Podcast: Play in new window | Download (Duration: 29:47 — 27.3MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSAnthony is not a tech guy – meaning he’s not the guy to figure out the ways software and technological tools can be used to make sales work better, even though he is an avid user of the tech that exists. With that said, he’s very glad there are people out there who are into the tech and know how to take the deep dive into it in order to make it work better for sales professional. Max Altschuler is that guy. He’s on the show today to talk about sales stacks, the powerful benefits technology can bring to the prospecting and sales process, and how human capital can and should be integrated into the process.Data is the foundation of any successful sales process ~ Max AltschulerClick To TweetWhat is meant by a “sales stack” and is yours high enough quality to help you?When Max Altschuler uses the term “sales stack” he’s referring to the human, software, and tech components that you have in place to organize and utilize the data involved in prospecting, marketing, and sales. That definition infers that you’ve got to have a system in place that has quality data that is both current and useful. On this episode Max walks through the things that make up a great data stack, how he uses it when making sales calls, and what you can do to close the loops in your process to ensure that your data stays up to date.Do you know how to research a prospect before making a connection?Every sales professional knows that you can’t (or shouldn’t) just pick up the phone and call someone you want to make a sale to. You’re much better off in the long run if you do some research to know something about that person, what they do, and why your product or service is the right solution for their needs. Max Altschuler is a pro at sales and knows the sales process backwards and forwards from his work with www.SalesHacker.com – so be sure to listen to this episode to get his own approach to researching a prospect before making the call.How to prepare for a face to face sales call from an expert, on this episode of In The ArenaClick To TweetWhat many companies do wrong when it comes to sales automation.Anthony periodically receives prospecting emails that are generated by an automated system. These emails show that the company sending them knows very little about him and has taken virtually no time understanding what he does or what his needs might be. This is a marketing and sales FAIL in the hugest terms. Companies that think automation is going to cut costs are actually costing themselves more. On this episode Max Altschuler provides his insights into the biggest automation mistakes companies are making when it comes to sales and how they can cut their losses and turn things around.Targeting your prospects from a variety of positions.Both Anthony and his guest today, Max Altschuler agree that sales professionals should not allow themselves to be hindered if they find that “THE” decision maker or ideal contact they are trying to reach is unable to be reached. There are many different ways to make contact with a company that can lead to great results. In his book, Max refers to “Top down” and “Bottom up” approaches and unpacks them on this episode. You need to hear this if you continue to get road blocked in your approaches to a prospective client.You can’t be hindered by missing the appointment with the “perfect” contact. Here’s whyClick To TweetOutline of this great episode Anthony’s introduction to Max Altschuler. What is a “sales stack” and why they can work for you in sales. Ideas of what might be included in a sales stack. What Max does (and builds into his tools) to best research a prospect. What can be done to improve the quality of leads by improving the quality of data? Top down and bottom up targeting. How email marketing often fails from a technology standpoint. The risks involved in using automation. What Max would do to prep for a face to face sales call. An upcoming sales conference Max’s organization is hosting.Our Sponsors:Sales Gravy University – tell Jeb that Anthony sent you.Resources & Links mentioned in this episodewww.SalesHacker.comThe Upcoming Conference mentioned on this episode.Connect with Max on Twitter.Max’s book1508655081The 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 episodeIntegrating data technology and human capital in sales on this episode of In the ArenaClick To TweetThe risks of using automation in sales and how many companies are failing, on this episodeClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below
Sea plane routes connecting the various islands of Lakshadweep, Andaman and Nicobar as well as Hyderabad’s Prakasam Barrage with Nagarjunasagar in Telangana are among the routes being offered to airlines under the fourth round of UDAN scheme.The Ministry of Civil Aviation invited bids for 134 routes under the low-cost flying scheme, also known as Ude Desh Ka Aam Nagrik (UDAN), on Friday. Interested players can submit their proposals by February 22.Islands of Agatti, Kavaratti, and Mincoy in Lakshadweep have been offered for bidding. Popular islands of Andaman and Nicobar such as Hutbay, Neil, Long Island,Havelock have also been sought to be connected with sea planes under this round of UDAN.On the request of the State government, the Ministry has also invited interest for connecting Prakasam Barrage over Krishna river with Hyderabad as well as Nagarjunasagar dam in Telangana.Last month, the Ministry awarded 235 routes after the successful completion of the third round of bidding for UDAN routes. Players have six months to commence services. These included unserved airports of Andaman and Nicobar at Campbell Bay, Shibpur, Car Nicobar, and six watedromes at Guwahati River Front and Umrangso Reservoir in Assam, Nagarjuna Sagar dam in Telangana, and Shatrunjay Dam and Statue of Unity in Gujarat.Several airports in the northeast region such as Tezpur, Shillong, Passighat and Aizawl have also been offered again for bidding after 56 routes were withdrawn from Air Deccan and Air Odisha because of their failure to provide regular services.Of the 428 routes awarded to airlines under the first two rounds of bidding, 138 have taken off so far.
PH jiu-jitsu team. Apryl Jessica Eppinger (extreme left), Margarita Ochoa (third from left) and Annie Ramirez (fourth from left).ASHGABAT—Annie Ramirez pocketed a second gold medal for the Philippines in an-all Filipino final in the jiu-jitsu competitions of the 5th Asian Indoor and Martial Arts Games at the Martial Arts Arena here.Ramirez ruled the women’s Ne-waza -55kg category at the expense of Jenna Kaila Napolis, 5-0, that pushed the country’s medal production to two gold, three silver and one bronze medals.ADVERTISEMENT Nonong Araneta re-elected as PFF president LATEST STORIES Jiu-jitsu expert Ochoa delivers PH’s 1st gold in Aimag PH billiards team upbeat about gold medal chances in SEA Games PLAY LIST 03:07PH billiards team upbeat about gold medal chances in SEA Games05:25PH boxing team determined to deliver gold medals for PH00:50Trending Articles01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games View comments Fire hits houses in Mandaluyong City Gian Taylor Dee aimed to make it three in a row but Omar Alfadhli of UAE derailed him in the finals of the men’s -56kg and settled for a silver medal following a similar performance of Marc Alexandar Lim (-69kg) earlier.Overall, Filipino jiu-jitsu fighters ended their campaign with two gold and two silver medals, surpassing the Philippine medal tally of one gold and two bronzes in the 2013 Incheon edition of the AIMAG.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout Brace for potentially devastating typhoon approaching PH – NDRRMC Frontrow holds fun run to raise funds for young cancer patients Don’t miss out on the latest news and information. LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversary BSP sees higher prices in November, but expects stronger peso, low rice costs to put up fight E.T. returns to earth, reunites with grown-up Elliott in new ad Kammuri turning to super typhoon less likely but possible — Pagasa Read Next MOST READ
Wales coach Ryan Giggs: Man Utd must keep buyingby Paul Vegas19 days agoSend to a friendShare the loveWales coach Ryan Giggs says Manchester United need FIVE new players to bring the glory days back to Old Trafford.Ole Gunnar Solskjaer’s under-fire side have won just five of their last 22 matches, and are winless in ten away games, ahead of today’s crunch Prem clash at Newcastle.Giggs told The Sun: “I see what Ole is doing and I support that. He’s brought in three players but he probably needs seven or eight.”So he needs another four or five. But you can’t do that over one transfer window, so you have to be patient because it will be slow.“What he is trying to do was much needed. He needs time.” TagsTransfersAbout the authorPaul VegasShare the loveHave your say
IG/espnmicheleEven with the Kentucky Derby, NFL Draft, NBA and NHL playoffs, and plenty of early season baseball action, the marquee sporting event of the weekend is the long-awaited Floyd Mayweather vs. Manny Pacquiao fight, which will take place tonight around 11:30 p.m. One of college football’s recent superstars, Florida great Tim Tebow, is in Las Vegas for the bout, and spent time at Pacquiao camp during training this week.Pacquiao and Tebow first met in March, and BehindTheGloves.com caught up with the two stars, who have a lot in common, including their strong faith, and connections to the Phillipines. Pacquiao is a national hero in his home country, and Tebow was born in the city of Makati and spent five years living in the country.Much of the sports world appears to be split over tonight’s fight, but it seems like Tebow is all in on Pacquiao.
The Canadian PressOTTAWA _ The National Aboriginal Economic Development Board says Canada’s GDP would get an annual boost of $27.7 billion if barriers were removed to ensure Indigenous people can participate in the economy.The group’s latest report, to be released Tuesday, says equal economic opportunity for Indigenous peoples would help Canada address ongoing economic challenges caused by low productivity and demographic pressure from an aging population.It also notes the productivity of Canada’s Aboriginal Peoples would match that of their non-Indigenous counterparts if they received the same level of education and training.The report says an additional $8.5 billion in income could be earned every year by the Indigenous workforce if education and training gaps are closed.For example, it suggests B.C. could stand to benefit to the tune of $1.4 billion a year in additional income earned by more than 125,000 workers, while Ontario could bring in an additional $2 billion through more than 169,000 workers.The board says the Indigenous labour force is underutilized, despite the fact the Indigenous population is young and growing fast.Dawn Madahbee Leach, the board’s interim chair, says economic development can also assist in reconciliation efforts.“I can tell you first-hand, when somebody is provided with a job, they are able to provide for their families with regards to basic needs like shelter and food and then they become a role model for their children,” she said.“This report deals … with helping our people to help themselves through employment, through education and training.”email@example.com
Mumbai: Thirteen luxury cars owned by fugitive diamantaires Nirav Modi and his uncle Mehul Choksi went on online auction by the Metals & Scrap Trading Corporation, here on Thursday. The auction is being carried out on behalf of the Enforcement Directorate (ED) which had seized these vehicles from Modi and Choksi last year. The vehicles include a silver Rolls Royce with a reserve price of Rs 1,33,00,000, a Porsche worth Rs 54,60,000, a red Mercedes Benz Rs 14,00,000, a white Mercedes Benz Rs 37,80,000 and a BMW Rs 9,80,000. Also Read – Uddhav bats for ‘Sena CM’ Besides, there are two Honda Brio, Toyota Innova, Honda CRV, Toyota Fortuner, Skoda Superb Elegance, Toyota Corolla Altis and Toyota Innova Crysta. Of these 13 vehicles, the BMW and Toyota Innova Crysta belong to Choksi and the rest belong to Modi, his family and his group companies. Prior to the auction, the prospective bidders were permitted physical inspection of the vehicles at various locations earlier this week. A MSTC official said that by 4 p.m. the highest bidders shall be known and communicated to the ED which will take the final decision on awarding the successful bids. The ED auction follows an order of the Special PMLA court permitting the sale of these cars.
Gurugram: In a major relief to the buyers who had invested in Ramprastha Builders to get their flats, the national consumer disputes redressal commission (NCDRC) said. Court passed judgement to refund money to 7 buyers with 12 per cent interest.Each home buyer will get Rs 1.3 crore from the builder. There are more than 350 builders who are waiting for the judgement in their favour. The homebuyers who had purchased apartments in Ramprasth’s skyys housing society did not get the possession of the houses due to repeated delay by the builder. Ultimately it led to the distressed homebuyers to take legal recourse. To make sure that the buyer’s money is protected and is not exploited by the builder a separate account will be created and will not be utilised in other projects as instructed by Department of Town and Country Planning (DTCP). It has also been stated that for drawing the money there have to be designated signatories. Also in case of fraud, the bank officials will be held equally liable. It is estimated that the Rs 10,160 crore are pending by the builders who have not been able to complete their projects on time. Now the DTCP is preparing the list of builders so that cash in on their bank guarantee that is estimated to be of Rs 1627 crores. The enforcement directorate of Gurugram has already described the owner of Universal builders as an absconder. It was found that Rs 300 crores of homebuyers are struck in a residential project in Gurugram’s Sector-82 named Aura. The project that was started in 2010 was stopped in 2015. In effect over 500 homebuyers who invested in the project have alleged that the builders have amassed over Rs 300 crore in the amount that have not been refunded. To prevent a situation wherein the builders who have defaulted on the payments, the DTCP had begun the process of making a note of these builders. Significant information that includes detail of aadhar and PAN card, passport are being obtained to prevent any eventualities of builders leaving the country.
Former Ohio State receiver Ray Small was arrested in Meigs County, Ohio Sunday evening by the Ohio State Highway Patrol for allegedly possessing over 200 suspected Oxycontin tablets. According to a report from the Pomeroy Daily Sentinel, Trooper James Trelka of the Gallia-Meigs Post of the Ohio State Highway Patrol arrested Small, 24, Sunday evening at 5:56 p.m. The report said that Small allegedly possessed 243 Oxycontin pills, an undisclosed amount of suspected heroin, hand-rolled marijuana cigarettes and a loaded 25-caliber pistol. The Lantern was able to confirm with the Meigs County Sheriff Office that they had Small in custody until Monday evening. Small was scheduled to report to Meigs County Court Monday where, reportedly, he was charged with the possession of a schedule II narcotic. According to the report, Small has since been released, although further charges are pending. The Ohio State Highway Patrol did not immediately respond to The Lantern‘s request for comment. It’s not the first time Small has been in hot water. Small, who was suspended a number of times throughout his career, told The Lantern last spring that he sold OSU memorabilia for cash, opening the floodgates on the OSU football tattoo scandal that began in December, 2010. The Lantern attempted to contact Small using the phone number he responded to during the May interview, but the number is no longer active. During his controversial career as a Buckeye, Small totaled 61 receptions for 659 yards and three touchdowns from 2006-09.
Maybe Jared Sullinger isn’t who we thought he was. Maybe Ohio State’s sophomore big man is a square peg we’ve tried to put in a round hole. Sullinger is obviously an exceptional basketball player. He’s proven over his past two years at OSU that he is among the best forwards in all of college basketball and was named a first-team All-American in the 2010-11 season. Because he’s been so productive and his teams have been so successful, he’s been anointed a superstar. But I think that’s a misnomer. I think Sullinger’s reputation has exceeded his ability. He’s playing the part of a superstar in a role player’s body. Let’s look at what makes Sullinger so good. His offensive fundamentals are phenomenal. He has a repertoire of inside post moves to give himself space and top-notch touch around the basket. He has a big sturdy frame and is strong enough to overpower most defenders off the block (although some would argue Sullinger’s weight loss hampered this ability). He has a high motor and passes well out of the post. Those are great attributes, but the typical superstar has a little bit more. In addition to refined skill, superstars have elite athleticism, explosiveness and the ability to make plays when everything else in a game is crumbling. Sullinger doesn’t have those qualities. Before almost every home game, sophomore guard Lenzelle Smith Jr. and sophomore forward J.D. Weatherspoon have a dunk contest. They do windmills, tomahawks, bank balls off the backboard and even come close to converting between-the-legs dunks. Before OSU lost to Wisconsin Feb. 26, Sullinger decided to make a brief cameo in the competition. Sullinger ran in from the 3-point line and attempted a windmill dunk. The 6-foot-9 man unimpressively leapt from the ground and missed the dunk. Badly. The fact is Sullinger just isn’t that athletic and doesn’t have the height to make up for it. During games, when things are crumbling for OSU, the team looks for Sullinger to make plays. OSU feeds him the ball inside, but Sullinger hasn’t been able to convert. He’ll catch the ball and try to make a move, but when a double team or quality defender arrives, he either flops for a foul or forces a bad shot. Sullinger is in no way a bad player. He’s just not what we’ve made him out to be. Monday, Sullinger was named the Big Ten Player of the Week for his performances against Michigan State and Northwestern. He totaled 36 points and 28 rebounds in the two last two Buckeye wins and proved he can be dominant. He was named first team all-conference and as the Buckeyes head into postseason play, Sullinger’s play will dictate OSU’s success. Maybe Sullinger will prove me wrong. Maybe he’ll dominate the Big Ten Tournament and lead OSU on a deep run in the Big Dance. But Sullinger and the Buckeyes need to be realistic. The Buckeye big man is the best and worst thing OSU has going for them. He has more skill than anyone on the team, but if he overextends himself and tries to be what something he’s not, it spells trouble for the Buckeyes. Sullinger is no role player, but he’s no superstar either. To be successful, OSU and Sullinger will have to find the middle ground.
Ohio State freshman running back J.K. Dobbins (2) runs the ball in the third quarter of the game against Michigan on Nov. 25 in Ann Arbor. Ohio State won 31-20. Credit: Jack Westerheide | Photo EditorNo freshman running back has led the Big Ten in rushing yards in over a decade. Wisconsin then-freshman P.J. Hill racked up 1,569 yards in 2006, but every leading rusher since him has been a sophomore or upperclassman. This year, that will change. Badger true freshman running back Jonathan Taylor leads the conference with 1,806 rush yards. Sitting in second place, more than 600 yards behind Wisconsin’s phenom, is Ohio State true freshman running back J.K. Dobbins. Dobbins has 1,190 yards, more than the 1,096 yards last year’s starter, Mike Weber, had as a redshirt freshman. In the Big Ten championship game Saturday, they will face off in the first of many possible battles between the present and future of the conference’s best running backs. In the Big Ten, a storied conference loaded with run-first teams and former highly ranked running back recruits, physically mature veterans nearly always lead in rushing.Ohio State co-offensive coordinator Kevin Wilson, who worked as Oklahoma’s offensive coordinator in 2004 when then-freshman running back Adrian Peterson rushed for 1,925 yards, attributed the success to freshmen entering programs as “young men,” not “little kids.”Ohio State redshirt freshman quarterback Dwayne Haskins (7) hands the ball off to freshman running back J.K. Dobbins (2) in the third quarter of the game against Michigan on Nov. 25 in Ann Arbor. Ohio State won 31-20. Credit: Jack Westerheide | Photo Editor“One, it’s raw talent, but is the kid mature enough to handle the protections and the thought process because there’s some communication where there’s some guys who have the skill-set and they can’t process mentally,” Wilson said Tuesday evening.Dobbins and Taylor are the anomaly. That’s what makes their matchup on Saturday so intriguing. Many believe in the “freshman wall,” a name given to something freshmen who are not used to playing an extended schedule against collegiate competition.When asked about whether he hit the proverbial wall, Dobbins scoffed.“I don’t feel like I’ve hit that wall, I don’t feel like I did,” he said almost incredulously. The proof of his confidence is seen in the numbers. In his first collegiate game, Dobbins picked up 181 yards on 29 carries, an average of 6.2 yards per rush. The next game, against Oklahoma, he added 13 rushes for 72 yards, averaging 5.5 yards per carry. Since then, he has rushed for less than 6.7 yards per carry just once, when he picked up 4.3 yards per carry two weeks ago against Illinois.Wilson said he has been conscious of the freshman’s carry count, spelling him in games and in practice with Weber, who became the third freshman in program history to rush for more than 1,000 yards last season, and sophomore Antonio Williams. “You’ve got to be able to practice hard enough to get them tough, but you can’t over-practice, you can’t burn them out,” Wilson said. “You’ve got to be smart with them.”The return of Weber, who had just seven carries in the first four games due to an injury, takes pressure off Dobbins to be the Buckeyes’ bell cow running back. Weber has even received double-digit carries in each of the past two games.Unlike Dobbins, Taylor has been pushed to the maximum without anyone to sub in for him in most games. Wisconsin’s second-leading rusher, running back Bradrick Shaw, has 96 carries, more than 150 fewer than Taylor. And Shaw has not been nearly as successful as Weber, who has a 6.5 yard per carry average. Shaw averages just 3.7 yards per carry.Ohio State freshman running back J.K. Dobbins (2) runs the ball in for a touchdown in the first half in the game against Illinois on Nov. 18. Ohio State won 52-14. Credit: Jack Westerheide | Photo EditorBut Taylor has continued his stretch of dominance, averaging at least 5.4 yards per carry in each of the past eight games. He has received less than 19 carries just once during the stretch.On a teleconference Monday, redshirt linebacker Chris Worley said Taylor “doesn’t run like a freshman.” It did not take long for him and the rest of Ohio State’s first-team defense to learn the same about Dobbins. During spring practice, the first-team offense was working on getting out of its end zone against the Buckeyes’ starting defense. The coaches put the offense on its own 1-yard line. Redshirt senior quarterback J.T. Barrett took a snap and handed the ball to Dobbins, who took just seconds to leave all the first-team defenders in the dust.“He busted up a 99-yard touchdown run, and that’s when I was like, ‘Oh, this is going to be for real,’” senior left tackle Jamarco Jones said. “He’s for real.”Dobbins knows he’s for real. When asked whether the college game has been easier than he anticipated, he smirked, chuckled and said, “Yeah.” Dobbins said he thought it would be more difficult both physically and mentally. Even still, he was confident he would be OK. “I thought it was going to be really hard, but I knew I was going to do good,” Dobbins said. “I didn’t know it was going to be like this.”On Saturday on the conference’s biggest stage, Dobbins and Taylor will have the opportunity to not just prove who the Big Ten’s future greatest running back will be, but who is already the best.
While admitting that it has been difficult to not start as many games as he would have liked at Chelsea, Willian insisted that he respects the decisions that have been taken by Antonio Conte this seasonDespite not being selected in the starting eleven for their FA Cup final win against Manchester United last month, Willian was voted Chelsea’s players’ Player of the Year.In the club’s final five games of the season, Conte chose to leave the Brazilian midfielder out of the starting line-up in four of those five matches.But, as he prepares with the rest of the Brazil squad at Tottenham’s training ground ahead of the World Cup, Willian revealed that he was satisfied with his season at Chelsea.Chelsea hat-trick hero Tammy Abraham hopes for more Andrew Smyth – September 14, 2019 Tammy Abraham hopes this season will be his big breakthrough at Chelsea after firing his first hat-trick for the club in Saturday’s 5-2 win at Wolves.“I was happy with my performance during the season, I played very well I always try to do my best and work hard,” he told Sky Sports.“Sometimes to stay on the bench is difficult but I respect the decision of the manager. I think it was that I don’t have nothing more to say about my club because now I want to have focus here on the national team and the World Cup.”Willian, who has two years remaining on his contract, has been strongly linked with a move away from Stamford Bridge this summer with his former Chelsea manager Jose Mourinho keen on bringing him to Manchester United.
Tunisia boss Nabil Maaloul has called for changes in North Africa following their early exit from the World Cup in disappointing fashionThe Carthage Eagles have lost their first two games of Group G against England and Belgium with the latter of them being a 5-2 thrashing.Therefore, Tunisia’s campaign at Russia is already over ahead of their final group game against fellow eliminated side Panama.Fellow North African sides Egypt and Morocco also suffered early exits at the group stages and Maaloul feels that it will take them about “two more generations” of players in order to reach the required level to compete with the biggest nations.Match Preview: Tunisia vs Nigeria Boro Tanchev – July 17, 2019 Tunisia and Nigeria will go head to head for the bronze at the 2019 Africa Cup of Nations tonight in 21:00 (CET).“We have common problems,” said Maaloul, according to Goal.“I don’t think we have high-quality performance, we need to change our lifestyle because it is not in line with high-level football, we need to change the way we train. We need two more generations to reach (the top) level of performance in terms of fitness and physical strength. We are far from the required level.”Tunisia will meet Panama in their Group G game at the Mordovia Arena at 20:00 (GMT +2).