Get live news and analysis Thursday at 7:30 p.m. when the Warriors open a three-game homestand by hosting the tough-minded Indiana Pacers.The Warriors (48-22) will have their regular starting lineup intact as center DeMarcus Cousins makes his return after sitting out the past two games with an ankle injury. Warriors fans will also welcome back Andrew Bogut, who makes his first appearance at Oracle since signing with the team.Golden State is coming off a 3-1 road trip that culminated …
Selling is a complex and dynamic human interaction. There are a lot of things that can wrong that can cost you a deal. But there are two that tend to dominate the “reason” category for losses. The first is the lack of relationship, and the second is a lack of value creation.Relationships MatterI have met and spent time with Matt Dixon and Brent Adamson from CEB, the authors of The Challenger Sale. They’ve explained to me—and to countless other people—that their research suggests that Challengers (those who are willing to challenge their prospective clients) major in Challenging and minor in Relationships (where they had the second highest scores).I’m not privy to CEB’s research, but I believe that the reason the Challenger can effectively do so is because they have excellent relationships (as well as a ton of business acumen and situational knowledge, something more than an insight provided by marketing). Matt and Brent’s hyperbolic headline notwithstanding, I don’t believe that they intended for you to stop worrying about relationships.Right now, there is a ton of market pressure driving companies—and the people that make them up—to be more transactional. The communication methods we use are less personal than the traditional methods. The sales processes we implement are more transactional than they should be. The drive to reduce costs across all segments of the business, including sales, is causing companies to move parts of the sales function inside. And a lot of salespeople believe that are supposed to be transacting.The more complex, risky, and expensive the solution you sell, the more you need relationships to succeed. Not going to meet your client because it is a plane trip away is a decision to ignore how important relationships are. Not spending time with your dream clients building trust and deepening your understanding is a decision that suggests you believe selling is really an arms-length decision. The trouble is, your clients will allow you to be as transactional as you want to be.Don’t be surprised when you lose because no one really knows you. If you think that being known, liked, and trusted isn’t important, try to sell without them.Value Matters as MuchThis much is true: the friendship component that used to be the foundation of the relationship is no longer enough. The lack of a friendship’s ability to carry a deal is a dramatic change in sales over at least the last two decades. The shine on your shoes and smile on your face? Nice, but not enough. The dinners and the tickets to the ball game? Really nice, but still won’t substitute for real value.Most of the time when we believe we lose because our price is higher we really lose because we didn’t create enough value. Sometimes we have trouble helping our clients perceive the value we create (something I won’t even pretend is easy). And occasionally we lose because our prospective client stubbornly adheres to the immature and expensive belief that lowest price is the only real value (something that should have been discovered early in the process).One of the real challenges some people have in increasing the perception of value is that they haven’t spent enough time on the relationship to have all of the conversations necessary to changing that perception. They haven’t built the trust that the additional investment they are asking for is worth paying and that their prospect will capture the additional value. They also haven’t created a preference for themselves and their company, something that is often worth the difference in their price and their competitor’s price.We can roll up dozens of problems to lack of value. Not following your sales process means not creating the right value for your prospect at the right time. Not gaining the commitments you need means failing to help your prospect take the necessary steps to get results, often because you fear imposing on them, or some such thing.If your business is super-transactional, like Wal-Mart or Amazon, then by all means drop the relationship and get to lowest price as fast as you can (If Amazon hasn’t already beaten you to it, they soon will). But if your business is about customer intimacy, then work as hard as you can to move the only other direction can and get super-relational.That means you develop relationships of value. Look at the last few deals you lost. Were you known, liked, and trusted? Were you known as someone who can help deliver results?Look at those same last lost deals. Did you create the right level of value, making price something less an important than the real outcomes your prospective client needed?How did you lose the last deal you lost? What was the cause you lost? What would you change if you could go back and do it all over again? Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now
Panelo: Duterte ‘angry’ with SEA Games hosting hassles View comments DA eyes importing ‘galunggong’ anew Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles04:26Deaf personalities everyone should know02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss UAAP volleyball: UST still alive for twice-to-beat after thumping NU In the first game, De La Salle finished at no. 6 after turning back University of the Philippines, 25-21, 25-21, 15-25, 23-25, 15-11.The Green Archers have the same record as UST’s at 5-9 but finished with just 13 points.Cris Dumago ended his collegiate career with 23 points while Billie Anima had 22 for the Green Archers.The Fighting Maroons ended the season as the lowest-ranked team with a 1-12 record.ADVERTISEMENT Private companies step in to help SEA Games hosting Hontiveros presses for security audit of national power grid Cayetano: Senate, Drilon to be blamed for SEA Games mess SEA Games hosting troubles anger Duterte MANILA, Philippines—University of Santo Tomas finished off its campaign with a four-set beating of University of the East, 25-19, 25-15, 19-25, 25-23, in the UAAP Season 81 men’s volleyball tournament Saturday at Filoil Flying V Center.ADVERTISEMENT MOST READ Philippine Arena Interchange inaugurated The Tiger Spikers missed the Final Four and wrapped up their season at no. 5 with a 5-9 card with 18 points as they bid goodbye to graduating players Timothy Tajanlangit, Jayvee Sumagaysay, Jireh Buro, and Tyrone Carodan.Skipper Manuel Medina led UST with 14 points as five other Tiger Spikers scored in double figures.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesSPORTSSingapore latest to raise issue on SEA Games food, logisticsJaron Requinton finished with 13 points while Sumagaysay and Hernel Corda added 12 points apiece with Joshua Umandal pitching in 10.The Red Warriors finished the season at 2-12 for the seventh seed. Duterte wants probe of SEA Games mess LATEST STORIES Don’t miss out on the latest news and information. Sports Related Videospowered by AdSparcRead Next
Participation in physical activities is crucial for the holistic development of young people to nurture their physical, social and emotional health as well as intellectual side.When children are praised or criticized for their quality of work and intelligence more specifically, they develop a fixed theory of the concept “intelligence”. Hence, “Intelligence” then becomes something you either have or you work hard to get. This is the concept every child is striving to achieve.Consequently, the child’s development surrounds around its well-being, which mostly includes only theoretical topics till the age of 15 years as major part of their education.Physical education (PE) as an important part of overall child education and development has started getting the due importance in the contemporary world. However, earlier it was one of the highly ignored aspects in the context of overall development of a child. Having said the above, most certainly we all can further vouch for the fact that how sports inculcates qualities like leadership, discipline, sharing, team work, honesty, team spirit, tolerance and many more among its participants. However, we cannot vouch and say that every child in a school gets an opportunity to experience this.Realizing its importance many schools have woken up and started taking steps in the direction, with many already working with outsourced professional organizations to help deliver systematic PE & sports programs within the school hours of PE periods.One also notices an interesting shift in the mindset of parents, as now they have become more aware and understand the importance of a physically fit body. Also the realization of the ill effects of today’s lifestyle on their children has made parents become more involved in trying and keeping their children fit, they now encourage their children to take up some form of sports or physical activity along with their studies.advertisement A large number of schools have come up with initiatives where they not only provide the best sports infrastructure to encourage sports education among the young blood of the country but also provide systematic physical education programs by partnering professional companies with specialization in the field such as The Sports Gurukul (TSG).TSG is India’s first of its kind professional sports and fitness development and training organization promoting sports and physical education amongst children to enable them lead a healthy and active lifestyle through a structured and scientific researched K to 12 PE & Sports curriculum and programs specifically meant for schools.According to some research conducted by the TSG in schools over a long period of time, we can say that 70 percent of the school-going children do not get any exposure to any focused and planned physical education.Of the remaining children, only those with active inclination towards sports get to do a little more physical activity & sports.Children begin to develop an aversion towards sports when left out and this can only be solved if there is a structured program starting from the basic level of Junior KG and continues further integrating every child in the school. If schools set, a dedicated sports & physical education program so that children are exposed to physical activity from young & tender age, we can ensure that a huge number of children will be able to appreciate and understand the importance of physical education. This would further help them in being active throughout their lives and will encourage active participation in all forms of sports.The statistics are alarming and unless there is a nationwide call for action, we will end up creating lop-sided educated children not in a position to conduct themselves in tomorrow’s competitive world. The answer to this solution starts from a school and it is time that schools wake up to this silent time bomb waiting to explode which may end up creating a generation of unfit future Indian citizens. Can we afford that?With inputs from Mr Jay Shah, Co-Founder & Director, The Sports Gurukul.
He emphasised that the Government is committed to ensuring that a high standard is maintained throughout the entire educational system, through the adoption of the National Standard Curriculum, starting at the early-childhood level. Story Highlights Minister of Education, Youth and Information, Senator the Hon. Ruel Reid, says 103 early-childhood institutions have, so far, been fully registered by the Early Childhood Commission, and that another 300 will be certified in short order. “This Administration intends to promote and uphold standards. We want quality education for all, so we are working with the early-childhood institutions to ensure there is capacity for all our children… and all get an opportunity and are well prepared and stimulated from early childhood,” the Minister added. Minister of Education, Youth and Information, Senator the Hon. Ruel Reid, says 103 early-childhood institutions have, so far, been fully registered by the Early Childhood Commission, and that another 300 will be certified in short order.Delivering the keynote address at the launch of the Ministry/Joint Committee for Tertiary Education (JCTE) Symposium and Expo on February 28 at the St. Hilda’s Diocesan High School in Brown’s Town, St. Ann, the Minister commended members of the Commission for their work in ensuring that early-childhood institutions across the island are compliant with the Ministry’s operating standards.He emphasised that the Government is committed to ensuring that a high standard is maintained throughout the entire educational system, through the adoption of the National Standard Curriculum, starting at the early-childhood level.“This Administration intends to promote and uphold standards. We want quality education for all, so we are working with the early-childhood institutions to ensure there is capacity for all our children… and all get an opportunity and are well prepared and stimulated from early childhood,” the Minister added.Senator Reid said the Government is fully aware of the challenges being faced by the sector and will be doing all that it can to ensure that no one is “left behind”.He pointed out that, this year, the Administration will be seeking to launch two day-care centres in each constituency and engage stakeholders to be able to better advance the thrust of the Ministry.“There are some vulnerable households with mothers sometimes under stress. They need to go to work, but they have nobody to leave their children with, and some of them, when they have older children, those children suffer because the older child has to stay home to take care of those children, and their education suffers. This Administration says that we will leave no one behind,” he stressed.According to Senator Reid, the Ministry will also be seeking to engage private institutions aimed at “rationalising some of the current basic schools to become infant schools or infant departments”.Meanwhile, the Minister said that plans by the Government to ensure that all students go up to grade 13 are part of the strategy to make sure that all students have full access to education and training at the high-school level, which will ultimately reduce the cost for a college education.“It is a very novel idea if we can ensure that you do some of your credits in high school to make sure that they can be transferred to your other institutions to reduce your cost, so you stay in those institutions over a shorter period,” he said.“Instead of creating a pyramidal education system, we are creating an education system with equity, so that everybody gets early-childhood education, quality primary education, quality secondary, and all get an opportunity for tertiary education. What a revolution we are going to have in Jamaica,” the Minister added.To facilitate these plans, the Minister said that funding to the educational system was increased for the fiscal year.“Our Ministry was able to increase the funding to our primary schools for our regular grant by 169 per cent. We increased the maintenance grant by a whopping 40 per cent; and we increased the contribution to our all-age and junior high schools from $11,150.00 per student to $19,000.00. We also distributed book vouchers for some of our very needy students up to $ 50 million,” he outlined.The symposium was held under the theme ‘Creating Educational Opportunities to Enhance Sustainable Economic Growth and Development in Communities’.Partners included HEART Trust/NTA, Centre of Occupational Studies, Jamaica Tertiary Education Commission, University of the Commonwealth Caribbean (UCC), Caribbean Maritime University, The Early Childhood Commission, Career Advancement Programme, National Parenting Support Commission, Sagicor, Irie FM and Power 106.
Story Highlights Prime Minister Andrew Holness says removing the existing bureaucratic culture will help to fast track several projects and grow the economy. Speaking yesterday (April 24) at the ground breaking ceremony for the construction of 230 housing units as part of the Foreshore Estate development in Delacree Pen, South West St. Andrew, the Prime Minister said there must be unanimous political will. “The only way to get some projects out is if we resolve the bureaucratic culture that we have and it has to be done with political unity. Housing should not be politicized; housing is a right of every single Jamaican, regardless of your political affiliation,” said Mr. Holness. Prime Minister Andrew Holness says removing the existing bureaucratic culture will help to fast track several projects and grow the economy.Speaking yesterday (April 24) at the ground breaking ceremony for the construction of 230 housing units as part of the Foreshore Estate development in Delacree Pen, South West St. Andrew, the Prime Minister said there must be unanimous political will.“The only way to get some projects out is if we resolve the bureaucratic culture that we have and it has to be done with political unity. Housing should not be politicized; housing is a right of every single Jamaican, regardless of your political affiliation,” said Mr. Holness.He emphasized the need to put an end to the bureaucratic culture as it is a hindrance to growth.“The process of permitting is an obstacle to growth in this country and part of what we have been doing as a government is to make sure that we improve the ease of doing business because we don’t have money to throw at the growth problem. We have something called a fiscal constraint- that fiscal constraint is that we owe more money than we produce in any one year,” said Prime Minister Holness.In the meantime, Mr. Holness noted that there must be an improvement in efficiency which will attract investment and lead to growth in the economy.He emphasized that improved service delivery in the public sector will positively impact the business and investment climate in Jamaica.“Until our public service recognizes that they have to give a premium of speed of doing business so that investments can come here; so that the country can grow; so that country can get more taxes; so that we can pay them better; then we will be constantly stuck in a cycle where we are trying to argue over how much to pay and how much what sector should get, with a pie that is not growing,” stressed Prime Minister Holness.At present the government is engaged in a comprehensive project to transform the public sector to reduce bureaucracy.He added that projects like the Foreshore Estate Ground Breaking can only happen through partnerships.The Prime Minister said the Government is working to build more affordable housing solutions for Jamaicans as part of a strategy to deal with informal settlements.“The squatter problem is not only a function of the unavailability of land; it is really a function of the lack of housing solutions being provided by the formal market. We will solve the squatting problem, because we will build enough houses to meet the demand that is generated yearly,” the Prime Minister said.
BERLIN — Thousands are marching in Berlin to demand that Germany make a quick exit from using coal-fired energy, a day before a U.N. climate summit opens in neighbouring Poland.Saturday’s march through Berlin’s government district and a simultaneous event in the western city of Cologne were organized by environmental groups. Many demonstrators carried flags with slogans like “Stop Coal!” and “The future is coal-free.”The summit opening Sunday in the Polish city of Katowice seeks to build on the landmark 2015 Paris accord, when countries agreed to try to limit global warming to 1.5 degrees Celsius (2.7 degrees Fahrenheit) by the century’s end.German officials had hoped to present a blueprint for phasing out Germany’s use of coal over the coming decades. But an expert committee postponed its report on that until after the U.N. conference.The Associated Press
VANCOUVER, B.C. – In a new report published by BC Hydro, four out of 10 B.C. couples argue over the temperature in the household.Findings from their report titled ‘Thermostat wars: How the battle over household temperatures is turning up the heat on relationships’ are that as common as it is for couples across the province to argue about temperature, five percent of couples describe their situation as an “all-out thermostat war.”BC Hydro found out with a survey they commissioned, that British Columbian couples will go to great lengths to get their way when it comes to the temperature of their home. Twice as many couples are motived by comfort than cost savings. The survey included that more than 60 percent of people admitted to adjusting the thermostat when their partner was not looking and 50 percent say they have waited for their partner to leave the home before adjusting the dial. There is also the 20 percent that admits to turning the temperature up or down just to annoy their partner.Also revealed in the survey was what temperature the thermostat is set at as being one of the most contentious household arguments, this being ahead of who is cooking dinner, what time the dreaded morning alarm is set for, and who forgot to turn off the lights when they left the house.However, many of these arguments are often based around misconceptions, for example;Cranking up the thermostat does not heat the home up faster than turning it up a degree or two at a time.It is not more energy-efficient to keep the thermostat at a constant temperature instead of adjusting it based on the time of day or what activity is going on in the home.Turning on a space heater is not always a more energy-efficient way to keep warm.BC Hydro is encouraging British Columbian couples with Valentine’s around the corner to call an end to the thermostat war. It recommends setting the thermostat at 21 degrees Celsius when relaxing or watching T.V., 18 degrees Celsius when cooking or doing housework, and 16 degrees Celsius when away from home or sleeping.Other tips to reduce heating costs and stay comfortable this winter include:Using a programmable or smart thermostat to automatically adjust the temperature of the home based on the time of day.Installing weatherstripping around doors and windows to seal up gaps and cracks that let cold air into the home and warm air out – and lead to higher heating costs.Using BC Hydro’s electricity tracking tools to see how adjusting the thermostat can impact a household’s electricity use and costs.
Houston: The Indian-American foster mother of Sherin Mathews has got her passport back, nearly a week after charges were dropped against her in connection with the tragic death of her 3-year-old daughter, whose body was discovered in a culvert in suburban Dallas in 2017. Sini Mathews was charged with child endangerment after she left her adoptive daughter Sherin alone at home while she and her husband Wesley Mathews went out for dinner with their 4-four-year old biological daughter on the night before the toddler was reported missing from their house in Richardson, Texas. Also Read – Imran Khan arrives in China, to meet Prez Xi JinpingSini had been jailed on a child abandonment charge, but the charge was dismissed after the district attorney said there was not enough evidence to move forward and released her from the Dallas County Jail. On Thursday, a Dallas judge ordered authorities to return Sini’s passport, WBAP, an AM News/Talk radio station in Dallas reported. Defence attorney Heath Harris said the judge had little choice but to return the passport which was taken when Sini was arrested. He said Sini had no plans to go anywhere, but can do so if she chooses so. Also Read – US blacklists 28 Chinese entities over abuses in Xinjiang”I am blessed,” Sini, a nurse, said after the charges against her were dropped and told the media that she was looking forward to meeting her biological daughter. “I want to thank the DA’s office for dismissing the case and I am looking forward to being reunited with my daughter,” Sini said. She had lost parental rights to her biological daughter who has been adopted by her relatives in Houston. Lawyers are now reviewing options to possibly return her to her mother, Sini, the WBAP report said. Sini’s husband Wesley is still in Dallas County Jail for capital murder linked to Sherin’s death. He will face trial in May this year and is presently being held on a USD 1.1 million bond. Sini and Wesley, who hail from Kerala, adopted Sherin from an orphanage in Bihar in July 2016. After Sherin disappeared, Wesley had first claimed that he had punished her by making her stand outside their home at 3 am for not drinking her milk. After Sherin’s body was found in a culvert a kilometre from their home in October, 2017, Wesley then changed his version to he had tried to feed her the milk and that she choked on it. Wesley was indicted for capital murder by a grand jury and for tampering with evidence. Wesley, if convicted, could face the death penalty or an automatic sentence of life without parole.
New Delhi: It enthralled children with stories of Indian mythology for decades while narrating virtues of good deeds, but the ‘Chandamama’ magazine’s new owners are now in the dock for allegedly stashing illicit funds in Swiss banks. Mumbai-based Geodesic Ltd, which acquired the iconic magazine in 2007, and its three directors are being probed by the Indian authorities for alleged money laundering and other financial irregularities and Switzerland has agreed to provide “administrative assistance” regarding their accounts in Swiss banks, which broadly means sharing of information with India. Also Read – Maruti cuts production for 8th straight month in SepSwitzerland was widely known as an alleged safe haven for black money before it bowed down before the global pressure and agreed to bring down the famed secrecy walls that had historically surrounded the Swiss banks, provided the requesting country gave proof for financial irregularities done by the concerned person or the company. Along with several other countries, India has also been making use of this change in stance of Switzerland by seeking details of suspected black money hoarders in Swiss banks and it has already got back information in a large number of cases in the last few years. Also Read – Ensure strict implementation on ban of import of e-cigarettes: revenue to CustomsIn a decision dated March 5, Switzerland’s Federal Tax Administration (FTA) has decided to grant “administrative assistance to India in respect of Geodesic Ltd and its three directors — Prashant Sharad Mulekar, Pankajkumar Onkar Srivastava and Kiran Kulkarni, according to the official documents. As per the Swiss law, the FTA decision can be appealed within 30 days, provided the appellant is able to give sufficient ground to challenge it. Earlier on October 30, 2018, also, the FTA had decided to provide the administrative assistance in respect of Geodesic Ltd and the three individuals. While that decision is appeared to have been challenged, the FTA has again decided to share the details with the Indian authorities, indicating that the earlier appeal could not sustain. In a similar case, the FTA also decided on March 5 to provide administrative assistance’ to India in case of a Chennai-based entity, Aadhi Enterprises Pvt Ltd. This decision can also be appealed within 30 days. An earlier decision was taken by the FTA on October 16 to assist Indian authorities in this case, but now a fresh notification has been issued for providing administrative assistance to India in case of this real estate firm which saw a meteoric rise soon after being incorporated in November 2014 and is said to have got significant political links. Geodesic, on the other hand, used to be a publicly-listed entity and has already faced the wrath of capital markets regulator Sebi for multiple violations. Its shares have not been trading since August 2014 when its share price had dipped to as low as Rs 1.50 apiece. While the Swiss government documents did not disclose specific details related to the information and assistance sought by the Indian authorities regarding the two companies and the three individuals, such an ‘administrative assistance’ follows submission of proof about financial and tax-related wrongdoings and typically involves sharing of information relating to bank account details and other financial data. Repeated attempts to contact the two companies and the three individuals for their comments failed to yield any result. In the past, they have denied any wrongdoing. The 1982-incorporated Geodesic, once known as a fast-growing company with cutting-edge technology solutions, does not have a functional website anymore and is also no longer a listed entity as trading in its shares has been suspended by stock exchanges for “procedural reasons”. The company and its directors have faced regulatory action by Sebi as well as other authorities like the Enforcement Directorate and the Economic Offence Wing of the Mumbai Police. Aadhi Enterprises had reportedly landed in trouble due to alleged links to tainted politicians and for allegedly indulging in money laundering. According to reports, the Income Tax Department has conducted multiple raids on properties of the company’s promoters. While Switzerland has always denied being a safe haven for black money, it has begun sharing details for last few years with several countries including India after submission of evidence about financial and tax-related wrongdoings of the clients of Swiss banks. Besides, a new framework of automatic information exchange has been now put in place and the details can be accessed under the new system from this year.