter, the company shipped one million BlackBerry 10 in limited availability. The Q10 has been said to be performing well in certain markets across the globe, such as Canada and the United Kingdom. BlackBerry still has a tough row to hoe going forward. In its earnings statement, BlackBerry said it does not predict it will be profitable next quarter as it makes investments on pushing out new smartphones and entering new markets. The company is rumored to be developing an all-touch high end device geared towards dropping in the fall called the BlackBerry A10. Tags:#BlackBerry#earnings Why IoT Apps are Eating Device Interfaces What it Takes to Build a Highly Secure FinTech … Related Posts The Rise and Rise of Mobile Payment Technology
For those involved in the IoT space, it feels as if not a day goes past without the launch of yet another IoT platform, promising a seamless conduit between connected devices and user applications.Talk to any platform vendor and they’ll all earnest declare that their platform is the best, providing features and capabilities that exceed those of other platforms.See also: IoT and dev platforms — connecting the world togetherGerman research company IoT Analytics recently released its current Global IoT Platform Companies List. The database now includes 450 IoT Platform companies worldwide, which marks a 25% increase compared to the previous year. Of the 13 industries analyzed, most of the vendors now focus on supporting IoT Solutions in Industrial/Manufacturing (32%), Smart City (21%) and Smart Home verticals (21%).In previous lists, Smart Home had been the leading vertical. Tags:#Beecham Research#Connected Devices#data security#featured#Internet of Things#IoT#IoT monitoring platforms#IoT platform#top Internet of Things Makes it Easier to Steal You… Why IoT Apps are Eating Device Interfaces How to choose a platformFor any prospective customer traversing the platform landscape, differentiating between the current 450 plus platforms on the market is a bewildering. To help, IoT Network recently launched IoT Pilot, a free, completely independent, analyst-driven tool designed to help enterprises navigate and evaluate the IoT platform landscape. It was created in conjunction with IoT research firm Beecham Research and I spoke to Saverio Romeo, their chief research officer to find out more. He explained that Beecham Research had identified 25 key indicators against which to independently evaluate the performance of different IoT platforms. These include market experience, partnerships network, ease of use by system integrators, and advanced application development capabilities.The consumer enters some information about their needs such as the purpose of the IoT device (for example, monitoring, predictive analytics and/or autonomous operability); the storage site of data (premises, cloud or hybrid location); and whether the vendor wants to integrate with existing workplace enterprise systems. A list of suggested platforms is generated with their key advantages detailed. Romeo explained that the purpose was to “provide a starting point for vendors to find a suitable IoT platform.”A saturated market without a dominant playerRomeo noted that the challenge of finding an IoT platform was complex in a saturated market where there are currently no specific platforms dominating the market (as with iOS and Android in mobile). “Currently there’s no market leader creating one industry standard”. Rather there are small industry specific platforms, those that are specific to particular regions and those that focus on particular devices and functions. “Their difference might include security levels, their experience in the market or their level of support offered to clients.”It’s a highly competitive space, Romeo noted:“There are a good number of companies, specialized in a particular subsection of IoT or with specialized platform services such as prescriptive analytics. There will be some acquisition of smaller platforms by bigger ones but at the same time, I think the key issue here is being able to create the right ecosystem which is flexible enough to move you from being a player into system leader into several sectors. I think the management of ecosystems is really a challenging one but a key competitive asset in IoT.Some people believe that the numbers will decrease we will end up with a small number of platforms able to do everything. But I’m not entirely convinced about that because of the context nature of IoT.”Other focus areas for IoT analysisThe platform finder is really Beecham Research’s first foray into customer research with their target market typically vendors. Romeo sees many areas that need research and analysis:“We need to understand more about the behavior of the network. If we have too many devices on the network we will start to feel the heaviness of all the devices on the network, so we will need to do network planning, we will probably need to prioritize traffic.”Romeo also commented on two key complexities in the platform ecosystem: “Firstly, security. From a developer’s point of view, they say, ‘Somebody told me that I need to start using guidelines, but which ones? Who should I trust? The other one is the evolution of analytics and primarily the analytics at the edge. So how clever the edge device should be- and when?”Romeo believes that data privacy and data ownership need to be discussed industry-wide, noting that the incoming General Data Protection Regulations (GDPR) in Europe do not fully touch IoT but offer some indicators. He also believes that device security needs to be viewed not only from the consumer perspective but also the greater ethical issues:“The experience of explaining design innovation to engineers has been quite extraordinary over the last 10 years. I think the next step is to make them aware of how the stuff they do has a social impact. We see some of this emerging in the Horizon 2020 research program. There are a number of initiatives in which your organization can go basically and test the device from an ethical point of view, and so I think there is a move towards that.”Anything that helps bring order, logic, and clarity of points of difference to the jumbled platform market can only be a good thing as the number of connected devices increases daily. It would be great to see other researchers provide their own similar pilots to enable the sector to have more independent analysis rather than self-regulation.What platforms will survive in the next decade and which will fail? More than 30 of the companies included in the Global IoT Platform Companies List 2016 edition have ceased to exist-having either gone out of business or being acquired. Which kinds will become market leaders for specific use cases? These questions alone suggest that the IoT platform ecosphere may look very different in the future. 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Why Your Company’s Tech Transformation Starts W… If you desire to own the results of search then remaining relevant most of the times is the key. Greatest ways of remaining relevant are by having the website constantly updated besides the properties of social media. One constantly has to publish fresh and useful content.This act demands specific strategies of social media. For keeping positive information afloat, it is necessary that freshest information is published. Encouraging Customers For Sharing Positive Reviews The biggest mistake that you can make is responding immediately or covering up their mistakes. Thus, sometimes rather than giving way to natural responses taking steps back and waiting for the situation to get controlled can be a major step.Starting Blogs Blogging has emerged to be one of the powerful tools allowing everyone to spreading the message out. It is a powerful platform for brands in building powerful resource as well as a positive reputation. Hence, pay heed to these steps and accomplish all your goals. Related Posts Consistent And Constant Updates The Reputation Management Companies try to own the results of the search so that online reputation is maintained at all times. It is also considered a great way for maintenance of control over reputation online. Thus, your personal goal should be getting maximum properties possible on page one of the search results for the personal name or brand name.Having a resume online also helps wherein domain name can be registered including your brand as well as the personal name across networks of social media. In simpler terms, the goal must be static at marinating online authority as well as high quality of the online properties. This is inclusive of social networks and websites. ORM has the capability to break or make a business. If there are negative reviews that show up against your brand then your company can be in big trouble. However, no one wants this hence reputation management can sincerely help in this situation. It also has the capability to prevent the occurring of such an instance.Here are some effective ORM tips that you must follow for your business. As per any Online Review Management company, it is always recommended that your company’s name must be searched once every month. If the company has been in news frequently then searching should be done frequently as well. Google alerts can be set up specifically for keywords that are related to the name of the business and brand. Whenever new content goes online, you shall get alerts.Most of the times, it is also suggested that you must not stay restricted to Google’s first-page search results, instead check the subsequent third as well as second page too. This shall be done to check if there is any negative content floating or not. Keeping a spreadsheet helps for tracking results of the search. There are many ways for encouraging customers in sharing positive experiences as well as reviews. Sometimes, gentle reminder or simple requests work.A request can be placed where you ask them if your company exceeded expectations or simply met them. Positive experiences can be shared by them. This is because it is the time of preventive management. Focusing on Results Of Search mansirana Checking results of search regularly Building a Workplace for the Next 100 Years How to Avoid Being Part of 90% of Failed Companies Why Your eCommerce Business Should Have a Pop-U… Do Not Be Defensive
Related Posts Emma Salvador Trends Driving the Loyalty Marketing Industry Emma Salvador, a masters in computer science has a knack for computer technologies. She has over 15 years of experience in systems security and IoT. Reasons to Outsource General Counsel Services f… How OKR’s Completely Transformed Our Culture Business credit is the grease that keeps the wheels of a business enterprise moving. The fact that business enterprises rely on business loans from time to time is an obvious statement. Regardless of the scale or the diversity of a business — budding entrepreneurs running from pillar to post in search of seed capital or liquidity injection for their business enterprises are a common sight in business circles.Challenges in Getting a Business Loan ApprovedWhile getting a business loan application approved by a banker, angel investor, or a private equity (PE) fund has always been a tall order. It has become even more complicated in the last two decades in the aftermath of global economic crises. There has been the subprime crisis (2008), the Eurozone crisis (2011) and the lessons learned from the cases of fiscal profligacy in the PIIGS (Portugal, Iceland, Italy, Greece, and Spain).Banks, private equity investors, angel investors, and lending institutions for business across the world have become even more cautious about approving loan applications due to a vast number of reasons.Some of the significant macroeconomic challenges that have an impact on the non-approval of business loan applications are as follows:Stringent guidelines by regulatory agencies and federal banksImpact of non-performing assets (NPAs) on balance sheets of banks due to bad business loansAbsence of a strong value proposition to be offered through the businessLack of a clear definition of the purpose of the business loanAbsence of well-documented history on the corporate behavior of the firmAbsence of demonstrated history of credit and payback by the firmA weak revenue model to support the payback of the creditLack of the scope to build scale into the business model for expansionHow to Raise the Chances of Getting the Business Loan Application ApprovedDefine the Purpose of the Business Credit First, define the core purpose of seeking business credit. It is of paramount importance that you, as an entrepreneur, be clear about the goals that you aim to achieve through the business credit that you are seeking.Do you want a working capital injection for your business to pay off salaries and wages?Do you want a loan to pay off existing debt?Do you want a business credit to expand your business?Do you want a line of credit to reach out to new geographiesDo you want to diversify your businessDo you want to embark on a capacity expansion through the establishment of new production units?Be very clear about the source of your journey and where do you want to end up?Decide on the Capital Injection- Debt or EquitySecond, as an entrepreneur, explore the multiple modes of business credit that are in place these days.You do not always have to lean towards a bank to seek a capital injection for your business.There are other options of private equity (PE) fundsAngel investors who are also sometimes referred to as venture capitalists (VCs)Microfinance institutions (MFIs).You also have the option to explore capital injections through equity crowdfunding. Banks offer the traditional debt route, PEs and VCs offer an equity route. On the other hand equity crowdfunding is a mechanism that allows your business to lean on broad groups of investors that fund micro, small and medium enterprises in lieu of payback, profit or revenue sharing of sweat equity.Update your Tax RecordsThird, do not forget to be a socially responsible corporate citizen. At the grassroots level, this translates to compliance with regulation and governance norms as per the local laws. Tax compliance is one of the essential factors for micro, small, and medium businesses.Bankers, PEs, VCs, and even crowdfunding platforms pay a great deal of attention to the details of the tax burden on your business and are particularly keen to study your tax records.Check for outstanding tax burdens and liabilities and consider a clean tax statement to be a testimony to subsistence level checks before proceeding forward with further processing of your business loan application or liquidity injection that you are seeking.Assess the Financial Risk Factor ObjectivelyFourth, be sure of the financial risk that your business is capable of taking upon itself. Ask yourself where and how to draw the line? There is no substitute to sound financial risk management.How much of financial risk is considered to be conservative, and how should you recognize the red flags?Work on your financial risk modeling. Your risk modeling should ideally include the expected return on investment (RoI), the payback period of your business, and the net present value (NPV) of the assets of the firm.Further, work with an experienced financial risk analyst to assess the unforeseen risk factors that may delay the returns from your project.In short, as an entrepreneur, you should be aware of the farthest that you can stretch with the financial risk involved with the capital injection.Define the degree of affordable risk (DAR) to yourself first, and you should be in an excellent position to explain it to the bankers and creditors.3Cs Matter: Character, Capability, and CredibilityRemember, bank managers and creditors, watch out for three things here:Character–The character here may refer to the value creation potential of the business seeking a capital injection.Capability–Capability here refers to the projected risk-returns trade-off faced by the business.Credibility– credibility refers to a combination of things, including brand value, the market capitalization of the firm, or the total valuation of the assets in possession of the firm.Safeguard Your Intellectual Property RightsOne last thing before you pitch your application before a banker, PE firm, or angel investor. Your intellectual property rights are especially applicable to product based and concept selling businesses. If you are into a company that uses technology, data, or digital assets in any way.It makes enormous good sense to think of your core competence and operational risks in terms of the VRIO model.VRIO here refers to:value (V)rareness (R)non-imitability (I)organizational fit (O).When you safeguard your intellectual property rights like trademarks, copyrights, and patents you have a very potent weapon to beat the competition in the market and create a solid basis for product differentiation and thus, a unique selling point for customers to lean on.Having a unique selling point transforms the very nature of your business loan application. It gives you a legal safeguard, a USP to talk about and finally a perfect core competence to draw the attention of PEs and VCs and win their trust.ConclusionWhile this is a list of general guidelines for entrepreneurs seeking a capital injection for their business, more layers and sub-layers of analysis may be added to make your business loan application even better and precise.One parting shot for entrepreneurs here is to focus not just on justifying why their business deserves a loan or an equity investment but to focus on how a small capital injection can multiply the value creation many times more and benefit investors, clients and employees through a profitable, predictable, sustainable and de-risked business model. Tags:#Business Funding#Capital#Crowd Funding#Entrepreneurs#Finance China and America want the AI Prize Title: Who …
By Jay Morse & Heidi Radunovich, PhDCreative Commons [Flickr, Area I Community Baby Shower, June 2, 2012]The ADAPT (After Deployment, Adaptive Parenting Tools) parent training program has been developed for military parents who are seeking to improve their parenting skills . Parent participation in the study was high and preliminary data from the study have indicated that military parents – both the military member and spouse – are willing to participate in parenting skills training.The ADAPT program was developed by modifying one of the interventions developed through the empirically tested Parent Management Training – Oregon (PMTO) model. The ADAPT program was modified to address the specific needs of military parents after deployment. Adaptations included the military cultural context, reintegration issues, combat stress reactions and their impact on the family and parenting, and ways to manage roadblocks to group participation.The program addresses 5 positive parenting practices: (1) skills encouragement; (2) positive involvement; (3) family problem-solving; (4) monitoring; and, (5) effective discipline. Parenting skills were taught weekly for 14, 2-hour group sessions. In addition to group training sessions, ADAPT provided web-based training modules that included skill and practice videos, mindfulness exercises, and home practice assignments. A total of 42 families participated in this first study, who participated in groups of 5-6 families. An almost equal number of fathers and mothers participated in the study (39 mothers and 36 fathers). The most common number of children in the family was 2, with 44% of the families reporting 3 or more children. The National Guard and Reserve (NG/R) participant group was skewed towards higher ranks. Almost one-third (31%) of the participants were officers compared with a national average of 15% officers in the NG/R. Recruitment was measured by the count of families that participated in at least one group session. Retention measures included weekly attendance, completion of home practice assignments, and usage of online tools. Acceptability of the program was measured using a 20-item questionnaire targeting participant satisfaction, group experience, and home practice satisfaction.Of the 42 families invited to attend group sessions, 33 families attended at least one session. On average, at least one parent attended 10 sessions, with 79% attending at least 50% of the sessions. Over one-half of the families accessed the online tools at least once. Use of the online tools varied greatly, with an average use of 15 times during the study period. Families used summaries the most (33%), followed by knowledge checks (32%), videos (30%), and handouts (25%). The mindfulness exercises were the least utilized online tool, with only 19% of families accessing the mindfulness module. Families that actively participated in group sessions were more likely to access the online training modules.Of particular note, several families in the study indicated that they enjoyed ADAPT because the program was consistent with the values associated with military life, such as structure, clarity, and routines. The authors also reported that families seemed to be more willing to participate when the program emphasized prevention and was offered in the form of education, particularly in a community setting.This study did not assess behavior change in the families who participated, but instead focused on utilization of and satisfaction with the ADAPT program. It appears that adaptations made to the PMTO program to create the ADAPT program were well-received by this audience. Clinicians who work with military families that experience deployment may want to consider using the ADAPT program to assist with reintegration.References Gewirtz, A. H., Pinna, K. M., Hanson, S. K., & Brockberg, D. (2014). Promoting parenting to support reintegrating military families: After deployment, adaptive parenting tools. Psychological Services, 11(1), 31-40. doi: 10.1037/a0034134This post was written by Jay Morse & Heidi Radunovich, PhD, members of the MFLN Family Development (FD) team which aims to support the development of professionals working with military families. Find out more about the Military Families Learning Network FD concentration on our website, on Facebook, on Twitter, YouTube, and on LinkedIn.
It’s day three of the virtual conference!Today Trisha Wohlfeil continues to build the conversation around the role of emotions during times of change. She shares strategies for building resilience through vulnerability, values, and personal empowerment, and reminds us of the connections between thought and behavior.Brian Frederickson complements Trisha’s session with a discussion about the intention to change and the actions necessary to make it happen. He walks us through immunity mapping as a helpful tool in identifying new behaviors that better align with effective leadership through change.Are you seeing any connections between personal and organizational change? What themes are you noticing across the conversations so far this week? Please share what you’re learning, and how this information can be helpful in your work.Let’s learn from one another! Please share your thoughts as a comment below.-Brigitte Scott,Director of Program Development and Evaluation, MFLN
In the video Matt uses a custom script that he created called “Motion“. With Motion you can easily add easing to keyframes along with some other really awesome features. We highly recommend checking out Motion on the Mt. MoGraph site.Know of any other Illustrator integrations in After Effects? Share in the comments below. Motion designers: learn how to morph Illustrator paths in After Effects in this helpful video tutorial.One of the benefits of using Adobe After Effects instead of Apple Motion is it’s integration with the rest of the Creative Cloud. We’re all familiar with Adobe Dynamic Link, but one of the lesser utilized features is After Effects’ ability to integrate with Illustrator.In the following video tutorial created by motion designer and PremiumBeat blogger Matt Jylkka of Mount MoGraph, he demonstrates how to copy Illustrator paths and paste them into After Effects. The tutorial covers:Optimizing Shapes in IllustratorCopying Shape PathsOffsetting PathsKeyframing Colors
Take a look at the lighting cinematographer Roger Deakins designed to capture the visually stunning footage in Blade Runner 2049.Top image via ARRI.In this article, we are going to take a quick look back at Roger Deakins’s previous work with ring lights — and how he built a massive lighting rig for Blade Runner 2049. Then we will take a look at how Deakins shot the film, as well as a few new tutorials you can check out to create your own looks inspired by Blade Runner 2049.Roger Deakins Ring LightsIn a previous article, 5 DIY Tutorials and Gear Hacks for Filmmakers, we covered building a Roger Deakins-style ring light. Ring lights have become one of Deakins’s signature tools, and on each film, the rings get bigger and bigger. Before talking about the lighting of Blade Runner 2049, let’s look back at Deakins talking about ring lights:They are really simple things though: some wooden rings of varying diameter with sockets for household bulbs every 5″, some straight wooden strips with similarly spaced sockets, steel hoops with evenly spaced 200/300 watt halogen bulbs, sockets grouped like the fingers of your hand which also take 200 watt halogen bulbs, a household socket with the socket for a 200 watt halogen bulb behind it etc etc.When we last talked about these ring lights, Deakins had shared the following on the massive ring light that his grips and gaffers built for A Serious Man…This was a light I had made which consists of 5 concentric hexagonal aluminum strips holding 200 odd 75 watt household bulbs. The largest hexagon is 15′ across and the smallest 3’6″ across. It was controlled by a dimmer system and a skirt of ultrabounce acts as a cut as well as an interior reflector.Image A Serious Man… via Roger Deakins.This was a light I had made for a Synagogue location in A Serious Man… We had a large number of shots to shoot in this particular location so my problem was to light the space in such a way as I wouldn’t take much time relighting for every angle. This rig was suspended from chain motors at an average of 20′ above the centre of the space. The total output would have been about 17Kw but as the lamp was dimmed down to about 40% it was not all that intense. I was only shooting at a base of 2.6 on 5218 with a little high speed work for which we raised the intensity of the light. We added some bounce from shot to shot, usually dropping muslin from the rig itself, but that was all the additional lighting we used.Lighting Blade Runner 2049When it came to the look of Blade Runner 2049, Denis Villeneuve and Roger Deakins spent quite a bit of time deciding the right atmosphere. In an interview with IndieWire, Deakins recalls the following:It was about trying to find Wallace’s character and Denis and I spent a lot of time talking about the look of the interior… We looked at a lot of references of the way architects use light in modern buildings, and especially the way light falls on some of these big concrete structures.There was one particular cathedral that’s a big concrete block with two skylights that lets light in a most interesting way. We thought about an artificial world in which lighting moves like sunlight. I went with that and little patterns. Denis wanted the main space to be a big platform in the middle of a pond (based on an architectural design we’d seen). And the idea was to play with water with caustic patterns to evoke different emotions.Image Denis Villeneuve via Columbia Pictures.In an interview with ARRI, gaffer Bill O’Leary talked about the naturalistic look of Blade Runner 2049. His team of 20 crew members assembled massive ring lights on multiple locations:I had nine weeks of prep time for a shooting schedule of around 90 days. We often had up to six stages working at Origo Studios and three at Korda Studios, in various stages of rigging, shooting and de-rigging. In total we had a lighting crew of around 20. They were without doubt the best crew I’ve worked with, apart from my regular New York crew, who I’ve been with for decades. Having such a top-notch rigging crew and top-notch programmers meant that dimming control was not at all difficult, despite the huge lighting package.Here is a look at one of the lighting packages: 256 ARRI 300-watt Fresnels connected to two rings to simulate the sun and the sun’s shadows.Image Blade Runner 2049 Ring Light via ARRI.This light ring was used in the office of Niander Wallace, played by Jared Leto. It lit the actors on the platform — designed to look like the sun shining through a skylight. O’Leary explained the setup:We used 256 ARRI 300-watt Fresnels in two concentric circles. The doors were removed so that each lamphead was literally touching the next. When a slow chase was programmed, it appeared as a soft source of about eight lamps circling the subject. This required quite an elaborate dimmer installation.Here is a look of the light in action on set.Roger Deakins elaborated on this setup over on his forum.Similar in concept but the one I used for ‘A Serious Man’ utilized household bulbs to get a broad soft light effect, whereas here I used 300watt Fresnel lamps to focus the light in a specific area. The light still appeared soft because of the width of the number of lights burning at any one time. To begin the scene we had, maybe, 12 lamps on at any one time but the center of these twelve lamps would be the only ones at anything like full intensity. The outer lamps of the twelve would have been almost off. This effect ‘chased’ around the circle and the number of lamps burning at any one time grew as the scene progressed.As for the beautiful water reflections on the surrounding walls, Deakins explained as follows:The water was lit with 10K Fresnel lamps. There were two per side making eight in all. It was a very tricky rig because it had to be quite high, so as to not be in shot, and the lamps had to have the right angle to reflect and spill across the wall as they do. I was originally expecting that I could do this effect without lighting the water so much. The bottom of the pool had been painted black so, in my naiveté, I thought it would stay quite dark. Consequently I asked my gaffer, Billy O’Leary, to construct long barn door extenders so that the pattern of light on the water would be a pleasing symmetrical shape and the light from the two lamps would merge together.In another thread, Deakins elaborated a bit more on the two scenes shot on this set:I will eventually post the lighting diagrams for this and other sets. I always wanted to light the two scenes on that set quite differently. The first lighting design was something I had thought out well before the idea of the pool was finally locked in. This was based on the idea of sunlight coming through skylights in the roof and was similar in a way to the initial wide shot that introduces the Records Library. Of course, the addition of the element of water helped me create a second quite different look for that ‘interrogation’ scene. But the caustics were just a background to the actual character lighting, which was also something I had been thinking about for some time. It seemed a natural extension of the theme of moving light.The library scene Deakins is referring to was entirely lit by ARRI SkyPanels. Bill O’Leary talks more about that setup:This was a large set with a coffered ceiling containing milk glass panels. We had a construction box in each separate opening to act as a snoot and hung an ARRI S60-C in each box. There were 100 SkyPanels in total. This allowed us to achieve an effect of each row turning on as the characters crossed the set. I also found the SkyPanels easy to integrate into a more standard tungsten setup.In the ARRI interview, O’Leary was asked how the interiors we kept so soft and warm with atmospheric colors:Roger achieved most of the look in-camera. For the lighting, we used soft sources and lots of gels on the lampheads to create the different color atmospheres. We went through almost 1,400 rolls of gel by the time we had finished shooting!Shooting Blade Runner 2049As for shooting the film, Deakins went with an all ARRI package with ALEXA XT Studio cameras with Master Prime lenses. The sets mentioned before, and many other major scenes, were shot on sound stages in Budapest.As for the scale of the sets, Ryan Gosling recalled in an interview with Entertainment Weekly that “It’s really incredible… I was so overwhelmed by the scale of them and how specific and, although, beautiful they are.”As for working with Deakins:Roger is a master. If there’s a Mount Rushmore of DPs, he’d be right there in the middle. He goes about his work very modestly and quietly, but you learn so much from just looking. You realize that once you are in one of his shots, half your job is already done.In this “making of” video from Vice, you’ll go on set to see Deakins and Villeneuve at work, with the cast and crew — and even get a glimpse at some of the set pieces and props.Recreating Blade Runner 2049If you are looking to recreate some of the looks of Blade Runner 2049 yourself, check out these tutorials.First, Film Riot shows you how to create the look of the desert in Blade Runner 2049 in After Effects.In this tutorial from RocketStock, you can learn to track your character’s eyes. You’ll learn how to create the original red replicant eyes from the first film as well as Niander Wallace’s white eyes from the sequel. It also includes free project files and assets, so be sure to download the free project on RocketStock.A Little More DeakinsIt should be no surprise that we love writing about Roger Deakins. Here are a few more pieces you may really enjoy.How to Frame a Medium Shot Like a Master Cinematographer10 Tips from Master Cinematographer Roger DeakinsCinematography Tips from The Best In The BusinessTo mark ARRI’s 100th anniversary, the company put together a series of interviews with legendary DPs, cinematographers, lighting technicians, and more. Here is the interview they conducted with Roger Deakins on the art of cinematography.
Every couple months I get a phone call that goes something like this, “Did you get the email I sent you?” I respond by saying, “I don’t think so. When did you send it?” The sender responds by saying, “Just now.”And with that statement, they reveal themselves. They are of the unfortunate breed of lost souls that live in their email inbox. They’re subject to other people’s priorities, and other people whims. They don’t likely get their most important work done each day because living in the inbox means responding in real time.Here is how to stop living in your inbox for good.Caution: This takes unimaginable courage, extreme self-discipline, and the willingness to make other people’s priorities play second fiddle to what’s really important.Do Your Most Important Work Before You Open Your EmailDon’t open your inbox in the morning. I mean it; don’t even launch the program.I don’t open my email until I’ve done my most important work each morning. That likely means that I’ve written this blog post before I even know what’s waiting for me. It also means I’ve done some client-related work too.By keeping my email program closed, no matter what shows up in that inbox it’s not going to derail my day, because by the time I see it, I am hours and hours into my most important work. When I do see it, my most important work will have already been done. BOOM!Schedule Time to Check Your EmailSchedule time to review your email and use effective tools.I’m using Sanebox to sort my email. It used to be when I opened my inbox I would be greeted by something near 100 messages. After setting up the Sanebox filters, I’m greeted by about 20 email messages. The rest of the email messages have found their way into a Bulk email folder (completely unimportant), a Newsletter folder (I wish I had time to read these), or a Later folder (okay to process later).Even though I’ve eliminated a lot of my email, I still have to deal with the important email messages. So I try to check my email at ten o’clock in the morning and again later in the afternoon. I also check it at night.I keep the inbox completely closed. I have no notifications set up to inform me that I received an email. And I’ll leave email closed for hours on end.One of the other ways that I process a lot of email is to check my email while I’m waiting for something else to happen. For instance if I’m in between calls and have some time, I’ll pop open the iPhone or the iPad and processes as much trivial email as I can. I try to blast through anything that doesn’t really require my attention.Process Your Email in One or Two SittingsChecking your email is different than processing your email. Some of your email requires a thoughtful response. Some email might only take two minutes to reply to. Some needs archived. And much just needs deleted.I move the email that requires a real response into Omnifocus, my task manager, so I can schedule time to respond to those emails in a meaningful way. When I’m processing the email, I process the email. I reply to every email that requires a real response.I try to do this in one sitting a day. But it almost always takes two. On Sundays, when I send y newsletter, it takes five.Train the People in Your LifeYou have to train the people in your life that you don’t live in your inbox.I’ve spent time training the people in my life that I don’t live in my email. You let them know that if they send an urgent email that it’s unlikely that you will receive it in a time that meets their needs. If something needs your serious attention, the best way for anyone to get a hold of you is to use the telephone.I never turn my telephone off. It is right next to me, even when I am sleeping. And, I’ll bet you never turn your phone off either.By letting people know that you might take some time to respond, you train them not to expect you to be always on, at the ready, living to type the next email message. But most importantly, you’ll get a lot more work done.QuestionsDo you live in your inbox? (You can be honest here; we’re all friends)Can you get up in the morning without opening your inbox first thing? How much work could you get done if you waited until 10:00 AM to check your inbox?Can you limit the times you check email, making sure you are available for important client communication, but not so available it derails your day?How long would it take you to process your email, to clear it out and respond to the important email messages?Who in your life needs trained to wait for a response? Who believe you should live in your inbox? Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Podcast: Play in new window | Download (39.4MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSOne of the most influential and insightful books Anthony has ready recently is by his guest today, John Jantsch. “Duct Tape Selling” is John’s approach to the newly emerging marketplace where sales calls happen and look different due to changing company structures and new communication and technology tools. He believes that sales teams that keep selling as they have in the past will be left behind, simply because the old approaches and methods don’t work in light of how businesses and individuals are working in the modern era. You’ll get a ton of great insight from this conversation and a helpful preview into John’s book.What should #salespeople do when the way the market has worked for ages has changed? ~ with John JantschClick To TweetMost sales professionals misuse the whitepapers their company creates.John Jantsch laughs as he talks about the emails and calls he receives where a salesperson mentions their great whitepaper that could address a topic of interest and all they do is provide a link to it. John’s suggestion: Copy and paste a pertinent paragraph or point from the whitepaper to include in the email or memo. It’s much more helpful to make it easy for your prospect to see the value you are offering them than it is to wait on them to take that step (which they probably won’t). There’s a ton of value in John’s approach to the new, digital marketplace so be sure you listen to hear how he guides entrepreneurs and businesses to adapt for continued success.If you think THIS is prospecting, you’re wrong.Anthony and John are both flabbergasted by the number of calls and emails they receive that essentially admit that the salesperson on the other end of the communication has not done their homework before reaching out to them. If you’re sending out letters, emails, or calls that say, “I don’t know exactly what you do, but we can offer you…” – then you’re doing one of the most stupid things possible. If you want your potential clients to believe that your product can address the needs they have, you’ve got to demonstrate to them that you’ve taken the time to understand at least some of what their needs may be. John’s got a great approach to this type of interaction and you can get his advice on this episode.The inexcusable things salespeople do, thinking they are prospectingClick To TweetSales managers need to look for different types of salespeople these days.In case you haven’t noticed, the marketplace is changing. In fact, it’s already changed in many significant ways. Companies are no longer doing business on a B2B level like they used to. As one example, many don’t even use the telephone anymore. It’s in this changing landscape that sales managers need to begin thinking in new paradigms, new ways of approaching the still-vital role of their sales teams. John Jantsch says that individuals who are outside the box of the traditional “sales personality” may be the answer and he gives some tips about how managers can identify and enlist those people, on this episode of In The Arena.If you are an entrepreneur, you don’t have time NOT to blog.John Jantsch understands the tension being communicated by busy entrepreneurs when they say that they don’t have time to blog. Running a business, no matter what size, is a very time intensive thing. But his experience has shown him that the discipline of blogging regularly has opened doors for him that never would have been opened if he hadn’t been blogging. In his thinking, all those months of blogging with seemingly no results was really a long-term effort at positioning himself as a thought leader in the sales and marketing arena who had something valuable to say. His commitment showed potential clients that he was not a fly-by-night guy and actually had expertise that would benefit them. Find out how John suggests you get started blogging for your own benefit, on this episode.Why entrepreneurs don’t have time NOT to blog, with John JantschClick To TweetOutline of this great episode How Anthony and John got connected and how John is ramping up things in the sales and marketing world. Why every small biz owner and entrepreneur need to read John’s book, “Duct Tape Marketing.” How marketing people need to understand salespeople, and vice versa. Using whitepapers as sales tools in a more effective way. The inexcusable things salespeople do, thinking they are prospecting. Why sales managers need to be looking for a different type of salesperson. Why John believes companies need to give away more to garner sales. The importance of blogging to establish John as a thought leader. Why entrepreneurs don’t have time not to blog. John’s take on effectively using LinkedIn and other industry related groups/sites. The power of a great social surrounding strategy.Resources & Links mentioned in this episodewww.DuctTapeMarketing.comwww.DuctTapeSelling.comJohn on Twitter: https://twitter.com/ducttapeJohn on LinkedIn: https://www.linkedin.com/in/ducttapemarketing159555131XB00DMCPRAG The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarinoTweets you can use to share this episodeWhy sales managers need to be looking for a different type of salespersonClick To TweetWhy John Jantsch believes your company needs to give away moreClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below
There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be).Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales process that is designed to obtain an order. They ask for an order, and in a lot of cases they get an order. But by doing so, they make it more difficult to acquire the client.The client gives them a single, difficult to fill order (which some salespeople are naive enough to ask for). The client would give that order to any salesperson who asks. Or, the client is in a bind and can’t get what they want when they want it, so they offer the salesperson who has been hounding them for a chance to get his foot in the door an order so they can get out of a bind.Because the salesperson and their company behave transactionally, believing that they need orders, they get orders. But they don’t acquire the client, when acquiring the client would get them all of the orders (or at least a significant piece of business). When you behave transactionally, you define yourself as such.There isn’t a business that needs orders more than they need clients. Your local pizza shop doesn’t want you to order a pizza from them; they want you to order every pizza from them. Amazon.com doesn’t want you to order a book from them; they want you to order all of the books you will ever buy from them–and everything else you will ever buy, to boot. These are highly transactional businesses, yet they work very hard to change the nature of the relationship.If what you really want to acquire is a client, then you cannot behave transactionally. You can always ask for an order, but you should always do so in the context of a sales process that is working towards an agreement to work together at a much higher level. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now There is this problem with heroes: they have flaws. No matter how much you want to believe that your hero is somehow a perfect version of a human being, over time, they often behave in ways that prove otherwise. They sometimes say things or do things that conflict with what you believe about them, and they disappoint you, even though they still have qualities you admire.There is a time when it is necessary to give up your heroes and become one instead.What you may not be aware of or fully accept is that you are a hero and you need to work on being the best version possible for the people that believe this about you.You have people who believe that you are special. They look up to you. In some cases, they literally look up to you because they are still small. They believe that you know everything there is to know, and as far as they are concerned you’re the picture of perfection. In many ways, they are going to be what you are now. For these people, you have to make sure that you are congruent in word and deed. You need to provide the best example of what heroes do—and what they don’t do.There are people who you are ahead of in life. They hope to someday be what they believe you are now. They see you as a model, and they believe that you have everything figured out, even if you don’t have any idea what you are doing, and even if you don’t recognize they look to you as an exemplar. As their hero, you inspire them. These people are following your lead, and they need you to raise the bar on what’s possible.There are people who work for you and with you. They think that you are the bee’s knees, that you personally responsible for hanging the Sun and the Moon in the sky. As fallible as you may be, they don’t believe that you are. How you treat these people is an indication of what someone in your role is supposed to be. When you become a better version of yourself, you are showing them what heroes are supposed to do.You already are a hero. For all the people that look to you, become the best version of yourself possible, and work to help them become the hero that they are supposed to be.
Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now There is tremendous value in outcomes-based thinking. One of the reasons people struggle to produce the results they’re capable of is that they lack goals, and a focus on the outcome. For example, maybe you want to win a new deal. But you don’t win a deal. Instead, you do all the things necessary to produce the outcomes that eventually result in a prospective client signing a document that makes them an actual client. While it’s critical that you have your outcome in mind, it is the execution of the inputs that allow you to execute that outcome. Winning on the inputs is part of the domination strategy.Inputs = OutputsThe following inputs are in a particular order to make a specific point about inputs and outputs.Meetings: If the outcome is a scheduled meeting with your dream client, certain inputs provide a reliable action plan to create that output. The inputs for booking a meeting include:Researching your dream clients to develop a theory about why they may need to change,Nurturing the relationships over time to become known as a value creator,Using a professional pursuit plan that allows you to persist long enough to obtain that meeting, as well asThe language choices that demonstrate that your client will not be wasting their time when they meet with you.Oh, and then there are cold calls.Without these inputs, you will not produce the output. Too little activity around these inputs is also a recipe for poor outcomes.Engagement: If you want the outcome that is your prospective client deciding that you are a person worth engaging with to change some result, there are many inputs you need to leverage.How you open your first sales call and set an agenda for the meeting provides your prospective client with some idea as to what it’s going to be like to work with you.The types of questions you ask and the insights you share demonstrate the quality of your thinking and approach, another critical input.Your ability to help your dream client understand where they are in time and space, as well as the ideas they should explore to improve their situation, are inputs.Weak inputs lead to poor outcomes.Control the Process: Your ability to describe and control the process is an input to your ultimate result.The ability to ask for and obtain the commitments you know your dream client must make to initiate change and produce better results precedes the result you create. If you can’t ask for and obtain the commitments, either you or your dream client will skip steps, miss commitments, and struggle to move the initiative forward.Allowing your client to control the process is the same as agreeing to a request for a proposal, in which you have no say in what comes next or why even when your advice would produce a better result for your prospective client.No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Inputs again equal outputs.Poor Inputs, Poorer OutcomesThere are two areas of inputs you need to consider when you want a particular—or better—outcome. The first is whether you are generating enough input, a measure of activity. The second, and sometimes even more important, is the effectiveness of the contribution.If you want meetings, too little activity will make it challenging to achieve the outcomes you want. If you want more meetings, increasing the activity (inputs) invariably leads to better results, which is why so many sales managers ask for higher activity. When a lack of action results in little input, the right answer is to turn up the volumes.It’s an enormous mistake to look only at the activity as an input. All you need to know this is true are the paragraphs above that describe inputs of greater difficulty and skill than a cold call. The effectiveness of the contribution is equally important, and in some cases, even more critical. It is no good to have a poorly executed first meeting with a client.Having poorer first meetings with a client only does more damage faster and across a larger group of prospective clients. Your effectiveness in having client conversations is an input.A Two-Prong Approach to ImprovementIf you need better results, you can pursue these two strategies simultaneously. You can increase your activity while also improving your effectiveness. Of the two, many people believe generating more business is their real challenge when in truth, that is the easier of the two. Improving your effectiveness requires intentionality, time, energy, and a willingness to change your approach—even when it is uncomfortable.Pursuing improvement in both areas is almost always faster than more effective than choosing only one.If what you are doing now would produce the result you need, you’d already have that result. If you are not achieving that result, you need to focus on increasing and improving your inputs.
Pune: Since the Bharatiya Janata Party (BJP) swept the civic polls in Pune on February 23, opposition parties have alleged that the BJP’s overwhelming victories were largely due to the result of EVM tampering.However, an analysis by city-based RTI activist Vijay Kumbhar, based on data from the State Election Department, casts aspersions on the election process during the crucial Pune Municipal Corporation (PMC) poll, in which the BJP secured a record 98 of 162 seats.According to him, the fault lay not so much with the EVM machine as to the election process itself. Analysis of just one ward reveals discrepancies between control unit (CU) numbers and ballot unit (BU) numbers of various booths in the ward before polling day and during the actual day of voting.Nearly 27 lakh registered voters had to elect 162 candidates from 41 panels [wards] in the PMC poll, voting for which concluded on February 21. In 39 of these wards, the voter had to elect four candidates in each of these wards, while in the remaining two wards, the voter had to elect three candidates from each ward.“I’m not making allegations for the sake of it, but plain facts in this case cast doubt on the entire procedure followed during the PMC poll. These facts are based on documents provided by the Election Department itself,” Mr. Kumbhar told The Hindu. He pointed out that in ward no. 33, which comprised the city’s Wadgaon Dhayari-Wadgaon Budruk area, around five BU numbers were changed without prior intimation to the candidates.Randomisation processAs per procedure, the EVMs were checked, randomised, allotted booth and sequence wise, and sealed in presence of the authorities, candidates or their representatives, and a representative of the EVM manufacturing company on February 15, six days before the voting. The randomisation implies allotment of BU and CU numbers to corresponding booths, with the BU and CU charts given to the candidates or their representatives. The sequence of candidates was also set on the same day.“However, on the actual polling day [February 21], when the polling staff opened ballot units, the serial numbers were different from those recorded and sealed on February 15,” said Mr. Kumbhar.According to him, in booth numbers 10, 12, 28, 49 and 50, the ballot unit numbers were P44052, P 43551, MO22334, P 143888 and P14390 on February 15. However, the ballot unit numbers corresponding to these booths somehow changed to P14992, P11947, MO23334, P 14386 and MO 27617 on polling day.“Is it possible that despite all precautions, ballot units were changed on voting day? This is very serious and the Election Commission has to clarify these glaring discrepancies,” said Mr. Kumbhar. According to the documents, the CU numbers for booth numbers 24 and 30 [in ward number 33] in the copy handed over to the candidates were M22232 and M21591, but on polling day, the figures were inexplicably changed to 7507 and M21595. The sequence of ballot units was also found changed in 20 booths in ward no. 33.The rules plainly stipulate that a ballot unit be connected to the control unit according to a particular sequence allotted to them. “Changing that sequence is tantamount to an exchange of votes among candidates. Just how anyone could have access to sealed machines is anybody’s guess. The matter has to be probed sternly and objectively,” said Mr. Kumbhar.Late discoveryThe main reason why many candidates, who recently discovered these lapses, woke up so late is that in most cases, they did not bother to collect Form 11 which is due from the election office. This form enumerates the number of voters casting their votes in a particular booth, along with the BU and CU numbers. Had the candidates collected this form from election authorities at the end of voting day, they would have discovered the error in their BU and CU numbers on February 21 itself. “Instead most were caught up in election fervour, with their eyes on the counting two days later,” said Mr. Kumbar. Mismatch in tallyIn fact, according to data made public by the PMC’s election office, soon after the counting of votes on February 23, it was found that at least 14 electoral panels had a lesser vote count than the actual number of votes polled. As per the election process, the total number of votes cast should remain the same for each of the four wards in an electoral panel and match the polling data.Late last month, candidates from prominent parties, including the Nationalist Congress Party (NCP), Shiv Sena, and the Congress took to the street accusing the ruling BJP of tampering with the EVMs.
In a two-day State executive meeting at Somnath, the Gujarat Bharatiya Janata Party (BJP) has resolved to win “150 Assembly seats in the forthcoming Assembly polls” due to be held later this year.The State executive has passed a resolution to achieve the target of 150 seats out of the total 182 Assembly seats in the State. The ruling party congratulated the Centre and the State government for initiatives such as strengthening the prohibition law and amending the cow protection law to award life imprisonment to those found guilty of cow slaughter.Earlier, the BJP’s national president Amit Shah, while addressing party workers in Ahmedabad, had announced that the party would win 150 seats in Gujarat, and that will lay the foundation for next parliamentary polls in 2019. After the State executive, the party will hold district level executive meetings to gear up its cadre for the Assembly polls.Prime Minister Modi will be coming to the State every month to either inaugurate new projects and schemes or attend social events.
The Jammu and Kashmir government will consider any request for security from separatist leaders if they approach the Mehbooba Mufti dispensation following a threat by Hizbul Mujahideen (HM) commander Zakir Musa.“When somebody will seek security from us, we will think over it,” Mehbooba Mufti told reporters on Saturday on the sidelines of a function when asked about the threat given to separatist leaders by Musa.The HM commander, in a video message yesterday, had threatened to kill separatist leadership for terming Kashmir a political issue instead of Islamic struggle meant to enforce ‘Sharia’ (Islamic law) in the State.Special childrenEarlier, Ms Mehbooba interacted with differently-abled children from across the State who had gathered at the astro-turf TRC ground at a special camp organised by the Jammu and Kashmir Sports Council.She said that her government will provide necessary facilities to such children. Stressing that there was a need for schools for differently-abled children, she said “we have not been able to provide the required facilities to them so far. They need specially trained teachers”.Lauding the Sports Council for organising the programme, she said that there was a need to hold more such activities in future.Better facilitiesOn her interaction with other children at the camp, Ms Mehbooba said football players demanded shoes and better infrastructure which the government will provide.“Our children have a lot of potential which needs proper grooming. My government will try to tap their potential so that they can excel in the field of sports and bring laurels to the State,” the Chief Minister said.Nazir Ahmad, a member of sports council, said over 400 differently-abled children of various age groups took part in the week-long sports event.Nasir Javid, a therapist working with Life Help Centre for child care at Chanapora locality of uptown Srinagar, said it was a good move on the part of the Sports Council. He said although sports activities are part of their curriculum at the centre, the event allows them to interact with other differently-abled children.
Three more infiltrators were killed near the Line of Control (LoC) in the Kashmir Valley on Thursday, as the Army foiled multiple infiltration bids, taking the toll in the past 48 hours to seven. One soldier was killed and two others were injured in these encounters. The Army on Thursday spotted a group of militants in Kupwara’s Naugam Sector near the LoC. “Alert troops foiled the infiltration bid in Naugam Sector and killed three heavily-armed militants. One soldier was also killed,” an Army official said.Four infiltrators were killed on Wednesday in the Macchil Sector of Kupwara district. The Army said it has foiled four infiltration bids in the Kashmir Valley in the past 48 hours. “The Pakistan army’s attempts to push armed infiltrators were foiled in Gurez in Bandipora district, Macchil and Naugam in Kupwara and Uri in Baramulla district. The armed groups were provided active support, including covering fire from heavy calibre artillery, by Pakistani posts,” said the Army spokesman. Two soldiers were injured in a gunfight in Uri Sector. A total of 15 militants have been killed on the LoC in Kashmir Valley since May 26.According to the Army, 22 infiltration attempts were foiled and 43 armed intruders killed on the LoC this year. “The relentless operations by the security forces have defeated desperate attempts by Pakistan and its agents to spread terror during the month of Ramzan,” it said. Meanwhile, a cordon-and-search-operation was launched in Poonch’s in Loran area too on Wednesday night following information about the presence of around six militants.Stone-throwingAn anti-militancy operation was resisted by locals who resorted to heavy stone-throwing in Anantnag’s Wularhama village in south Kashmir. A police official said aerial firing and tear smoke shelling were employed against protesters “who attacked a cordon-and-search-operation.” The militants reportedly managed to escape. 10 jawans injured Ten jawans of the Central Reserve Police Force (CRPF) suffered injuries in restive Shopian district when the driver of a vehicle carrying them came under attack by stone throwers. The district is witnessing tension following the killing of a student during an Army search operation two days ago. An official said the CRPF men were discharged after treatment.All educational institutions in the Kashmir valley will remain closed in the wake of a separatists’ call for protests against the student’s killing in Shopian. Kashmir University has postponed all examinations, as the authorities have decided to impose curfew-like restrictions in parts of the Valley.
At least 50 students of a private school were on Wednesday hospitalised after they complained of uneasiness following inhalation of ammonia gas which leaked from a cold storage nearby, district authorities said.Nearly 800 students were present on the school campus when the gas leaked from the adjoining cold storage, located on Narsingpur road, a senior official said.District Collector J K Jain ordered an inquiry into the incident.“Fifty students were taken to the district hospital after they complained about uneasiness. They were sent home after medical check-up and being provided medication. We have evacuated the school,” Mr. Jain told after visiting the spot along with Superintendent of Police Gaurav Tiwari.“We have ordered an inquiry into the incident. and the owner of the cold storage is being questioned,” the collector said.The students had assembled on the school campus for the daily prayer when the ammonia gas leaked from a pipeline at around 10.15 am. After the leak, some students complained of uneasiness, he said.The ammonia gas leakage was caused by the explosion of a cylinder in the cold storage, Jain said.SP Tiwari said teams of fire brigade and ambulances were rushed to the spot after the incident was reported.“The situation is now under control ner,” he said.
Patidar leader Hardik Patel is no stranger to adulation, and huge crowds await him wherever his rallies or meetings are scheduled. Last week, at Vallabhipur Crossing in Bhavnagar district, thousands of his supporters waited for him at Umrada to make the 250 km from a court at Visnagar in Mehsana and address them. Only hours ago had the court granted him bail in an old case of alleged ransacking of a BJP leader’s office, and he drove down to address the public meeting.He arrives two hours late at 6 p.m., as the journey’s second half “became a roadshow”. As Mr. Patel’s cavalcade approaches, the drumbeats get more frenzied, the cries of “Jai Sardar, Jai Patidar” louder.As his SUV slows down, it is showered with marigold garlands.Mr Patel is sitting in front, next to the driver shaking hands with supporters through the window. Suddenly he leaps up, his torso and head vanish through the window. The crowd goes mad. The vehicle sways dangerously as Patel youth surround it, beating at the windows. Finally, he slides back into his seat, rolls up the window and turns to speak.Mr Patel may be just 23, but he has a practised air. The demand for reservation for the Patidars, he says, need not clash with that of other sections such as the OBCs and Dalits. “There are ways in which our demand for reservation can be accommodated, perhaps through a constitutional amendment,” he says.Social changes, he says, are key to political changes. “The social changes are already taking place — people are coming out on the streets and raising their voices. This will be followed by political changes,” he says.He clarifies that neither he nor his colleagues in the Patidar Anamat Andolan Samiti will join politics, form a political party or contest elections. “If the people are strong, then their voices will be raised inside [the government] … We have to become conscious first, not our politicians.”At Umrada, Mr. Patel’s supporters, a majority of them young men, have been waiting patiently. The public meeting has been dubbed a “Yodha Sammelan” (a gathering of warriors).Photos of Sardar Patel, Shivaji, Bhagat Singh and Hardik Patel stare out at the crowds from the backdrop on the stage. Just beneath the stage, the secular and the religious mingle on a little table: a brass lamp stands before images of Sardar Patel and of Khodiyar Ma and Umiya Ma, the community deities of the Leuva and Kadawa Patels, respectively, belying the BJP line that Mr. Patel only represents the Kadawas. Conscious perhaps that the emphasis on Patels — or Patidars — could alienate other communities, Mr. Patel is greeted on stage by members from the Kshatriya, Ahir, Muslim and other communities, recalling Madhavsinh Solanki’s KHAM politics — with a twist.But that’s not the only surprise: the Patidar goddesses are propitiated with an unusual arati that only the 20-somethings could have thought up. An announcement is made and the entire audience switch on the torches on their mobile phones. In the darkness, the thousands of torches create magic for a few moments.As he rises to speak, the crowd breaks into a frenzied chant of “Hardik, Hardik”. Mr. Patel calms them down and says he is fighting not for power, but for education and jobs so that they can “live with honour in society”. But the prosperous society he dreams of will be for all Gujaratis, he says. The BJP must be defeated.“We don’t believe in their cry of “Jai Shri Ram”, we just say, “Ram Ram [a common greeting in Village India]”.Ultimatum to CongressMr. Patel also issued ultimatum to the Congress to clear its stand on the Patidar community’s demand for quota by November 3. “The Congress must clarify how it proposes to give reservations constitutionally by November 3, 2017,” Mr. Patel tweeted.(With Mahesh Langa)Click here to read the full interview