Why I Wrote The Only Sales Guide You’ll Ever Need

first_imgMy book, The Only Sales Guide You’ll Ever Need, will be published on October 11th, 2016.The first publisher that reached out to me asking me to write a book didn’t want the book I wanted to write. They didn’t understand why I started the book with a chapter on self-discipline. In their view, the book only got worse. They wanted to know what things like optimism, caring, initiative, and resourcefulness were doing in a book on sales. I wanted to know how they couldn’t understand why these attributes were important, so I asked them if they ever sold or managed a sales team. Unfortunately, they hadn’t.To be fair, they expected a book written by a consultant to help win new consulting clients. They thought the audience should be different, and therefore the book made no sense to them.A second publisher that reached out to me pitched me on writing a book. They didn’t really care what the book was about. They cared mostly about how many books I thought I could sell, and how willing I was to commit to buying thousands of books from them myself.I argued that they really didn’t pitch me with a good value proposition. They said that their imprint was impressive, that it would give me credibility. I couldn’t think of a single book I ever bought that I bought because of the imprint, and I buy a lot of books.Going It AloneI wanted to write the book I wanted to write. With a couple of unimpressive conversations under my belt, I decided to publish the book myself.I wrote the book. Next, I hired a professional editor to edit the book with me. Editing is a painful process. In the first chapter, I used the words “dream clients” four times. His note said, “Am I supposed to know what this means? If I don’t know, how will the reader know?” I told him the people who read my blog would know what I mean when I say “dream clients.” He made me define it the first time it appears in the book.This went on for 18 more chapters, and the book was greatly improved. When we finished, we started over.I loaded the manuscript up on Createspace, and I began working through the process of self-publishing. Now I had total control.With a Little Help From My FriendsSix weeks before publishing, I received a direct message on Twitter from an editor at Portfolio asking me why I hadn’t written a book. I explained that I had spoken with a couple of publishers, but I didn’t find the value proposition compelling, so I decided to go it alone. He asked if he might share a few ideas about how I might improve my results, and I agreed to connect.We scheduled a call. He hated the title. He hated the subtitle. He wasn’t exactly sure that my book fulfilled its title’s promise with what was inside the covers. He told me if the book did well, he’d give me a deal on the next book. I told him I valued his advice, and that he should read the book and tell me everything I got wrong, and I would do my best to improve upon it.Six days later he sent me a two-book deal. He said that he didn’t expect to like the book nearly as much as he did. Portfolio has been an exceptional partner, and because they publish sales books, they totally understood the book and why I wrote it.Between the CoversThe book is made up of two halves. The first half of the book is made up of nine elements that, when mastered, will help you become someone worth buying from. The second half is made up of the eight skills you need to succeed in sales now.I wrote this book for salespeople. I wanted to write a book that would help salespeople improve their results. If you want to do the work to produce better results, this book will be your guide. You can do the work alone, if necessary. You can also get a free workbook to help you.If you are sales manager, this book will give you a new lens through which to view the individuals that make up your team. You will be able to quickly identify the areas where the individuals on your team need improvement, and how you can help them. There are also videos and tele-seminars available that you can use for team meetings when you pre-order.If you are a leader, you are going to want this book for your managers and their people. You are also going to want to use it as a hiring guide and an on-boarding guide for sales operations and training.If you are interested in preordering the book, there are amazing bonus offers for you here: preorder.theonlysalesguide.com.last_img read more

Heena aims to improve consistency

first_imgBoosted by her gold and silver-winning performances at the Gold Coast Commonwealth Games, pistol ace Heena Sidhu is confident of doing well in the May 22-29 ISSF World Cup in Munich, but said she needs to work on her consistency.Heena, 28, won a gold in the 25m sports pistol while creating a Commonwealth Games record at Gold Coast in April and a silver in the 10m air pistol event.“I will be training in Pforzheim from May 8 to 21 and will also play a practice match on May 13. And then we have the World Cup at the end of this month,” Heena said ahead of her departure for Germany.“My main focus is on being consistent. I did well at the Commonwealth Games and also the World Cup in Korea after that. “In fact, if you look at the scores, there was an improvement from the Commonwealth Games, but I could not get any medal in Korea,” Heena said. “I have noticed that I have been having one or two good series and then it is followed by a bad series. So I have to naturally work on my consistency.“Shooting as a sport has changed now and we shoot seven to eight days in a row so being focused and consistent is important.” Heena started her career in 10m pistol but also took up the 25m in 2017 and has since been training with coach and husband Ronak Pandit.“It is difficult doing three categories, 10m air pistol, 25m sport and team event and all of them require time and a lot of focus.“Earlier I had two to three day’s rest between my events but now I shoot almost all the days of the tournament,” Heena said.She is aiming at top scores in the run-up to the Asian Games and the World Championship in August and September.last_img read more

Ind vs Eng: Uncertainty over Viru a concern for Dhoni

first_imgIndia skipper Mahendra Singh Dhoni on Thursday rued absence of Virender Sehwag from the first two Tests against England, saying the opener is one of the few players in the world who could influence the outcome of a game on his own.Sehwag, included in the squad of 17, is recovering from an operation on his right shoulder and in his absence, young Chennai opener Abhinav Mukund will open the innings with Gautam Gambhir at least in the first two Tests.”We, as a side, rely on our openers quite a bit. A good start helps our middle order. There aren’t many cricketers in the world who impact a game like Sehwag does. We will miss him,” Dhoni said in Taunton, as India open the tour with a three-day game against Somerset on Friday.Dhoni insisted that it was important for the openers to stand up to possibly the best attack in the world. The Test series will begin at Lord’s from July 21.”England is a very good side, they regularly get plenty of runs. They take 20 wickets. We have to be at our very best,” he said.The Indian captain did not allow himself to be weighed down by the fact that England could displace them as number one Test team in the world.”The basis of sport is to enjoy it. A lot of times you don’t enjoy sport while playing top class cricket. We don’t want to get into it. The ratings aren’t that important.” Dhoni was also not ready to be overwhelmed by England’s strength and also looked at a few positives.advertisement”In West Indies, it was difficult to consistently score runs. Shot-playing wasn’t that easy. It could be different here. You can play shots. The outfield surely will be 200 miles faster than in the Caribbean which can be a great help to score runs,” he said.Over the next five weeks, in the four Tests, Indians can be assured of a huge support in the stands by the massive Asian population in the country.Dhoni acknowledged it but didn’t think it would be the determining factor.”Crowd support can push bowlers and batters to do that bit extra, but frankly it’s up to 11 players playing the match. The bench strength and the support staff.”Former England and current India coach Duncan Fletcher said he did not think he would come back to England in such a manner.”Once I left England, I thought that’s it. I did a bit of consultancy before the coaching bug bit me again. When this opportunity came along, I couldn’t turn it down.”During his short stint with the Indians so far, Fletcher is impressed how too much cricket or lack of preparation isn’t much of an issue with his players.- With inputs from PTIlast_img read more

Floods drown cricket in Jammu and Kashmir

first_imgRavaged by floods, Jammu and Kashmir faces the real prospect of not getting to host official cricket at all in the 2014-15 domestic season starting early next month.Jammu and Kashmir Cricket Association (JKCA) secretary M.L. Nehru, who himself has been airlifted from a submerged Srinagar to Delhi, said on Monday that he would soon request the BCCI to relocate the state’s home matches either to Delhi or Punjab.If that indeed happens, it would send a large portion of the domestic schedule topsy-turvy, as many alterations would have to be made at least to the northzone leg of all the BCCI tournaments.”Since the floods have badly affected the cricket infrastructure, I don’t think we can stage any matches in the state. Even though the Ranji Trophy is beginning in December this season, I don’t think they [JKCA’s home games] can be played there as we, for instance, need good pitches to stage these matches,” Nehru told Mail Today.”We have to conduct trials, too, to select teams for various tournaments. In about 10 days, I will write to the BCCI and request it to relocate our home matches. They may either be held in Delhi or Punjab,” he said.Jammu and Kashmir, anyway, have limited cricket infrastructure – from grounds to equipment – and all of it is feared to have been badly hit by the floods. More importantly, the houses of many players – almost all of those living in Kashmir – have met the same fate.advertisementNehru, who was airlifted along with his wife by the Army on Saturday, said he realised the extent of damage caused only after reaching Delhi as the electricity and telephone lines were cut off to his second-floor apartment near the Dal Lake.”While we were there, stuck on the second floor, we had no idea about the damage. It’s now that I am watching TV here that I realise it,” he said.Nehru said that the entire JKCA cricket set-up is in complete disarray. “We don’t know which player is where. I am told that both our main cricket grounds – the Sher-e-Kashmir Stadium in Srinagar and the Science College in Jammu – have been affected. There was four-to-five-foot water in Sher-e-Kashmir Stadium,” he said, based on what people have been informing him on telephone.”With so much water, the pitches would have been badly damaged. Even when the water recedes, the silt that will be left behind would further affect pitches, and it’ll take them a long time to get back into shape. The ground equipment, like motorised rollers, too would have been affected.”India off-spinner Parveez Rasool, who was stranded for 10 days on the second floor of his home in Bijbehara, Anantnag district, was disappointed when told about the possibility of JKCA not hosting any matches. “It would be sad if we have to play our matches outside the state, though I think we can probably play in Jammu [if the conditions improve],” Rasool told Mail Today.The players, too, have been badly affected. While Srinagarbased players will have to rebuild their houses, Ian Dev Singh, who lives in Jammu, swam across the Dal Lake in Srinagar to reach safety.Singh was playing in Srinagar when floods came. “I had to jump from the balcony of my third-floor hotel room as the water had risen till the second storey. I swam for about 15 minutes in the Dal Lake, all the way to the nearby mountain area,” the batsman told Mail Today.”There were three-four players in my hotel and they also left in the similar way,” he said. “It’s really sad because we had prepared a lot before this [floods]. Now, when we had to practice harder we’re not able to do that. It’s very de-motivating at the moment, but it’s okay. Hopefully, it’s a matter of one or two weeks, then we are going to start again.”last_img read more

September 12 2002 Concrete batch plant has been a

first_imgSeptember 12, 2002 Concrete batch planthas been an integral part of our construction history for many years.[Photo & text: T] Conveyer belt movessand, gravel and cement into the transit mixer truck. [Photo & text: T] Breaking cement bagsby hand is indeed a hands-on-in-dust experience for Arcosanti workshop participants. [Photo & text: T] We are back! Weapologize for the whole week of absence while our web and mail serverswere down. We missed a few of the Daily Progress postings too. Soplease check the last few we posted with this announcement. [Photo &text: T]last_img read more

Swedish free and pay broadcaster TV4 Group posted

first_imgSwedish free and pay broadcaster TV4 Group posted revenues of SEK5.555 billion (€630 million) for the year, up from SEK5.365 billion in 2010. However operating profit fell from SEK826 million to SEK529 million, thanks in part to increased investment in programming.The company said that 2011 was its best year for audience ratings since monitoring began in 1994. The group’s channels scored a collective 31.4% rating in the 12-59 years age range.According to TV4, pay TV arm C More/Canal Plus managed to reverse some of the decline in subscribers that resulted from its 2010 loss of Premier League football rights in the second half of the year. The unit broadened its offering with the launch of the Canal Plus Family channel and the launch of Canal 9 in Norway.  Johan Kleberg was named as CEO of C More in January, replacing Jonas Eriksson.last_img read more