Chinese, Indian, Qatari and Emirati travel agents win chance to visit Donegal

first_imgEight top-performing travel agents from China, India, Qatar and the United Arab Emirates are enjoying an action-packed visit to Donegal after winning a trip through Tourism Ireland.Their visit is the ‘grand finale’ of Tourism Ireland’s ‘Ireland Specialists’ online training programme – which is designed for travel agents and tour operators in emerging tourism markets, to help them sell holidays to the island of Ireland.The travel agents all study six different modules on the island of Ireland, completing each module with a fun quiz. Travel agents who got full marks for each module received a special gold ‘Ireland Specialists’ certificate – and the chance to travel to the island of Ireland. Their action-packed itinerary included a visit to Triona Donegal Tweed Visitor Centre, where they learned how to weave wool. They also enjoyed dinner and an overnight stay at Harvey’s Point in Lough Eske. The group are here as guests of Tourism Ireland and Fáilte Ireland.Travel agents from China, India, Qatar and the UAE with Tori Henry, Tourism Ireland (second left), in the grounds of Harvey’s Point Hotel.Pic – Colette McNallyThe travel agents have also been competing in fun challenges each day, with the overall winner crowned the ‘2019 Emerald Ireland Specialist’ during a networking event at the end of the trip.“As a reward for excelling in their ‘Ireland Specialists’ training, we invited this group of travel agents to come and experience some of the many things to see and do in Donegal and elsewhere around Ireland,” said David Boyce, Tourism Ireland’s Head of Asia, Middle East and UK Inbound.“Familiarisation trips such as this are extremely important, as influential travel agents get to experience at first-hand our superb tourism offering; our aim is to enthuse the travel agents about the destination, so that when they return home they will be even better informed to advise their clients when planning and booking their holidays.  “We have an extensive programme of promotions under way throughout 2019, which includes working with key travel agents and tour operators in China, India, and the Middle East. Tourism Ireland is committed to growing visitor numbers from emerging tourism markets and familiarisation trips such as this play a significant role in helping us achieve this goal.”Chinese, Indian, Qatari and Emirati travel agents win chance to visit Donegal was last modified: July 4th, 2019 by Rachel McLaughlinShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window) Tags:tourismlast_img read more

QPR v Bristol City line-ups: five Rangers changes, Abraham fit for Robins

first_imgEmbed from Getty ImagesQPR make five changes for the visit of Bristol City, with Grant Hall injured and Karl Henry, Pawel Wszolek, Olamide Shodipo and Sebastian Polter all left on the bench.Hall picked up a calf injury in the draw against Reading on Saturday and is replaced by Steven Caulker.Massimo Luongo and the fit-again Jordan Cousins come into midfield, with Conor Washington operating from the left-hand side.Idrissa Sylla takes Polter’s place up front as Rangers looked for their first home win since the opening weekend.Bristol City make four changes, with on-loan Chelsea striker Tammy Abraham passed fit, despite fears he could be unfit following a bout of illness.Adam Matthews replaces Mark Little at right-back, Bobby Reid comes in for Marlon Pack, Josh Brownhill starts ahead of Jamie Paterson while Callum O’Dowda is preferred to Luke Freeman.QPR: Smithies; Perch, Onuoha, Caulker, Lynch; Borysiuk, Luongo; Cousins, Chery, Washington; Sylla. Subs: Ingram, Hamalainen, Henry, Gladwin, Wszolek, Shodipo, Polter.Bristol City: Fielding, Matthews, Flint, Magnusson, Bryan; Brownhill, O’Neil; Reid, O’Dowda, Tomlin, Abraham. Subs: O’Donnell, Moore, Pack, Smith, Freeman, Paterson, Wilbraham.Click here for today’s QPR quiz See also:QPR fear Hall faces spell on sidelinesFriday’s QPR quiz – put your Rangers knowledge to the test  Ads by Revcontent Trending Articles Urologists: Men, Forget the Blue Pill! This “Destroys” ED x ‘Genius Pill’ Used By Rich Americans Now Available In Netherlands! x One Cup of This (Before Bed) Burns Belly Fat Like Crazy! x Men, You Don’t Need the Blue Pill if You Do This x What She Did to Lose Weight Stuns Doctors: Do This Daily Before Bed! x Drink This Before Bed, Watch Your Body Fat Melt Like Crazy x Follow West London Sport on TwitterFind us on Facebooklast_img read more

Madison Williams throws third career no-hitter, Humboldt State sweeps tripleheader vs. San Marcos

first_imgMcKinleyville >> The celebration was quick and quiet. A pump of the right fist, a couple of high-fives from her teammates. Nothing more, nothing less.But the way Madison Williams pitched in the circle was anything but silent.Williams, Humboldt State’s senior ace, right-hander, threw her second no-hitter of the 2017 season and completely dominated Cal State San Marcos in the No. 5-nationally ranked Jacks’ 5-0 win to open up Friday afternoon’s California Collegiate Athletic Association …last_img

Giants’ Pillar goes in-depth on the art of robbing home runs

first_imgCINCINNATI — If Kevin Pillar looked like a natural climbing the center field wall in Cincinnati on Saturday night, it’s because he is one.The Giants outfielder scaled an eight-foot fence to rob Reds rookie Nick Senzel of his first major league home run, impressing his teammates and everyone in attendance at Great American Ball Park with how easily he moved himself into position to make the play.Sports Info Solutions said Pillar’s Saturday robbery was the third of his career, and considering …last_img

South African research team develops concentrated solar power system

first_img26 August 2015It has been predicted that concentrated solar power (CSP) will be the key to making solar energy a viable energy source over the next 30 years. The quest to harness an effective and operational system has preoccupied some the best science and technology minds in the world, including the Google REThe challenge with CSP systems is that they require large mirrors, called heliostats, across a large area to generate enough energy to make the technology feasible and cost-effective. Mirrors track the sun’s movement throughout the day and reflect its energy to the top of a generator tower, where the heat is transferred to moving water that can create electricity.At Ivanpah, 143 000 heliostats across 1 420 hectares centralise the energy gathered on to three central solar power generators. The plant’s capacity factor – its ratio of actual output over time – is 31%, meaning for every hour it operates, the plant can generate 18.6 minutes of energy. Naturally, the technology is inhibited by its size and cost, so any way to cut these down is greatly anticipated.South African solar energy researchers at Stellenbosch University have designed and developed the Helio100 system, which deals with the size issue. It is portable and easy to install without losing the technology’s effectiveness: Helio100 has only 100 heliostat panels, but can generate 150kW of energy collectively, enough to power a small suburb. At the moment, the system is aimed at relieving the effects of load shedding, but once fully developed, Helio100 will be a viable alternative power source.Paul Gauche, a former strategic planner at Intel, is the founding director of the university’s Solar Thermal Research Group that developed Helio100. He explains that the system is remarkable in its portability, referring to what he calls “plonkable heliostats. (meaning) that, from factory to installation, you can just drop them down on to the ground and they work”. There is no major construction involved and minimum effort to install. “Every part in it is manufacturable (sic) and installable by two sets of hands,” Gauche told Britain’s The Guardian newspaper earlier this month.Athi Ntisana, a technologist on the team tasked with conceptualising, prototyping and building the finished systems, is convinced the technology is right for South Africa. Helio100 “requires (local) labour, components manufactured here in the country and we have land here where sunlight is abundant – and that’s also where there is not much employment. It solves all these problems.”The Helio100 system is expected to be fully functional by the end of October, and Gauche predicts that once the technology is perfected, economies of scale will follow to possibly create the first affordable, small-scale, consumer-friendly CSP system.Source: The Guardianlast_img read more

‘All New Construction and Retrofits Must Be Carbon-Neutral’

first_imgQ. When SEAI launched its Better Energy grants for retrofit and renewable energy earlier this summer, some were withdrawn and many were reduced compared to last year’s schemes. Do you think that could potentially have a negative impact on the number of people taking up energy upgrades?Halligan: I’m not so sure; I can’t answer that directly. Given where our society is, given the state of the public finances for which nobody in government right now is responsible, this sort of thing is inevitable. Unfortunately we’ve had to cut back right across the board on everything, and all sorts of advances that we had made there is now retreat. The responsibility here belongs a couple of yards down the road here to my left and a couple of yards down the road to my right — Anglo Irish Bank down here, and Bank of Ireland up there.The very big ambitions that somebody like Eamon Ryan had for SEAI have had to be cut back. We’ve been subjected to the same cutbacks as everybody else in terms of staffing, and we’ve had to make agonising choices. To say that I’m mad about this is the understatement of the year, it’s just appalling. Think where we could be. Given the income per head level we have, the GDP per head, given the state finances at their best, we could have been doing exemplary things here. And now instead we’re going to the back of the class. Q.The IIEA’s second annual retrofit conference is coming up in Dublin on 23 September. Why has a think tank taken such a big interest in retrofit?Halligan: We set up a project group on climate change about five years ago, and it produced what was really the first serious report in Ireland on climate change. That spawned off a whole series of sub projects. One of the big issues was the built environment — particularly in Ireland you had an appalling legacy. It’s one of the worst examples of the inefficiency of the Irish system, and also of that very dangerous interrelationship between politics and business, which clearly had an influence on [building] standards. So we’ve got to clean up that act. We’ve got to do two things — address the [existing] built environment and make sure the new built environment is to the highest standards.There was a desire to create a communality of view among the community that was addressing [the building stock]. It was very much at the back of our minds that we didn’t want people to feel isolated and intimidated by the scale of the problem. You bring them all together and suddenly it seems less of a problem. On the day [of the first IIEA retrofit conference last year] there was a huge buzz, an astonishing buzz about the place. I think people felt, pardon the pun, very energized.The big problem for us in retrofit ultimately is to devise industrial solutions. We’ve got to go beyond cottage industry. If I come in and I do your house, that’s a cottage industry. If I come in and I do a whole estate [subdivision], that’s an industrial solution. The building industry was in no way set up to do this. Not only did it not have the skills in terms of the craftsmen, but more importantly it didn’t have the managerial skills.The building industry was all designed for new build, and new build is very different to coming into somebody’s house and retrofitting. It means things like you dress differently, you speak differently, and you behave differently on site. And these are huge cultural problems that they hadn’t come to terms with. Even in terms of pricing, even in terms of scheduling, they certainly hadn’t come to terms with it. At one point I had something like 20 people working on my house. They weren’t being managed properly, and you were getting all sorts of mis-scheduling. I’ve been arguing with the senior management of the construction industry, and I’ve said basically you have to reinvent yourselves and relearn what it is you’re doing. Q. You referred earlier to financial models for funding energy upgrade work on a large scale. Are there any in particular that you think will work?Halligan: First of all the answer to the question — at very high level of abstraction — is yes. The unfortunate thing is as we sit here and we don’t actually have a model that would seem to work. One of the problems is cultural at the moment — people do not want to spend money if it means borrowing. But they will spend money out of their own savings. So we’ve done qualitative research, and what we know is that people will spend up to about €3,000 [$3,942], but that’s for a shallow refit. That will be out of their own savings. To get them to the next step — which is to step up to about ten grand [$13,140], where you are borrowing six or seven grand — is very difficult. The key variable here is the so-called payback. The price point seems to be that the package you’re offering should not cost more than ten grand, and the payback period should be five years or less. Why should it be ten grand and why should it be five years? These are the way people’s minds are working and there’s nothing we can do about it.There is good will on the part of the banks and credit unions to bring this about. There is a high degree of good will on the part of the ESB and Bord Gáis to produce a pay as you save scheme. The ESB and Bord Gáis have huge brand credit. There is a tradition on the side of the ESB in supplying goods and services to their customers, and of having it integrated into the bill. The costumer doesn’t feel it’s that great an extra imposition and they just see it as part of their ESB bill anyway. There’s work to be done integrating this either into the utilities bill, or in creating an instrument that is an add-on to a mortgage, which then we need the mortgage industry to be on board with. We’re pretty convinced that the amount of thinking we’re doing on this here is as advanced as anywhere else. We would hope that we’re sort of within six months of a big serious proposition.The GAA want to create jobs in the green economy, using the GAA network as the basis on which these jobs will be created. We’re running one pilot scheme with the GAA at the moment in Clonakilty. Effectively you have to put one or two people in on the ground that organize the community and sell the whole proposition. This is how we’re going to develop it, from the bottom up. You can begin to see on the ground that there’s a huge potential. 
We’re looking as well at the new National Internship Scheme. We’re going to try and recruit young graduates through the scheme and put them in on the ground as the organizers and social mobilizers. This thing has got to be community driven, and people have got to feel that they’re all part of it and that nobody is pulling the wool over their eyes. And that’s why we have to very heavily invest in brands that have great credibility — the GAA, for example, ESB and Bord Gáis are the three big brands that will make this work. Certainly not the banks. Q. In April you said that Ireland was 30 years behind Denmark in developing wind energy. How do you think we’re doing when it comes to large scale renewables?Halligan: I still think we have intellectual problems about this. You can do what you’re required to do under the various pieces of EU legislation, and be a good EU partner — not seen to be foot dragging, not being at the back of the pack. You’re in the middle. I think intellectually and culturally that’s more or less where we are.But to be out at the front — to give leadership and to show what could be done, calls for a different mind-set, and we haven’t yet demonstrated that. Really what we need is what I call a Whitaker two. Ken Whitaker in 1958 totally astounded the Irish body politic with his gray paper, in which he said that we had to take this quantum leap from mediocrity and failure into leadership and success.You do that by using what all economists would recognize as the foundation of economic development, which is your comparative advantage in something or other. In this case Whitaker said it happens to be grass, which means food. So we need to find the analogues of that, and I’ve said the analogue is wind — wind is the new grass. The scale of the potential is so great that people react with incredulity to it, and this is a problem. You’ve got to present something that’s credible — that’s stretching, but nonetheless is credible and practical.With offshore wind you make three heroic assumptions — one is that there will be an internal [European] market for electricity, the second is that the existing member states will not be able to supply the demand from their own resources, and the third is that the technology will exist for [Ireland] to generate offshore, and supply the deficit.They’re not heroic assumptions anymore, because all three are happening. We have the internal electricity market being constructed as part of European Council decisions. We have also got the floating turbine technology coming down the shoot now at a much faster pace than anybody ever thought possible. The one that I like the most is Hywind, which is the Statoil and Siemens technology, which is so simple that it beggars belief. You can certainly expect that this will be commercially viable inside five years if there’s a push put behind it.We have the generation, we have the distribution, we’ve got high voltage direct current and we have the internal market being created. Q. But do you think we’re moving fast enough with retrofit?Halligan: I think we’re moving about as fast as human beings can move. This is a very big ship, and we’re turning it around 180 degrees. I wouldn’t be too demanding or impatient of the rate of change. Look, it’s happening, and I think by and large at just about the sort of [speed] you’d expect from intelligent people. A number of leaders have come out now, and they’re setting the example, and what happens is that other people are sucked in by way of example and then they begin to do it. Q. The passive house standard is growing in popularity quite quickly. What role — if any — do you think it has to play in formal building regulations?Halligan: It’s not an add-on, and it’s not an exception. It’s not an exemplary standard that others can aspire to, but not meet. It’s got to be — literally — the standard. All new build has got to be carbon neutral. And also in terms of existing build, we’ve got to retrofit to a standard of being energy neutral and ideally being energy positive.center_img Q. Is there a genuine potential for retrofitting our building stock to contribute to our economic recovery?Halligan: Absolutely; it’s a no-brainer. If you have the financial model in place [to fund retrofit], it’s extraordinarily labor-intensive. And if you get your supply chain right you’ve got this huge multiplier effect. At the moment the supply chain is not being organized properly and most of the building materials are being imported. So we’ve got to exploit this opportunity. There’s a big logistical component to the employment too. Very rapidly you’re moving towards the smart home. What’s the point of doing all this if you don’t begin to control the behavioral side of the house and control the demand at source? And how do you aggregate control of demand in such a way that it links with the grid itself? Then you’re into real time management, and that throws up huge possibilities. So we’re trying to encourage companies to think on these terms.If you take it that we have 1.1 or 1.2 million habitable units, and all of that has to be retrofitted and we have to do it within 20 years, then you’re talking about a large number of man hours. In addition to which you’ve got the reduction in the import of hydrocarbons, which itself then feeds back into the economy as a stimulus. Lenny Antonelli is the deputy editor of Construct Ireland. Q. Do you think Europe still needs nuclear power?Halligan: Did Europe ever need nuclear power? I can see why the French went for nuclear power when they went for nuclear power. It was thinking of itself as a detached world power that would continue to play the role it had in the late 19th century and the early part of the 20th century. I think nuclear has always been a problem in two respects. First of all the technology itself. I think all engineers ultimately accept the power of Murphy’s Law, that if it can go wrong it will go wrong. You can’t even gamble with nuclear in terms of a one in a million possibility.What’s worse with Fukushima is that we saw the engineers build the plant in exactly the wrong place, and they did not build in in the physical safeguards that would have prevented an even bigger catastrophe from happening. It leads you to the conclusion, no matter how brutal it may appear to be, which is that you can’t trust the engineers to take the right engineering decisions. Really what you can’t trust are human beings to take the right decisions.The other issue is the waste, and there’s huge denial about the problem. You’re bequeathing to subsequent generations a problem which you have not solved yourself, and which can do absolutely enormous damage to the whole ecosphere. What are you going to do, bury the stuff in the sea as the Japanese wanted to do? Shoot it out into outer space? Bury it deep in salt mines or whatever? All of this is crap. Nuclear, I think, has been – pardon the dramatic expression – a Faustian pact. The thing about Faust is he comes back and says, ‘Give me your soul; your time is up.’ I think Fukushima has been a great wake-up call. Reprinted with permission from Construct Ireland magazine.A former Teachta Dála, Member of the European Parliament, and a veteran of the Irish Labour Party, Brendan Halligan is now one of the leading thinkers in Irish energy policy, serving as chairman of both SEAI and the Institute of International and European Affairs (IIEA), and as a director of Mainstream Renewable Power. Construct Ireland met him in his Baggot Street office to discuss the “appalling” state of the country’s building stock, and how Ireland can become a world leader in wind energy.last_img read more

Southface Energy Institute Hosts the Greenprints Conference

first_imgThe 16th annual Greenprints conference will be held on March 13-14, 2013 at the Georgia Tech Research Institute in Atlanta.Sponsored by the Southface Energy Institute, the educational conference is aimed at “sutainability professionals.” This year’s speakers will include Rob Watson, Bill Reed, Chris Nelson, and John Tooley — as well as two speakers familiar to GBA readers: Carl Seville and Martin Holladay.Carl Seville will participate in a panel discussion on the topic of “Certification Alphabet Soup: How do you choose which program to use?” New home construction is not a climate change solutionThe topic of Martin Holladay’s presentation is “We Can’t Build Our Way Out of the Climate Mess.”Here’s the thumbnail version: “New green homes may be resource-efficient and energy-efficient, but those who trumpet new single-family homes as part of the solution to our climate crisis are engaged in greenwashing. What we actually need is a coherent national energy policy, steep new carbon taxes, and a massive program focused on weatherizing existing buildings.”The cost to attend the full two-day conference is $299. Click here for more information on the Greenprints conference.last_img read more

Color Grading: Using DaVinci Resolve’s Multiple Split Screens

first_imgDaVinci Resolve has a little-known tool known as Split Screen which can be useful at various points in your color grading sessions.See different graded versions of the same shot in DaVinci Resolve. In this post we’ll delve into Split Screen, and demonstrate its various modes and how each can be practically used when color grading.Split Screen can be accessed by clicking on the little three-by-two icon above the main image viewer, between Image Wipe and Highlight.Access Split Screen by clicking on that little grid:Selecting this will kick us into our first option called Versions, which can display up to sixteen versions of the shot selected in the timeline. Sixteen versions is probably more than your creative mind can run through, so for all purposes we can hardly call this a limitation. Versions is useful at the session’s beginning if you have a client that is unsure of what look they want. The current version you have selected will be highlighted in the monitor with an outlined gray box.For instance, I can show four versions of a shot to the client right when she comes in:Certain fashion jobs may have no still image campaign to match the video to, so often the director will be open to grading suggestions. Fashion jobs also may not have a clear answer as to where the grade wants to head due to their often otherworldly shooting environments. If you have time before the director comes in, roll through a bunch of tasteful options and select Versions when she comes in. It’s a great way to show a bunch of different styles and palettes. You may not get the palette right, but it’s still a useful talking point. Upon seeing the various grades the director will typically respond in one direction more strongly than another. At least, they should, if they’re a decent director.Versions and Original is similar to Versions, simply showing the ungraded clip for comparison. Further into the session, this might be something you wouldn’t want to keep showing, although it always seems to amaze clients when you show them how far the image has come. Endless tweaking will do that.Comparing the four grades against the original uncorrected image:A word of warning. While showing six, eight or even sixteen clips at a time might look impressive, don’t try to play all the clips at once at the risk of getting playback at a crawl, or worse, a software crash. Simultaneous video streams are subject to your graphics cards and the speed of your system and hard drives. Show the stills to the client, then apply the grade and play it down for them on a single clip.The Groups option shows up to sixteen clips that have been manually grouped together by the colorist. This option is useful for quickly evaluating how consistent similar clips in a setup are. It can also be used to rapidly determine lighting changes for, say, an exterior interview setup shot in the middle of the day, in a way that the Lightbox view can’t, since it’s cluttered with the rest of the clips in the sequence.Grouping clips beforehand (denoted by the green chainlink) allows me to use Groups effectively:Selected Clips, as the name implies, includes clips the colorist has selected using command-click. Again, up to sixteen clips can be evaluated. This is useful as above for identifying inconsistencies, but with clips you don’t want in the same group, like opposing angles in a two-character dialogue scene.Selected Clips uses clips you’ve command-clicked as well as the current clip in its view:Neighbor Clips doesn’t require any clicking or grouping. This option shows the current clip in the lower left corner. The previous two clips are shown at the top and the next clip in the sequence is on the lower right. After all, you may not be concerned with lighting changes in an exterior interview if those clips are never shown side by side, compared to the clips immediately preceding and following them. This option is best when working with a pretty locked cut, as opposed to grading dailies. This option works whether or not you have black space in between the clips.Clips next to and including the current clip in the timeline are shown:Gallery Grades compares your current shot with any gallery still. This is a great way to roll through a bunch of options without necessarily committing to any of them. If you have a bunch of PowerGrades in your arsenal, you can click through and see which would be appropriate for this shot. Or, you might have already done an amazing grade on shot one but wonder what the grade for shot two would be. Creating another version, only to delete it when a grade is applied and doesn’t work, can be clunky. Gallery Grades makes testing out grades a snap.The only issue with this option is that it doesn’t pay attention to the grading you’ve already done on the clip, so this is best used in the very beginning of the session, before you’ve even balanced your shot.A side-by-side comparison of the current clip (with its grade) and a gallery grade:Lastly, Highlight Modes allows you to see detailed information on the current shot’s mattes. The top left shows the shot as it has been graded. When you select a node with a matte in the tree, you will see the two types of mattes in the right quadrants of the screen: the gray matte and the high-contrast matte. You probably have set the preference for which matte you prefer in the General Options preferences, but here you can see both, if that’s your thing. The fourth quadrant on the lower left shows the key’s effect by displaying a difference matte of the graded versus the original shot.Highlight Modes gives you the current shot’s grade, the two types of key display views on the right, and the effect of the key on the bottom left:These various Split Screen modes, while far from being Resolve’s most essential feature, are great to incorporate into a workflow to make the task of managing grades and presenting options to clients a breeze.last_img read more

How to Create Velocity in Sales Results

first_imgThere are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary outcomes, as if they are not important, mistakenly believing the choice of action doesn’t come with a cost. You can allow your prospect to dictate the process, skipping steps, and avoiding doing what they need to to make a good decision. There are ways you can create velocity in your sales results.While velocity is important, it isn’t most important. The prize for the most important belongs solely to “winning.” It never makes sense to trade time when doing so increases the likelihood of a loss, yet this is what many do, often attempting the new one-call close. There are better ways to speed up your sales results, and doing so requires you shift your focus from trying to “cheat” the process (the sales conversation) to a more strategic and healthier choice.Speed Up New OpportunitiesIf you want to accuse salespeople of not doing something as fast as they should, you need to look much earlier in the sales cycle. What happens too slow in sales is the creation of new opportunities (real opportunities, not contacts, and companies that engage without any genuine interest or any commitment to change). Too few opportunities is often the result of too little prospecting. Weeks with little or no prospecting means the time passed without the salesperson creating new opportunities. You lose velocity when you create an opportunity in the future that you might have created sooner.Imagine you are required to make twenty outbound attempts a day. In the course of the week, you make one-hundred calls, and you create two new meetings that result in a new opportunity. With no change in your strategy or your approach, you decide to make forty outbound attempts and create four new meetings that result in four new opportunities. These two additional opportunities have been pulled forward in time by a week.Note: Forty dials may require you to leave as many as thirty voice mail messages. The reason you can make many more calls than you needed if you are required to prospect at all, is because you don’t get to talk to too many people. Prospecting now means campaigns and pursuit plans, not sporadic calls made without a plan or intention.Sales managers often ask their salespeople to close deals faster, but they don’t ask them to create deals more quickly, and many are unwilling to hold them accountable for prospecting at all.There is every reason to pull results forward in time. You get the revenue sooner, and your client receives the better outcome they need faster.Slow Down Your ProcessLet me make this point abundantly clear; revenue now is better than revenue later. A client getting the result they need today is better than three weeks from now. There is no reason to take more time than is necessary to win a deal, but you also shouldn’t try to cheat the process.You cannot go faster than your dream client can go, even though you know the destination and the way there. When you try to speed things up, you leave your contacts behind, creating a gap they can’t close by themselves. Since your client can’t catch up with you, you have to go back to where they are and give them what they need to move forward.Here’s an example: you have a couple of discovery meetings, your contacts love your ideas, and they are excited. However, you haven’t had a chance to tailor the solution to them and their company, nor have you discussed the investment. They ask you for a proposal and pricing, and you provide it. Then, crickets. They go dark, leaving you chasing ghosts. Because you did not collaborate on the solution and didn’t help them build consensus within their company and teams, you eventually hear, “We decided to go another direction.” (For more on these commitments, see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales)An interesting metric is how many hours of conversation it takes to win a deal. If an average deal for some imaginary company takes ten hours to win, with the low end being six, why would you try to make the sale in an hour or two? Maybe you don’t know better and believe the deal to be more transactional than it really is, or perhaps you are trying to fast. It might also be that you are allowing your client to go faster than they should if they want to make the changes they have been working on with you.Speeding Up by SlowingThe way to speed up your process is to acquire the necessary commitments, linking them together without allowing much time between meetings. If you can shorten the distance between the meetings locked safely on your calendar, you can build velocity. You slow your deals by leaving meetings without established next steps and a date for the next meeting. Like cheating the process slows your progress, long periods between sessions can also kill your momentum.If you need to speed up the acquisition of deals, it may be because you have too few opportunities to allow you to spend time helping your client with their decision, without your having to try to drag them along at a pace they cannot possibly maintain.Speed up the creation of opportunities and gain the commitments that speed up the time it takes to win deals—and produce better results for your clients. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

Mystery shrouds death of student

first_imgAfter bodies of a 22-year-old Delhi University student and her uncle were found in two different parts of the city within a span of few hours last week, no clear leads have emerged in the case. The woman’s death has been confirmed as murder but that of her uncle is shrouded by mystery. Mehrunissa, who was pursuing B.A from Janaki Devi College, was found strangulated to death at the same Inderpuri house where she lived with her 32-year-old uncle Mehendi Hasan. The family hails from Amroha and Mehrunissa’s studies and Hasan’s coaching for competitive exams were what brought them to the Capital.Hasan’s body was found on the track near the Sarai Rohilla station a few hours before that. But whether the death was accidental, which prima facie is the case according to the police, is still being investigated.For now Hasan has emerged as the prime suspect but the police are yet to connect the dots or have zeroed in on the motive. The angle now being probed is that he first murdered Mehrunissa and then jumped in front of the track, said Deputy Commissioner of Police (West) Vijay Kumar.The family first learnt of Hasan’s death on April 4. On reaching there, his brother, Danish, identified the body. With the key recovered from his pocket, Danish went to the Inderpuri flat in West Delhi where Hasan and Mehrunissa lived. Meherunissa was lying dead on a mattress on the floor. There were strangulation and nail marks on her neck. No suicide noteAccording to the railway police, Hasan’s death appeared to be a case of accident but under the given circumstances, they transferred the probe to West District.The fact that Hasan had locked the room before leaving, lends credence to the suicide after murder theory but he did not leave any suicide note. Mr. Kumar said that Hasan was an alcoholic and was frustrated because he had not been able to crack the Civil Services or any other competitive exams.last_img read more