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 Is the conversation that you want to have with your dream client around something vital? Is it something so important, so necessary that it should command their attention?Not ProductIn some rare cases, your product may rise to the level of being vital, demanding your dream client’s time, attention, and resources. This may be true when they are struggling to obtain whatever it is you sell, but less likely if they are already getting what you sell from your competitor. When the latter is true, when they already have what they need, the tiny improvement your product might produce is not a critical issue.Not ServiceService issues and failures can disrupt a business, creating a strategic issue in an area where one would not exist if their current partner was executing well enough. Unless the day-to-day issues rise to the level that make it worth suffering through the switching costs, you aren’t like to displace your competitor by promising a better experience when your prospect has learned to live with the challenges that happen in the normal course of business.Not a Few PenniesYou might be able to produce a better turn on the investment your prospect makes, and you may be able to reduce their pricing and show them some savings. There are, believe it or not, some salespeople and sales organizations that still lead with a lower price as a way to reduce their prospect’s costs as a way to improve the ROI. Sophisticated, savvy business people aren’t easily lured into changing partners for a lower price because they know that they are taking money out of their solution. Because saving a few pennies doesn’t move the needle, it isn’t a vital issue (and when saving a few pennies is vital, your prospect may not be doing well).What makes something vital is how important it is to producing the necessary or critical outcomes your prospect needs. The things that rise to being vital tend to be the more strategic outcomes, things that contribute to the goals and the direction of the people who decide when—and if—they are going to entertain the idea of changing what they are doing.When you show someone your product in the first five minutes of a call, you have identified yourself as someone who wants to talk about something non-vital.
Podcast: Play in new window | Download (Duration: 39:10 — 31.4MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSLeading from a distance is a thing these days – because remote teams and distributed workforces are becoming more and more common. With that reality come a number of difficulties, all the leader’s responsibility to solve. In order to bring some insight to the issues involved, Anthony invited Kevin Eikenberry to be his guest. Kevin has given a good deal of his life to thinking about leadership and has made it his mission to learn all he can about the way leaders need to modify and improve their leadership when it comes to dealing with remote teams. This conversation is intriguing – but it’s just the tip of the iceberg. Be sure you listen and be sure you grab Kevin’s new book, “Long Distance Leader.”.@KevinEikenberry shares how to effectively #lead from a distance on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To TweetManagement and leadership are not the same thingsIt’s entirely possible to be a great manager and a terrible leader. The reverse is true as well. Kevin Eikenberry points out this difference because so many people are placed in a management position and may even excel at the organizational part of their role, then mistakenly think that makes them a leader. In this conversation, Anthony and Kevin dig into the distinctions between managers and leaders, outline why leadership requires clear communication and great connection with individuals, and how accountability works in a healthier manner when it is based on good leadership.When teams don’t “go to work” anymore, how can leaders trust them?There are still many places in the world where team members assemble in the same geographic location every day to get work done together. But more and more companies are allowing their employees to operate from a home office at least part of the week while still other teams intentionally build an entirely remote workforce. What are the things leaders need to do in order to ensure that their team is actually working when they are not under their direct, in-person supervision? Here are a few clues: it has to do with culture, hiring the right people, and trust – and the leader is responsible for all of those. Listen as Kevin Eikenberry explains.When #teams don’t “go to work” anymore, how can #leaders trust them? Find out how @KevinEikenberry sees it on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To TweetCultures will exist. It’s up to the leader to create one that empowers and executes on its goalsKevin Eikenberry points out that many people these days are talking about culture as if it’s something that’s missing and needs to be created. The reality is that your team already has a culture – it just may not be the one you want. In this conversation, you’ll receive Kevin’s insights about the type of culture that empowers effective distributed teams, what leaders need to do in order to foster that kind of culture, and hear a few anecdotes about how Kevin has seen a shift in culture make all the difference. You won’t want to miss it.Communication nightmares in your team? Turn off your email and turn on your webcamWe have no shortage of communication tools these days, so leaders have no excuse for establishing effective communication within their teams. However, teams can often find themselves running in circles and belaboring problems when a switch from one communication tool to another could help them clearly define problems and get to solutions quickly. Kevin explains how he encourages his team to avoid that kind of thing by simply turning on their webcams. Not only is it possible to communicate more efficiently through video, it’s also possible to build culture and a sense of deeper intimacy as a team at the same time. Learn why face to face communication is still the gold standard for communication in our technological age, on this episode of In The Arena.#Communication nightmares in your team? Turn off your email and turn on your #webcam. @KevinEikenberry explains the benefits on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To TweetOutline of this great episode The vital difference between a manager and a leader and why it matters When people don’t “go to work” anymore, how can leaders trust their team? The risk leaders must take in building culture and holding teams accountable How do leaders assure that their goals are being pursued by a remote team? The communication tools that help leaders connect with their team these daysResources & Links mentioned in this episodeKevin Eikenberry’s websitewww.RemoteLeadershipInstitute.comwww.LongDistanceLeader.com or The Long-Distance Leader on AmazonBOOK: RemoteSPONSOR:The Iannarino Sales AcceleratorTom PetersSlackSPONSOR:The Outbound ConferenceSPONSOR:www.B2BSalesToolkit.comThe 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/iannarino 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 Tweets you can use to share this episode#Management and #leadership are not the same things. Hear @KevinEikenberry explain why and how to amplify your role as a #leader, on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To Tweet#Cultures will exist. It’s up to the #leader to create one that empowers and executes on its #goals. That’s a gem from @KevinEikenberry that you’ll hear on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below
The National Green Tribunal (NGT) on Wednesday rapped the Ministry of Road, Transport and Highways (MoRTH) for not submitting a plan on the disposal of muck from the construction site of the Chardham highway project in Uttarakhand.A Bench headed by NGT acting chairperson Jawad Rahim gave the authorities time till April 19 to comply with the previous orders and file the action plan.Noting that the Ministry had failed to submit a plan despite the tribunal not passing any interim order, the green bench said: “Even muck dumping plan which we had directed to file has not been filed or produced today. This can hardly be appreciated. Be that as it may, we restrain ourselves from imposing cost but we make it clear that no further adjournment would be granted in the case.”The green panel further said that its previous orders would be continued till any other order is passed.Earlier, on March 21, the NGT had said: “Material placed by the project proponent (MoRTH) shows that the project activity has commenced somewhere in the year 2015, therefore we do not intend to pass any interim order but till further hearing of the issues, the project proponent should restrain from felling of trees.”NGO for stay on projectThe directions came while the tribunal was hearing a plea filed by Citizens of Green Doon, a Dehradun based NGO that had sought a stay on the road widening project. The petitioners had further claimed that the construction work was being carried out in violation of environmental laws.
The third annual #GivingTuesday will be celebrated on December 2, and celebrities and partners are rallying behind the growing movement of social giving.Supporters include actors/activists Edward Norton and Hugh Jackman, actor-mompreneur Jessica Alba, fashion mogul Kenneth Cole and Golden State Warriors’ basketball star Stephen Curry, each of whom offered comments on their participation in this global celebration of giving back:Jessica Alba’s The Honest Company will be fundraising for FoodCorps in support of healthier foods in elementary schools nationwide.“Part of creating a safer, healthier future for our children includes fostering a lasting, healthy relationship with food,” said Alba. “With so many of our holiday traditions centering on food and cooking, it felt like a perfect time to make a commitment to nutrition education with FoodCorps. We hope everyone will join us in sharing fun, healthy recipes that can not only improve their family’s health but also improve the lives of thousands of kids nationwide.”“For more than 30 years our brand has addressed not only what our customers look like on the outside, but who they are on the inside,” said Kenneth Cole, “and not just what they stand in but what they stand for. This year for #GivingTuesday we are asking fans to take action to end homelessness as a reminder this holiday season that there are too many people who would love to be in your shoes.”On #GivingTuesday, Kenneth Cole is asking people to read and sign the petition asking the federal government to continue funding the HUD-VA Supportive Housing program, as part of the company’s larger Look Good, for Good program, which supports projects of the St. Luke Foundation for Haiti, HELP USA and the Sundance Institute.Hugh Jackman, whose Laughing Man Worldwide donates 100 percent of its profits to Projects for All, said, “The holidays are, first and foremost, about goodwill and compassion. That’s why #GivingTuesday is a great way to not just remember that but live it as well.”Golden State Warriors star Stephen Curry, who leads a season-long Three for Three Challenge to support the UN Foundation’s Nothing But Nets campaign, plans to Gift a Net in honor of each of his teammates, sending lifesaving nets to families in sub-Saharan Africa.“#GivingTuesday reminds us that we can all have an impact on the world,” said Curry. “I cannot help but think about the parents I met in Tanzania who just want to protect their children from malaria. A $10 bed net makes all the difference.”Other celebrities who have pledged to join or support the movement include: • Jon Bon Jovi Soul Food Foundation • Katherine McNamara, Girl Up’s SchoolCycle Campaign • Maria Shriver’s A Woman’s Nation Foundation • Queen Latifah and the Queen Latifah Show (queenlatifah.com) • Trey Songz’s Angels With Heart Foundation • Jo Frost, Global Advocate, Shot@Life campaign Partners continue to join the global movement of giving and generosity, and are expected to announce #GivingTuesday plans up through December 2. Some of the latest companies, organizations and interests to declare their support include:• This year, After-School All-Stars is raising support for afterschool programs and camps that make a difference for its kids all year long with #UNselfies to be shared on #GivingTuesday and throughout the holiday season. The organization is also teaming up with corporate partners such as Fox Sports in Ohio, San Diego, and Florida and Westime Watches to promote #GivingTuesday and a general year-end appeal through in-game media promotion, phone-a-thons and social media support. • Aga Khan Foundation U.S.A. has been a #GivingTuesday partner since 2012. This year for #GivingTuesday the foundation is launching a fundraising campaign and sharing seven stories that reflect the impact of its work in Asia and Africa: a small child learning far from school; community groups pooling their savings; microfinance lending in Cote d’Ivoire and more. These stories are supplemented by #HowISeeChange stories that colleagues in Asia and Africa have shared to inspire #GivingTuesday donors to share how they, too, see change. • Powered by data from Gallup’s World View World Poll and commissioned by the Charitable Aid Foundation (CAF) America, the World Giving Index report is being released ahead of the annual “Giving Tuesday” – a celebration of worldwide philanthropy held every year after Thanksgiving in order to help the movement to analyze data ahead of and after December 2, 2014. The World Giving Index is the largest study ever conducted of charitable behavior around the globe and ranks nations on three variables: charitable giving, volunteering and willingness to help others. The United States is the only country ranked in the top ten across all three variables. Scores were calculated from Gallup data collected across 135 countries representing 95 percent of the world’s population as well as International Monetary Fund data on GDP. • Camp Kesem, a nonprofit organization supporting children through and beyond a parent’s cancer, will launch its #HelpCampKesem photo campaign at 62 collegiate chapters nationwide. On December 2, Camp Kesem’s passionate college students will operate on-campus photo booths, inviting fellow students to take and share photos using the #GivingTuesday and #HelpCampKesem hashtags to inspire their peers to give back and help extend Camp Kesem services to more children nationwide. • Clear Channel Outdoor strives to be a responsible member of the communities it serves by taking a proactive role in making those neighborhoods better places to live. Leading up to December 2, 2014, Clear Channel Outdoor will amplify the #GivingTuesday message on its digital billboards in Times Square, and across its digital out-of-home media network. This in turn will help create a greater awareness for giving back to charities and ultimately influence a powerful societal change by inspiring citizens to make a difference within their own communities. • CVS Health will recognize its colleagues’ spirit of volunteerism and support the inspirational community-based work being done by nonprofits nationwide on #GivingTuesday. As part of its campaign, CVS Health is inviting colleagues to nominate a charity in their local communities for which they volunteer for a grant from the CVS Health Foundation. In response to the overwhelming success of last year’s #GivingTuesday campaign, this year the foundation is more than doubling its commitment and will award a total of $100,000 to 50 organizations nationwide. • Dress for Success and Fergie Footwear have teamed up once again to turn #GivingTuesday into #GivingShoesDay, when women are encouraged to donate their professional women’s shoes to their closest Dress for Success affiliate to help get the disadvantaged women of their communities back to work. The top 10 individual shoe donors throughout the world will receive a complimentary pair of limited holiday-edition Raegan heels from Fergie Footwear, and the brand will also donate a gift of new shoes to the three Dress for Success affiliates that collect the most total shoe donations, meaning that when a woman donates her shoes, she’s doing double good. • The Elizabeth Glaser Pediatric AIDS Foundation (EGPAF) is doing whatever it takes to reach moms, babies and their families who need lifesaving HIV care and treatment the most. The organization is fundraising to gain more resources to ensure families, no matter where they live, have access to these lifesaving tools. This #GivingTuesday, all donations will be matched dollar for dollar, bringing us two times closer to making an AIDS-free generation a reality! • Ellevate is a global professional women’s network dedicated to the success and economic engagement of women. Ellevate’s community is made up of tens of thousands of successful, motivated and passionate professional women who believe that investing in themselves and in other women is good business. Ellevate will use its social media and digital presence to encourage its community to support #GivingTuesday by giving back. On December 2, Ellevate’s President, Ally McDonald, will host a live webinar on the topic of Effective Giving. • The Family Dinner Project’s mission is to inspire families to enjoy food, fun and conversation together. It need not be fancy; the point, in fact, is to return to a simpler and more meaningful way of being. The Family Dinner Project will formally kick off #familydinnerforward on #GivingTuesday December 2, an initiative to inspire families to give—within the family to one another and/or to those outside the family. To participate, simply snap a dinner/giving-related photo and share it via Twitter or Instagram using the hashtag #familydinnerforward. • Fazoli’s: Quick-service Italian restaurant Fazoli’s wants you to join the #GivingTuesday movement this year and help Feed the Children while feeding your family! Join them for $5.99 All You Can Eat Spaghetti on December 2nd at participating Fazoli’s restaurants and $1 from your meal goes to Feed the Children. Follow Fazoli’s on social media for more ways to give back and do good for those in need! • Jessica Alba’s The Honest Company is teaming up with FoodCorps to bring nutrition education and healthier foods to elementary schools nationwide. In honor of #GivingTuesday and to kick off the holiday season, The Honest Company will provide 4,000 children with cooking and gardening lessons and support to get healthier foods into their school cafeterias. Throughout December, the Honest Company will share healthy, kid-friendly recipes from FoodCorps on social media, and for every share, re-pin and like received, it will donate $2, providing another month of nutrition education to a child served by FoodCorps. The Honest Company has also challenged FoodCorps to raise $25,000 for #GivingTuesday, offering to match with an additional $25,000. • In partnership with #GivingTuesday, Jefferson Awards Foundation (JAF) will launch its first-ever #1for70 campaign. Starting on #GivingTuesday, JAF guarantees that for every $15,000 raised through the end of the year, the foundation will accomplish more than $1 million of youth-led community impact. JAF engages the nation in millions of hours of public service, and trains, activates and celebrates the achievements of Americans ages 5-105. • On #GivingTuesday, the kids at Jeremy’s Heroes will be giving joy to housebound elderly residents in their community. The kids are hard at work writing letters and drawing pictures that will be included with the residents’ meal deliveries this holiday season. Jeremy’s Heroes, named for 9/11 hero Jeremy Grack, teaches the importance of teamwork, leadership and discipline both on and off the athletic field. • The Jimmy Fund solely supports Boston’s Dana-Farber Cancer Institute’s lifesaving mission to conquer cancer in adults and children. As part of #GivingTuesday, the Jimmy Fund will share inspiring patient stories and will ask its supporters for financial contributions to further research patient-care initiatives and, ultimately, create a world without cancer. The fund raised nearly $200,000 in 2013 connected to #GivingTuesday and hopes to raise even more in 2014. • National Geographic will focus its #GivingTuesday efforts on helping to save lions, tigers, cheetahs, leopards and other big cats, many of which are facing extinction in the wild. Through the National Geographic Big Cats Initiative, a comprehensive program supporting on-the-ground conservation projects, education and a global public awareness campaign, we can help restore big cat populations and habitats, ensuring long term survival for these majestic animals. More information is available at causeanuproar.org. • On #GivingTuesday Ronald McDonald House Charities is launching a national campaign that asks people to help families stay together, close to their hospitalized child by donating $25 to Ronald McDonald House Charities and talking about their support using the social media hashtag #forRMHC. A mother’s kiss. A child’s smile. By donating a gift from December 2 to December 31, supporters make everyday-family moments possible at Ronald McDonald Houses and Ronald McDonald Family Rooms around the world. Gifts of togetherness help strengthen families during difficult times. • StumbleUpon, 5by and its employees are thrilled to support #GivingTuesday this December 2. As a partner for this year’s movement, StumbleUpon and 5by will leverage its platforms, apps, official blog and social media outlets in order to draw attention to the important role this day plays in allowing people, brands and organizations to uniquely support any charity or cause in any fashion they choose. • Studio Design is extremely excited to support #GivingTuesday this year. Studio Design helps anyone show support for a cause by allowing them to remix the cause’s design with their own photos. For #GivingTuesday, studio design will leverage new design techniques to help make the #UNselfie photo become something that is easily sharable via various social networks. • 2014 has seen an unprecedented number of crises around the world, affecting more than 50 million people. Men, women and children have fled their homes due to violence and war that arrived on their doorsteps. This year for #GivingTuesday, USA for UNHCR, the UN Refugee Agency, is partnering with CrowdRise and celebrity supporter Kat Graham to raise money for Refugees as the cold months approach and needs skyrocket for more blankets, tents and warm foods. • TOMS – in response to the growing number of refugees around the world, TOMS is partnering with #GivingTuesday this year to raise funds for USA for UNHCR and our work together. For every $75 purchase or more on #GivingTuesday, $5 will go toward the life-saving work of the UN Refugee Agency. And don’t forget – TOMS matches every pair of shoes purchased with a pair of new shoes for a child in need, every day of the year. One for One.For a complete list of #GivingTuesday partners, click here.
Advertisement LEAVE A REPLY Cancel replyLog in to leave a comment Advertisement About CBC/Radio-CanadaCBC/Radio-Canada is Canada’s national public broadcaster and one of its largest cultural institutions. We are Canada’s trusted source of news, information and Canadian entertainment. Deeply rooted in communities all across the country, CBC/Radio-Canada offers diverse content in English, French and eight Indigenous languages. We also provide international news and information from a uniquely Canadian perspective. Carolle Brabant, executive director, Telefilm Canada, added: “Congratulations to the CBC for taking this important step. Telefilm is committed to financially supporting features chosen by the CBC Breaking Barriers Film Fund. As two national cultural agencies, both organizations must take a leadership role in addressing diversity in our industry. CBC’s Breaking Barriers Film Fund complements our own objective, to have by 2020, a feature film portfolio that better reflects Canada’s diverse population.”CBC will make an initial investment of at least $7.5 million in the CBC Breaking Barriers Film Fund over the next three years. The Fund will complement CBC’s existing and continued commitment to Canadian film, including licensing more than 50 Canadian feature films since 2014. For application guidelines and details regarding CBC’s rights expectations please visit http://www.cbc.ca/breakingbarriers/. Login/Register With: Advertisement CBC today announced the CBC Breaking Barriers Film Fund in support of underrepresented Canadian creators, offering critical resources to filmmakers struggling to make their unique voices heard. With the new fund, CBC will help finance English-language feature film projects that are written or directed by Canadian women, Indigenous persons, visible minorities and persons with a disability who have had at least one feature-length film showcased at a recognized film festival. Submissions are now being accepted with no formal deadlines. Further information is available at http://www.cbc.ca/breakingbarriers/.“With the CBC Breaking Barriers Film Fund, we are striving to make a meaningful difference by supporting underrepresented creators directly and investing in their feature films,” said Heather Conway, executive vice-president, English Services, CBC. “This new model will offer vital resources to writers and directors who have historically been at a disadvantage in accessing financing, and will ensure their films are promoted to much broader audiences in Canada through distribution on CBC’s television and digital platforms.”To qualify for the CBC Breaking Barriers Film Fund, projects must be in a fictional genre, have an existing first draft script and not yet be in production. Eligible applicants are invited to apply for funding of either 10 or 20 percent of the film’s proposed budget (capped at $1 million for 10 percent projects and $2 million for 20 percent projects). Eligible projects will be judged solely on creative merit. Facebook Twitter