One of the most difficult challenges we face in sales today is helping our dream clients understand that they should not be satisfied with the status quo. Opportunities that you develop by assisting your prospective clients in establishing a new vision of greater possibilities helps you to create opportunities that you are more likely to win.Prospecting is easier when your prospective client is dissatisfied and contacts you. But winning those opportunities can be more difficult and less likely, especially if they’ve engaged in a formal process and you do not have the inside track for your relationships.So how do you prospect in a way that allows you to leverage the compelling reasons that your dream client should be changing?Systemic Challenges Tend to Be UniversalThe systemic challenges that your prospective clients face either universally, or in their specific vertical, is the place to discover those compelling reasons. The systemic challenges tend to affect everyone in an industry, and mostly all at the same time.Maybe one of the challenges your prospective clients face is that they can’t find enough of the talent they need. If their problem is systemic and universal, it’s a useful trend to create the case for change, provided what you sell allows you to help them identify the talent they require, or find a way not to need so much of it.One company I spoke for had a software program that allowed people with no skills to do the work of a specialist who would normally be compensated hundreds of thousands of dollars a year. Not only were the specialists expensive, they were rare. This company’s prospective clients didn’t know how they were going to find the talent they needed at a price they could afford. This problem was universal, and the company’s solution solved it.Another company I know has a process where they find billings that their clients normally miss. The amount of this absent billing can be as much as 20 percent of their overall revenue. These prospects know that there’s something wrong, but they don’t know how to identify it or a solution. With a simple audit the company shows them how their solution pays for itself in a matter of months.These challenges are universal and they’re systemic. They are a starting point for conversation about the value that you can create around the problem that’s compelling enough for your dream client to want to solve. What are the common problems and challenges that your prospective clients face that are universal and systemic?How do you engage with your dream clients around these compelling reasons to change instead of a pitch about your company, your features, and your benefits? 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
In light of drought-like conditions in many districts of western Odisha and distress migration of labourers appearing imminent, the government is trying to improve the average number of days of employment under the Mahatma Gandhi National Rural Employment Guarantee Scheme (MGNREGS) — from 38 to 65 days. The government has decided to mobilise all active job-card holders to form informal groups, which will be called ‘Shramik Sangh’. There will be one such group for every 50 beneficiaries in each revenue village.The move is aimed at ensuring job for each active card holder through close coordination with government officials at the block level. One member in each group will be assigned as a ‘mate’ and will be responsible for providing jobs to others in the sangh.“With a mandate to arrest migration and ensure effective convergence for sustainable livelihood development… we must relook at strategy for implementation [of MGNREGS]. We need to focus on active job-card holders and provide them at minimum average 70 days of wage employment,” wrote Panchayati Raj secretary D.K. Singh in a letter to all collectors.Mr. Singh said that work participation needs to be raised from 33% to 65%, and average number of days of employment from 38 days to 65 days. All collectors have been asked to ensure formation of Shramik Sangh, selection of mates, their training and meeting with government officials between August 20 and 25.Welfare schemesThe government has also announced that it will include card holders in welfare schemes and skill upgradation schemes; and extend insurance coverage and other economic benefits to them.In the past few years, the government has floated several strategies to arrest distress migration from Odisha’s poverty-stricken districts. A few years ago, entitlement of employment was increased from 100 days to 150 in migration-prone blocks. “While the entitlement of employment is 100-150 days, the government is now focusing only on 70 days. The scheme says whoever demands unskilled work will be provided. There cannot be a selective target. There is also no strategy to end late payment of wages. Delay in payment is one of the key factors in people distancing themselves from MGNREGS,” said Umi Daniel, an expert on migration issues.“To arrest seasonal migration, there should be seasonal targets for providing employment during lean period such as drought, which is looming over Odisha,” he said, adding that even 10 years after MGNREGS, Odisha was struggling to provide average 38 days of employment.
OTTAWA – The federal government appears ready to take a hands-off approach as provinces begin rolling out how they plan to police the sale and use of marijuana once it becomes legal.Ontario last week became the first province to unveil its plans for handling legalized pot by announcing that it would closely mimic the province’s current system for liquor.Marijuana will be sold at 150 dedicated stores run by the Liquor Control Board of Ontario, it will only be sold by those aged 19 or over, and consumption will only be allowed in private residences.The proposal has sparked anger and concern from some pot activists and aspiring retailers, who have warned that Ontario’s proposed model will limit supplies and do little to eliminate the black market.Public Safety Minister Ralph Goodale refused to weigh in Sunday on Ontario’s proposed plan, and indicated that the federal government would stay out of how provinces address marijuana legalization.“Each province has the flexibility to design it the way they think most appropriate. Ontario has laid out their proposal. That’s within their jurisdiction to do,” he said.“Other provinces, I would imagine now, will come forward with their recommendations. They may follow the Ontario model. They may choose a different approach.”Goodale, who spoke to reporters following a ceremony to honour fallen firefighters in Ottawa, reaffirmed that the purpose of legalization is to keep pot away from minors and organized crime.And he expressed confidence that whatever model individual provinces decide to adopt, those aims will be met.“Each province will adopt different tools as they see fit for their jurisdiction,” Goodale said.“But there is no diluting of the goal: protect our kids and stop the flow to crime. And Ontario, I’m sure, will be designing that they believe will accomplish that objective effectively.”The Trudeau government is moving to legalize recreational marijuana by next July, and earmarked $247 million over five years on Friday to support policing and border efforts associated with that plan.Goodale said the money is part of the Liberals’ promise to ensure provinces, municipalities and law-enforcement agencies have the tools and resources to enforce the new laws governing legalized pot.“Law enforcement will need the tools to do that job, so we put money on the table as promised to assist with training and to assist with the acquisition of the right kind of technical equipment,” he said.The promised new funding includes $161 million to train frontline officers in how to recognize the signs and symptoms of drug-impaired driving, provide access to drug-screening devices and educate the public.Some of that money will also be used to develop policy, bolster research and raise awareness about the dangers of drug-impaired driving.The remaining $113 million will go to Public Safety, the RCMP and the Canada Border Services Agency to ensure organized crime does not infiltrate the legalized system and to keep pot from crossing borders.– Follow @leeberthiaume on Twitter.