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first_imgThe digital tools we use are augmentation, not a replacement for better communication mediums, ones that indicate caring.The fact that you have the ability to use email to communicate with your prospective client does not make that the right choice for many of your client communications. If there were no email, would regular mail through the post office be the right medium for that communication? Would you choose to communicate using an asynchronous medium, or would an asynchronous medium, like the phone or a face-to-face meeting better serve your outcomes?Tools like Zoom.us, Skype, FaceTime, GoToMeeting, and Google Hangouts allow you to video conference. This medium is synchronous, so it is much better than an asynchronous communication (even though sending asynchronous video is worth your time and attention). The test as to whether this is the right choice comes down to the intention behind using it. Is it because you can’t be face-to-face? Or is it because you don’t really want to be inconvenienced?Digital is generally more transactional in nature. Human to human communication is more strategic, and of greater value and efficacy. Real life relationships need to be augmented by the digital tools, not reduced to them. This makes your physical presence a strategic initiative and a way to create a preference.If you show up when no one else does, you have demonstrated that the relationship means more to you than it does to the person who sent an email. When you go out of your way to visit your client at their location, you create a competitive mismatch with the people who have never stepped foot in your dream client’s building, who haven’t met the people who work there, and who haven’t taken the time to sit across from the person who is trying to decide who they want as a partner.Presence is a strategic advantage. Showing up, for many of us, is how we compete and win. The digital tools and digital channels dominate the attention of sales organizations and many sales leaders now, often as a way to reduce the costs of selling. But there is still nothing more expensive than losing, and when winning matters, it’s best to show up. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img read more

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first_imgFormer Commonwealth Games Organising Committee chairman Suresh Kalmadi.Former Commonwealth Games Organising Committee chairman Suresh Kalmadi’s name is not mentioned in the Games legacy report prepared by authorities in Delhi to give a bird’s eye view of delays, successes and other issues in the conduct of the sporting extravaganza.Sources said the four-volume legacy report and a 50-minute film on the Games, which focuses on minute aspects of preparations of the event held in Delhi between October 3 and 14 last year, mentions every thing except the sacked top boss of the OC.”We have not mentioned any individual’s name. There are many Function Areas heads who were handling different responsibilities in the conduct of the Games. We are not giving any photo or name of anybody in the legacy report,” CEO and Chairman of OC Jarnail Singh said.He said the report will have all aspects including how contracts were awarded and executed and what led to delays in implementing works on time and escalation of costs.Sources said the decision not to credit any individual was taken unanimously by the OC considering that Kalmadi and sacked Secretary General Lalit Bhanot among other former officials have been involved in the CBI investigation into financial irregularities in the conduct of the mega sporting extravaganza.They said the report, both in print and electronic format, will give details of the work carried out by those in-charge of 278 function areas like overlays, sports, technology, accommodation, sponsorship and event management among others.One of the crucial aspects mentioned in the report is the number of contracts delayed by certain unnamed OC officials who did not follow Games master schedule prepared by the international federation, the sources said.advertisementGiving details of the delays in awarding overlays contracts, the report said the work was given in a hurry to a contractor in April last year, about a year after its expected deadline of March 2009.Interestingly, the fact that out of a total of 540 contracts to be completed by 2009, OC had executed 37, which led to supply of inferior quality products at highly-inflated rates, is being mentioned in the report.Remaining 503 contracts were carried out by the firms after January 2010, the sources said.”Most of the contracts by the OC were well behind the deadline set by the international federation for Commonwealth Games. Thus, to complete all of them on time, the officials had to violate certain official norms and procedures which attracted the eyes of CVC and CBI for financial bunglings,” an OC official said requesting anonymity.The legacy report is being reviewed and will be finalised within two months time and made public, the sources said.CBI, CVC, Enforcement Directorate and Income Tax Department are probing several cases related to financial and managerial bunglings in Games-related projects carried out by OC, civic and construction agencies like Municipal Corporation of Delhi, Delhi Development Authority, Public Works Department and New Delhi Municipal Council.last_img read more