How to Massively Shorten Your Sales Cycle

first_imgIf you want to massively shorten your sales cycle, it’s relatively easy to do.First, target your dream clients, the prospects for whom you can create breathtaking, earth shattering, jaw dropping value. You know the ones I mean. The ones who perceive massive value from what you do. The ones who have the exact challenges you resolve. The ones trying to get to the future that you provide.Wasting time with prospects who don’t value what you do deprives you of the time you need to spend with your dream clients. Stick to your sweet spot, come Hell or high water.Second, call your dream clients on the telephone. Don’t email them first. Don’t connect with them on Twitter. Don’t wait for marketing. Don’t wait for inbound. Don’t even hang out in a LinkedIn Group commenting on questions. Seriously, if you want to compress the sales cycle, start by compressing the time it takes you to get a meeting.I asked a small group of salespeople to make phone calls for two hours today. They booked 22 appointments in that two hours. When time is of the essence, act like it.Third, make sure that you create enough value in every interaction that you deserve the right to ask for the next commitment you need to move the process forward. Never leave a client interaction without obtaining the next commitment. The reason it takes longer to win deals is because salespeople make three calls to do what they might have done in one call.Your sales process should outline those commitments. When you leave a meeting without a commitment, you have failed. And you’ve failed your dream client by taking longer to help them get better results.There are no secrets here. These are the fundamentals. This is all blocking and tackling; three yards and cloud of dust.If your sales cycle is longer than it needs to be (or if your pipeline is shallow), ask yourself which of these three fundamentals you aren’t practicing. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

PM Directs Petrojam Board to Recover Funds

first_imgPrime Minister, the Most Hon. Andrew Holness, has directed the Board of State refinery, Petrojam, to take the necessary actions to recover funds determined to have been misappropriated from the entity’s resources.This instruction comes in the wake of the Auditor General’s (AG) report into the refinery’s operations, which identified certain administrative and oversight shortfalls.“Where the Board sees that, for example, payments were made for work on a contract and, by virtue of delays and changes, the contract is terminated… but full payment was made and work not completed… the Board should seek legal advice and prepare to recover such funds through civil means. That is part of the principle of restitution that will ensure that there is accountability,” Mr. Holness emphasised.He was addressing journalists and other stakeholders during a press conference at the Office of the Prime Minister (OPM) on Monday (December 10).Mr. Holness noted that in the past where issues of the magnitude of what occurred at Petrojam were brought to public attention, reports were tabled, “but we have seldom sought to make restitution”.He emphasised that this is an important principle that the Government must “not just speak about in words, but [put into] practice and reinforce it”.The Prime Minister further contended that consequent on the Petrojam revelations, Jamaica’s system of governance “can only grow stronger if we establish that there has to be a principle of restitution”.Meanwhile, Mr. Holness said that every effort will be made to ensure that the relevant committees of Parliament are furnished with the AG’s report.He advised that the Leader of Government Business in the House of Representatives will consult with government members on the Public Administration and Appropriations Committee (PAAC) to ensure that the report is brought to that body’s earliest and most convenient sitting for scrutiny and deliberations.Mr. Holness also indicated that he is slated to meet with AG, Pamela Monroe Ellis, on Monday afternoon to further discuss some of the recommendations outlined in her report.He pointed out that the proposals put forward are measures that could be implemented across public bodies.“We have seen where there could be tweaks as well as profound changes to the structure of governance… that could improve the efficiency of public administration,” Mr. Holness added.last_img read more

On campaign trail Joe Biden highlights nations lack of school psychologists

first_img This article was reprinted from khn.org with permission from the Henry J. Kaiser Family Foundation. Kaiser Health News, an editorially independent news service, is a program of the Kaiser Family Foundation, a nonpartisan health care policy research organization unaffiliated with Kaiser Permanente. Reviewed by James Ives, M.Psych. (Editor)Jun 6 2019Outlining his education platform on May 28, former vice president and 2020 Democratic presidential contender Joe Biden put the spotlight on an often-ignored mental health problem: kids’ access to mental health care.In a policy paper released at a town hall in Houston, Biden said, “The current school psychologist to student ratio in this country is roughly 1,400 to 1, while experts say it should be at most 700 to 1.”That matters because children’s mental health care issues are often detected in school settings. The school psychologists provide the first line of treatment and often set in motion any necessary referrals to specialists. Their role is complicated by the fact that, beyond school walls, there is a serious shortage of adolescent and child psychiatrists.It’s a problem, Biden said, given that “too many of our children are not getting the mental health care they need from a trained professional.”This talking point about school psychologist ratios suggests a glaring gap in health care services, and in an area where need is only growing.With that in mind, we decided to dig in. We reached out to Biden’s press team for comment but never heard back.A Controversial FigureBiden appears to be using a number promoted by the National Association of School Psychologists, a Washington-based trade group. That statistic comes from the organization’s 2015 membership survey, which found a 1,381-to-1 ratio of students to psychologists — which is “roughly 1,400.”But this tally is not ironclad.Though NASP sent the survey to a nationally representative sample, the requirement that participants send back responses affects the results of such a survey.”There are always limitations when you have a process of self-reporting. Those limitations are recognized,” said Eric Rossen, NASP’s director of professional development and standards. “For now, this is the best data we have. … It’s not perfect, but it’s the best there is.”There are other numbers and sources to consider, too.The Department of Education sent us its data from the 2015-16 National Teacher and Principal Survey. It found about 49 million kids enrolled in public schools, and, nationally, about 44,210 full-time psychologists employed by schools.That yields a ratio of roughly 1,115-to-1 — still nowhere near what experts say is appropriate, but slightly less stark than the 1,400 figure. This is at least in part because DOE’s survey does not differentiate between a school psychologist —a specific discipline within the field — and any other kind of psychologist a school might employ. This category could include specialties such as clinical, developmental, cognitive or child psychology, among others.The DOE tracks the extent to which schools employ guidance counselors, nurses, psychologists, social workers, speech therapists and “other professional staff.” (If one counted those, it would yield an even more favorable ratio.)Do these distinctions matter?NASP says yes, arguing that school psychologists are trained in a way that gives them specific, distinct advantages in navigating the educational system — for instance, helping teachers adapt their work to better educate kids with learning disorders — and that they better understand school-specific concerns like discipline, violence prevention and helping families adapt to a school culture.Still, it’s not a settled issue.”A school psychologist is great. I would even say a counselor, a therapist, a social worker — there are any number of potential therapists that have the skills and can detect these issues and refer,” said Dr. Brian Greenfield, a child psychiatrist who directs the emergency psychiatry service at the Montreal Children’s Hospital, and who has researched children’s mental health in the United States.Related StoriesNew network for children and youth with special health care needs seeks to improve systems of carePuzzling paralysis affecting healthy children warns CDCWhy Mattresses Could be a Health Threat to Sleeping ChildrenA Growing Need, But No One SolutionThat said, whichever number you look at, Biden’s bigger point appears true — children don’t have enough opportunities to get mental health care in schools.Biden’s 700-1 aspirational ratio also comes from an analysis by NASP, Rossum said. The group looked at previous surveys, finding that school psychologists were best able to care for students when the ratio hovered between at least 500-to-1 and 700-to-1.Both the 1,115 and 1,400 ratios mask wide national disparities. DOE’s data suggests that more than 13 million students go to school without any psychologist on staff. More than 1 million students go to schools that not only do not have a psychologist on staff, but also no guidance counselor or social worker.For its part, NASP’s data shows that in some parts of the country, the ratio can be as high as 1 school psychologist per 4,000 students.And the consequences are significant. Evidence suggests children are experiencing increased rates of mental health problems. For instance, research published in April found that the number of kids reporting suicidal thoughts in the emergency room went up significantly between 2007 and 2015. (Greenfield, the Montreal psychiatrist, co-authored that paper.)Preventive mental health care could help address this trend. Most students who receive this care get at least their first assessment in schools. And if there isn’t someone on hand to provide it, they probably go without.That said, Greenfield noted, the school psychologist is only one part of a team. Lots of school employees — teachers, guidance counselors and administrators — could be trained to notice when something is wrong. The next step is likely more crucial, he said: referring the child to a clinic or other specialized setting for mental health care. That brings its own set of challenges, like confronting the shortage of pediatric psychologists nationally.”Bravo to our politicians that have this in their heads and want to address it, but we can’t expect one school psychologist to be able to do it all, even if you increase the ratio in the school,” he said. Our RatingBiden’s specific claim about school psychologist-to-student ratios is correct, and it reflects a substantial problem for adolescent and pediatric mental health. But focusing on school psychologists alone doesn’t encompass the entire issue.And given the broader point he is making — that many kids cannot access mental health care in schools — his statement would benefit from more context.Children may not have a “school psychologist,” but may still attend a school where another kind of psychologist or mental health professional is employed. That means they can still get care from a “trained professional,” even though the provider doesn’t have the same level of specialty training.Biden’s claim is accurate but needs additional information. We rate it Mostly True.last_img read more

Greece recognises Venezuelas Guaido in line with EU

first_img Related News World 08 Jul 2019 Venezuela’s Maduro ratifies Padrino as defence minister Related News ATHENS (Reuters) – Greece will follow the European Union’s line and recognise Venezuela’s opposition leader Juan Guaido, the Foreign Ministry said on Friday, in an about-face after the new conservative government took power.”The government of the Hellenic Republic warmly supports the EU’s efforts … aimed at reaching a peaceful, democratic solution to the crisis for the benefit of the Venezuelan people,” the ministry said.Greece’s previous leftist-led government had refrained from recognising Guaido, who in January proclaimed a rival presidency in Venezuela until a new election could be held, in a challenge to president Nicolas Maduro.Maduro, who took office in 2013 after the death of his mentor Hugo Chavez, has overseen an economic collapse that has left swathes of once-wealthy Venezuela without reliable access to power, water, food and medicines.–– ADVERTISEMENT –– {{category}} {{time}} {{title}}center_img World 11 Jul 2019 Putin says he hopes Venezuela talks will normalise situation Most Western nations have said Maduro’s reelection last year was rigged. (Reporting by George Georgiopoulos; Editing by Janet Lawrence) World 11 Jul 2019 Norway says Venezuela opposition and government talks to continuelast_img read more