Archive for December, 2017

Private equity offloads stake in UK’s Anglian Water

Sunday, December 17th, 2017

Infrastructure fund of 3i to sell stake to joint venture of council pension funds

The 5 Rules of Megavalue Selling Help Differentiate Your Offerings

Sunday, December 17th, 2017

The 5 Rules of Megavalue Selling Help Differentiate Your OfferingsThe 5 Rules of Megavalue Selling: How to Communicate Customer Value and Differentiate From Competitors was written for the modern sales professional who can’t rely on slick sales presentations or pricing discounts to get the sale. In a world where customers (and competitors) have access to more options than ever, these old-school tactics won’t work. There is always a competitor that will beat you on price or features. The one thing that will distinguish your business is value. The 5 Rules of Megavalue Selling shows readers how they can maximize their value so they can get the sale.

What is The 5 Rules of Megavalue Selling About?

The 5 Rules of Megavalue Selling was written to help sales professionals shift their orientation from features to client value.

Sales professionals have been taught that clients focus on features. As a result, businesses have focused on elaborate sales presentations and slick advertisements that detail how their products’ features are better, faster or cheaper. While this tactic can still work, it’s working less and less. Why? The marketplace is getting more crowded. There are more competitors than ever. These competitors are able to duplicate your services and products at an incredible rate.

The customer has changed too. Customers take a more proactive role in the selling process. They can research your business and competitors within seconds. This gives customers a lot of leverage.

This leaves businesses only one key asset to win their customer’s money, value.

The 5 Rules of Megavalue Selling helps readers understand how they can maximize that value through five simple principles. These principles are shared through the fictional story of Mary Minor, a sales professional who is facing a crisis. Mary was a sales superstar until she transitioned into a new industry. Because of her declining performance, Mary was given an ultimatum: Do better or lose your job in 60 days. Mary Minor turns to her father, a veteran sales professional, for help. Mary’s father responds with a book (“The Book of Reminders”) containing his collected wisdom. Mary uses the book and her father’s instructions to turn her career around. From that point, she becomes unstoppable, ending up in a role better than she could have imagined.

Author Mark Holmes is a sales trainer, sales coach and President of Consultant Board, Inc. with expertise in B2B sales. Holmes has worked in several positions at the executive level in several roles but ultimately decided to start his own sales consulting and training company. From that point, he has never looked back.

What Was Best About The 5 Rules of Megavalue Selling?

The 5 Rules of Megavalue Selling revolves around a central concept to which sales professionals pay lip service but fail to follow through on. That concept is “value”. Sales professionals assume that customers will see the value of their products or services if they simply demonstrate it. Try again! The 5 Rules of Megavalue Selling uses a simple story to dismantle these assumptions. In its place, the book offers a simple, but powerful, set of core principles to help sales professionals.

What Could Have Been Done Differently?

The 5 Rules of Megavalue Selling is great at outlining the principles behind a values-focused sales approach. It presents a relatable and engaging story. The story, however, only focuses on one of Mary Minor’s sales victories. Mary Minor was required to get sales from three companies. The book only talks about the first company. Did she encounter any new problems in her career? The book ends on a “happily ever after” note, but it also leaves out some details about the struggles Mary faced on the road to final success.

Why Read The 5 Rules of Megavalue Selling?

The 5 Rules of Megavalue Selling is especially recommended for B2B sales professionals but the overall principles apply to any person or business needing to sell a product, idea or anything else. The book features a story of a B2B salesperson but the principles are broad enough to cover every sales situation.

Even though readers might suspect how the fictional story of Mary Minor will end, the book is still an engaging read because of the lessons. Mary Minor becomes a different salesperson because of the lessons she learns. And readers in turn learn from her experience. These lessons are very simple (i.e. “Ask your customers questions”) but feature a slight nuance based on the author’s expertise. Holmes shares the kinds of questions a sales professional should ask and then demonstrates how the process would look through the fictional story of Mary Minor.

This article, “The 5 Rules of Megavalue Selling Help Differentiate Your Offerings” was first published on Small Business Trends


World’s biggest coal port looks to life after fossil fuels

Sunday, December 17th, 2017

New chairman at Australia’s Port of Newcastle sees opportunities in diversification

Thousands Evacuated due to the Third Most Devastating Fire in California since 1932

Sunday, December 17th, 2017

Authorities in California issued evacuation orders after the state faced the fire Thomas, considered the third most devastating since 1932, the France press reported.

Winds and droughts help spread the element. According to Associated Press, 1083 square kilometers have been burned, and nearly 8500 California Fire Brigade employees are fighting the flames. The fire destroyed over 700 homes and took the life of a firefighter. Besides the mandatory evacuation orders, the authorities in Santa Barbara have also issued recommendations for voluntary evacuation, AFP notes.

The most devastating fires in California were recorded in 2003 and 2012, destroying about 1100 sq. Km each. The fire “Thomas” threatens the city of Montessito, home to Oprah Winfrey, Drew Barrymore, Patrick Stewart, and other stars.


More than Half of Britons Want to Stay in the EU

Sunday, December 17th, 2017

More than half of Britons, or 51 percent, would vote to stay in the EU, and 41 percent would vote for leave of the country, according to a BMG study published in the Independent newspaper.

The study was conducted from 5 to 8 December with the participation of 1400 people. It was published at a time when the country is moving to the second phase of EU exit talks that will focus on trade. The Independent notes that the advantage of the supporters of staying in the EU is the highest reported since the referendum in June last year. The director of BMG, however, points out that it is due to a change in the attitudes of those who did not vote last year, while 9 out of 10 voters did not change their views. In the referendum last year, 52 percent voted to leave the EU, and 48 percent for staying.

At the same time, Foreign Minister Boris Johnson told the Sunday Times newspaper that Britain should enter into a strong trade deal with the EU after the Brexit and avoid dependence on the bloc. If it does not reject European laws, Britain will become a vassal state, Johnson said in the interview. The government should strive to make the most of Brexit, concluding trade agreements with other countries, he said. This week, Prime Minister Theresa May has reached an agreement with the EU, negotiating the Brexit talks on trade and the transition agreement. But now it has to unite its strongly disjointed government on what a UK trade deal really wants, Reuters says.


The Bulgarian Academy of Science Report About Belene NPP will be Published After Editing

Sunday, December 17th, 2017

The Belene NPP’s report will be published after the sensitive commercial information in it has been deleted. This was stated by Academician Julian Revalski, President of the Bulgarian Academy of Sciences, to Darik Radio. He said he had a meeting in BEH on Monday to clarify trade secrets.

Revalski said the BAS report does not recommend resurrection of the nuclear power plant project but looks at various options, including ones where it would be viable.

According to Academician Revalski, 2017 was marked by a change in attitude towards science because of the strategies adopted for its development. But he said scientists’ protest for the low funds allocated to science would continue in 2018. The Academy’s budget for the next year is lower than the 2008-2009 period, the chairman said.


Sunday Brings Cold, Rain and Snow Across the Country

Sunday, December 17th, 2017

From today cold, rain and snow is coming to every part of the country. A warning yellow code for expected heavy rainfall has been announced in four districts of southern and southeastern Bulgaria, agency BGNES reported.

Over 20 liters of rain per sq.m. can reach the quantity in the regions of Kardzhali, Yambol, Bourgas and Haskovo. Over the past night, it was almost the rest of the country. The wind changed its direction and became northwest. On Sunday the precipitation will continue, and in combination with the cold, and at noon the rain in the high fields of Western Bulgaria and the Pre-Balkan Mountains is already snowing. Later in the day and more places in Northern Bulgaria will snow. Daily temperatures will be between 1 and 6 degrees. Along the alpine passes there will be conditions for strong winds.

In the new week the weather will be frosty with mornings up to minus 10 degrees. There will be snow and rain. On Tuesday it will be clear everywhere and it will be cold again. Morning temperatures in places will drop to minus 7 – minus 9 degrees, the daytime will be about 4 degrees above zero, for Sofia about 0 degrees. On Wednesday it will cool down a bit, as the daily temperatures in Western Bulgaria will be negative – about minus 1 degree, to 2 above zero, in Eastern Bulgaria – to about 4 degrees. From Thursday – 21 December to Christmas Eve – Sunday, it will remain cold, no significant precipitation is expected.


Learn How to Close Deals Faster at This Upcoming Webinar

Saturday, December 16th, 2017

Actionable Tips for Marketing Webinars

So you’ve arranged a deal with a new client. Now what?

Closing big deals is an important part of running a business. But it’s easier said than done. There are a lot of potential roadblocks that can get in the way. So you need to find ways to speed up the process wherever possible.

An upcoming webinar, sponsored by DocuSign, aims to help you do just that. Make it Rain Money: How to Close Deals Faster and Speed Up Collections is scheduled for January 17. You can learn more about the event and how to sign up in the Featured Events Section.

And that’s just one of the upcoming webinars and events that could help your small business grow in 2018. Check out even more opportunities in the list below.

To see a full list or to submit your own event, contest or award listing, visit the Small Business Events Calendar.

Featured Events, Contests and Awards

Make it Rain Money: How to Close Deals Faster and Speed Up CollectionsMake it Rain Money: How to Close Deals Faster and Speed Up Collections
January 17, 2018, Online

Would you like to bring revenue in the door faster? Do you want every edge possible to get paid fast? In this webinar, learn how other small businesses are eliminating their pain points in the contract and invoicing process, through use of electronic signature and invoicing apps. You’ll hear the results of exclusive DocuSign research about where other small businesses encounter the biggest challenges, and how to solve them. Today’s tools minimize manual steps and mistakes. Digital automation streamlines activities, tracks status and follows up for you — freeing up staff for other activities. Register today!

And most importantly, these tools get you paid faster, improving your cash flow.

At the end of this webinar, you’ll walk away with concrete tips for how to get contracts signed and invoices paid — much faster. Plus, you get access to DocuSign research and two concise whitepapers with insights and actionable ideas for how to improve YOUR company’s systems. So you get paid faster.

Sponsored by DocuSign.

WEBINAR: 5 Trends that Will Drive Your Profitability and Growth in 2018WEBINAR: 5 Trends that Will Drive Your Profitability and Growth in 2018
January 24, 2018, Online

Customer habits and perceptions are rapidly evolving as new technologies such as artificial intelligence and the Internet of Things go mainstream. New opportunities are opening up – but at the same time businesses of all sizes are under intense pressure to meet changing customer expectations. In this webinar on Wednesday, January 24, 2018 at 2:00 pm ET, you will learn five key trends that will drive profitability and growth in 2018, if businesses quickly leverage them and adapt to them, including: The Automation Revolution, Rise of Amazon, Expectations, The Instant Customer Service Trend, The DIY Dichotomy, Always-On Operations. Get ahead of the curve and lead in your marketplace, by understanding how to use these trends for growth and profit. Register today!

LEAP HR: Retail Conference, Nashville 2018LEAP HR: Retail Conference, Nashville 2018
February 27, 2018, Nashville, Tenn.

LEAP HR: Retail 2018 will once again dig deeper into the innovative people leaps helping digital-native and established retailers succeed in a rapidly transforming industry. With new speakers, fresh case studies, and a pre-conference ‘Boot Camp’ day dedicated to what the next-generation retail workforce really looks like, LEAP HR Retail 2018 remains the unique opportunity for senior people leaders in this industry to really challenge and get creative around how we do HR in retail.

More Events

More Contests

This weekly listing of small business events, contests and awards is provided as a community service by Small Business Trends and SmallBizTechnology.

Photo Via Shutterstock

This article, “Learn How to Close Deals Faster at This Upcoming Webinar” was first published on Small Business Trends


10 Lessons to Learn So You Make Fewer Business Mistakes

Saturday, December 16th, 2017

5 Big Small Business Mistakes -- And How to Correct Them

Making mistakes is part of running a business. But some mistakes can be avoided if you’re willing to learn from others who have been there before, like members of the online small business community. Here are some lessons you can learn based on mistakes other entrepreneurs have made through the years.

Improve Your Data Quality Metrics

Whether you use data for recruiting or any other aspect of running your business, the quality of those metrics can be just as important as the quantity. In this Jobscience post, Joel Dipietro offers three ways you can improve your own data quality.

Avoid These Email and Social Media Marketing Pitfalls

Email and social media have been popular marketing techniques for years, meaning businesses have had plenty of time to make mistakes with these methods. If you want to avoid some of the most common pitfalls, check out this Basic Blog Tips post by Kevin Ocasio.

Learn the New Rules of Writing for the Web

Lots of entrepreneurs who have strong writing skills still don’t understand how to put together content for the web. There’s a new set of rules you need to abide by, as Rachel Strella of Strella Social Media explains. BizSugar members also shared commentary on the post.

Use These Local Search Tactics Your Competitors Aren’t Using

Lots of local businesses tend to use the same marketing methods as their competitors. But it’s hard to stand out that way. Instead, take a look at the local search tactics listed in a recent Search Engine Land post by Sherry Bonelli for some more original ideas.

Don’t Forget the Little Things When Testing

Running tests can help you gain valuable insights about your target customers. And you don’t have to get very complicated with your testing in order to benefit your business. In this Target Marketing post, Chuck McLeester discusses the importance of details when it comes to testing.

Keep an Eye on These Social Media Trends for 2018

It’s easy to fall into a rut when it comes to social media marketing. You might have found some tactics have worked for your business in the past. But that doesn’t mean they’ll continue to be effective as trends change. To keep up, see some of the upcoming social media trends in this Prepare 1 post by Blair Evan Ball.

Monitor These Web Design Trends

By that same token, it’s also important to keep an eye on trends in web design so you can update your own site accordingly. Learn some of the biggest trends for 2018 in a decent Crowdspring post by Amanda Bowman.

Help Your SEO Strategy by Avoiding These Website Mistakes

SEO is constantly changing. So it can be easy for entrepreneurs to make missteps in their own websites that can negatively impact search engine rankings. To avoid some of the biggest pitfalls, check out the advice from Neil Patel here.

Don’t Hire SEO Experts Who Tell You These Five Things

In order to help your SEO strategy, you might even consider hiring an SEO expert. But beware! Some SEO strategists are better than others. There are five claims in particular you should treat with extreme skepticism, according to Hilary Young in a recent Digital Success Post. You can also see what members of the BizSugar community had to say about the post.

Use Social Media to Your Advantage

Lots of businesses use social media. But it can be easy to just go through the motions rather than having a plan that’s actually effective. Instead, learn how to use social media in a way that actually benefits your business in this Noobpreneur post by Ivan Widjaya.

If you’d like to suggest your favorite small business content to be considered for an upcoming community roundup, please send your news tips to:

Photo via Shutterstock

This article, “10 Lessons to Learn So You Make Fewer Business Mistakes” was first published on Small Business Trends


Grigor Dimitrov’s Photo is Among the 17 Most Popular For 2017

Saturday, December 16th, 2017

Photo of Grigor Dimitrov, on which he holds the trophy from the final Masters in London, is among the 17 most popular for 2017.

The ranking is by the US agency Photoshelter, including both sport and disaster images in California.

Grigor Dimitrov’s photo was taken by British photographer Tomas Lavlock for the ATP site.

This was the most successful season for our first tennis player. Dimitrov won four tournaments (Brisbane, Sofia, Cincinnati and the final Masters in London) and ended the year as number three in the world.