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

Cebu City gov’t rallies behind embattled marathoner Tabal

first_imgMary Joy Tabal. FILE Photo from Cebu Daily NewsCEBU CITY—Should Cebuano marathon sensation Mary Joy Tabal be allowed to join in the Southeast Asian (SEA) Games, the Cebu City government will make sure that she will get the training that she needs for the competition. Cebu City Mayor Tomas Osmeña made an offer for the city to help fund Tabal’s trainings when she visited city hall on Tuesday morning during a courtesy call.She was accompanied by Commissioner Ramon Fernandez of the Philippine Sports Commission, among others.ADVERTISEMENT MOST READ BSP survey: PH banks see bright horizon amid dark global recession clouds View comments LATEST STORIES Palace: Duterte to hear out security execs on alleged China control of NGCP Pagasa: Storm intensifies as it nears PAR Gabuya delivered a privilege speech during the session of the city council on Tuesday afternoon to ask the Philippine Athletics Track and Field Association (Patafa) to explain why Tabal was excluded from the roster of Filipino athletes who would compete in the SEA Games where the Cebuana won silver in 2015.READ: Tabal no longer part of national teamBecause of Gabuya’s speech, the council passed a resolution asking Patafa to include Tabal, the only Filipino to compete in last Olympics marathon, in the lineup.ADVERTISEMENT BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast Sports Related Videospowered by AdSparcRead Nextcenter_img Every 18 seconds someone is diagnosed with HIV Olympian Ryan Lochte says he thought about suicide after Rio fiasco Cayetano dares Lacson, Drilon to take lie-detector test: Wala akong kinita sa SEA Games The city is just waiting for Tabal to make a formal budget request that will include a breakdown of her training needs and costs, said Councilor Jerry Guardo, head of the council’s sports committee.He added the mayor also made a commitment to “fight” for Tabal’s inclusion in the SEA Games.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutoutCouncilor Eugenio Gabuya, deputy mayor for sports, said the budget for Tabal’s training can be charged to the mayor’s discretionary fund or Philippine Amusement and Gaming Corp. funds whichever is available.“As to how much (funding is needed) that is still to be determined,” he added. Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH 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 Games BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast Don’t miss out on the latest news and information. Lacson: SEA Games fund put in foundation like ‘Napoles case’last_img read more

Lionel Messi, Luis Suarez score late in 4-4 draw for Barcelona at Villarreal

first_imgBarcelona forward Lionel Messi celebrates after scoring his side’s third goal during the Spanish La Liga soccer match between Villarreal and FC Barcelona at the Ceramica stadium in Villarreal, Spain, Tuesday, April 2, 2019.(AP Photo/Alberto Saiz)BARCELONA, Spain— Lionel Messi and Luis Suarez came to Barcelona’s rescue Tuesday, scoring late goals to salvage a 4-4 draw at 10-man Villarreal in a thrilling seesaw match that saw both teams give up a two-goal lead.Messi rifled in a free kick off the upright to make it 4-3 in the 90th minute, and Suarez then shot through the legs of a defender to snatch a point with the last kick of the match.ADVERTISEMENT SEA Games hosting troubles anger Duterte Cayetano: Senate, Drilon to be blamed for SEA Games mess Don’t miss out on the latest news and information. DA eyes importing ‘galunggong’ anew Hontiveros presses for security audit of national power grid PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH 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 LATEST STORIES The draw narrowed Barcelona’s lead of the Spanish league to eight points ahead of Atletico Madrid, which beat Girona 2-0 also on Tuesday and visits Camp Nou this weekend.“Luis is a player who is always in the right place at the right time, and he appeared at the last second to pull out a match that was not going our way,” Barcelona coach Ernesto Valverde said. “And Messi, he is a specialist (at free kicks.)”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, logisticsMessi was on the bench for the first hour but Barcelona still took a quick 2-0 lead.However, relegation-threatened Villarreal roared back with 19-year-old Samuel Chukwueze leading the way and produced four unanswered goals to come agonizingly close to pulling off the upset. Barcelona’s comeback then came after Alvaro Gonzalez was sent off for a second booking in the 86th. Diego Godin and Antoine Griezmann finally put Atletico past a pesky Girona.Godin’s headed goal in the 76th was initially ruled offside by the referee, but a video review overruled that decision.Griezmann added a second goal deep in stoppage time with Girona throwing everyone forward in search of an equalizer. The goal ended his seven-match scoring drought.Also, fourth-place Getafe drew 1-1 at Espanyol.Sports Related Videospowered by AdSparcRead Next “This was a crazy game,” Valverde said. “There were stretches when it looked like we would win easily, then there was a stretch when it looked like they would. Then we managed to turn it around.”Messi’s goal was his league-leading 32nd of the season and his sixth from a free kick. He has now scored from free kicks in three consecutive matches after converting set pieces against Real Betis and Espanyol.SHOOTOUT AT THE CERAMICAValverde gave Messi some rest before Saturday’s match against Atletico and next week’s trip to Manchester United for the first leg of their Champions League quarterfinals.And at first it seemed Barcelona would stroll to another win at the Estadio de la Ceramica, as the little-used Malcom set up Philippe Coutinho for his first league goal since October. Malcom then headed in a pass from Arturo Vidal to double the lead before Coutinho went close to getting another goal when he hit the post.ADVERTISEMENT Philippine Arena Interchange inaugurated MOST READ Jiu-jitsu champ Meggie Ochoa battles Philippines’ sex abuse scourge Panelo: Duterte ‘angry’ with SEA Games hosting hassles Duterte wants probe of SEA Games mess But Barcelona ended up missing center back Gerard Pique — who was rested to avoid any risk of picking up a fifth yellow card that would suspend him for the Atletico visit — more than Messi.Chukwueze and Toko Ekambi used their speed to torment center backs Samuel Umtiti and Clement Lenglet throughout the game.Chukwueze pulled one back in the 23rd and his long pass led to Ekambi leveling in the 50th.Messi came on in the 61st, but a minute later Vicente Iborra put the hosts ahead after Umtiti had left the back line.Barcelona goalkeeper Marc-Andre ter Stegen made several excellent saves, but none was better than when he got his fingers on Chukwueze’s powerful strike and pushed it onto the bar.Ter Stegen could do nothing to stop substitute Carlos Bacca from scoring the hosts’ fourth with 10 minutes left when Santi Cazorla spotted him running clear behind a struggling Umtiti.Gonzalez left Villarreal a man down when he got his second yellow card for a senseless foul on Suarez. That cost Villarreal dearly when the team was without a defender in the final moments and failed to stop the double blow dealt by Messi and Suarez, keeping Barcelona unbeaten in 18 straight league games.Villarreal, which had conceded a 2-0 lead to lose 3-2 at Celta Vigo last round, was left two points clear of the drop zone.“I don’t think we are going down,” said Villarreal coach Javier Calleja. “We are going to stay in the top flight playing like we did against Barcelona.”ATLETICO WINS View comments Private companies step in to help SEA Games hostinglast_img read more