cc licensed ( BY NC ) flickr photo by totumwebLinkedIn, a networking site for professionals, has confirmed that some of the passwords in a set of over six million hashed passwords uploaded to an online forum by a hacker, correspond to LinkedIn accounts (full story from PCMag).The security breach at “the world’s largest professional network on the Internet, with 161 million members in over 200 countries and territories” (link), provides an opportune moment for users to think about their personal password policy.If you use LinkedInIf you are a member of the LinkedIn network, you should change your password. If you use the same password on other sites, you should change your password on those sites, as well.If you don’t use LinkedInWhile the currently reported breach involves passwords from LinkedIn and eHarmony, all users should reflect on their current use of passwords. If you can answer yes to any of the following questions, you should change the passwords you are using:I use a common word for my password.My password is less than eight characters long.I use the same password on multiple sites.My password is among those most commonly used.Password tipsIn response to the password leak, LinkedIn has a blog post recommending users change their passwords that includes some account security and privacy best practices. Some recommendations when choosing a password:Longer passwords are better than shorter onesUse a variety of character types (e.g., uppercase, numbers, punctuation marks, etc.)Use a different password for each sitePeriodically change passwordsManaging passwordsRemembering a different complex password for each site you use is a challenge. There are password management tools available to help, ranging from built-in browser tools to stand-alone applications. Whether or not you can use these tools may depend on the policies of your employer. While writing down your passwords with pen and paper is not generally recommended, it may be preferable to using the same weak password on multiple sites.What was leaked?The data uploaded to a forum contained 6,458,020 hashed passwords, but the associated email addresses were not included. It’s not clear if the people in possession of the hashed passwords also have the email addresses, which would be necessary to use the passwords to log in.What’s a hashed password?Most systems don’t store a user’s password in plain text, but instead store a value that results from applying a cryptographic algorithm (hash) to the password. The resulting value is referred to as a “hashed password.”For example, the value “1234567890” when hashed with SHA-1 algorithm (the same algorithm used by LinkedIn) results in a hashed password of “01b307acba4f54f55aafc33bb06bbbf6ca803e9a”. When a user enters their password, it is hashed, and the hashed values are compared to determine if it is the correct password.Storing hashed passwords provides an additional layer of security, since a breach like this doesn’t result in the plain-text passwords being leaked. However, because the algorithm used to hash the passwords is known, it is possible for an attacker to create a table that contains possible passwords and their corresponding hashes. It is then a matter of looking for the hashed password in the table and matching it to the corresponding plain-text password.Since it would be difficult to construct a table of all possible passwords, these tables will typically be constructed using short and common passwords (one reason users should select long and complex passwords.)More informationPassword recommendations – CERN Computer Security Author: Stephen Judd (+Stephen Judd, @sjudd) This work is licensed under a Creative Commons Attribution 3.0 Unported License.
By: Bari Sobelson, MS, LMFTPixabay[Drop of Water by FelixMittermeier, 2017, CCO]A Traumatic Brain Injury (TBI) is defined as a blow or jolt to the head or a penetrating head injury that disrupts the function of the brain. According to the Centers for Disease Control and Prevention (CDC), 1.7 million people are diagnosed with a brain injury each year. While most people assume that the chances of sustaining a TBI are highest amongst those service members who serve in combat, the statistics show that these injuries most often occur from the following- car accidents, falls, sports, assault, discharge of weapons, and impact with objects.Once a person sustains a TBI, the signs and symptoms can vary widely. Some may be very subtle while others are obvious. For Chief Petty Officer Brian O’Rourke, the signs and symptoms of his injuries were frustrating and confusing, but not necessarily easy to pinpoint. His wife started to notice some differences in Brian- his sleep habits changed, he was more anxious, and it was hard for him to deal with simple tasks. Brian’s wife recalls attempting to keep everything very normal and upbeat although she was not sure why he was so different. Brian also noticed some differences within himself, but initially felt that it was everyone else who had the problem. After being told by his wife and several friends that they had noticed a difference in him over a two year period, Brian finally sought help.Below is a video capturing Brian’s experience with TBI and the ways in which it impacted his family.While Brian’s experience is unique because it is the story of his family’s personal journey with TBI, the story of their struggle is one that is familiar to many families. There are so many wonderful resources available on Traumatic Brain Injury, including A Head for the Future: A Defense and Veterans Brain Injury Center Initiative (DVBIC). DVBIC provides resources to help the military community prevent, recognize, and recover from Traumatic Brain Injury.If you are interested in learning more about TBI and its effects on families, please join us on Thursday, May 18 at 11 am Eastern for Gray Matters: Understanding Traumatic Brain Injury’s Impact on Families. This post was written by Bari Sobelson, MS, LMFT, the Social Media and Programming Coordination Specialist for the MFLN Family Development Team. The MFLN Family Development team aims to support the development of professionals working with military families. Find out more about the Military Families Learning Network Family Development team on our website, Facebook, and Twitter.
Checking back with the military caregiver is essential, as they will encounter roadblocks in managing working and being a caregiver. You can “cheer” them on by acknowledging their successes and helping them explore more options as their situation changes.Resource:Ramchand, R., Tanielian, T., Fisher, M., Vughan, C., Trail, T., Epley, C. V., . . . Robinson, E. G.-D. (2014). Hidden Heroes, Americans Military Caregivers. Santa Monica: Rand Corporation. Written By: Mary Brintnall-Peterson, Ph.D., MBP Consulting, LLC, Professor Emeritus, University of Wisconsin – ExtensionFinances are a major concern to a majority of military caregivers. In reviewing the data in the Hidden Heroes, American’s Military Caregivers study funded by the Rand Corporation (Ramchand, et al., 2014) we learn more about military caregiver finances and employment.Regardless of the type of caregiver one is, a majority of caregivers are working. The study showed (76%) of post 9/11 military caregivers were employed compared to (55%) of pre-9/11 caregivers and (60%) of civilian caregivers. Even though service members and veterans are ill or injured over half of the post 9/11 service members return to military duty or find other employment. Few pre-9/11 and civilian service members (10%) work. So, we find that half of post 9/11 families have both the caregiver and service member working outside the home. Post 9/11 caregiver adjust their work schedules because of caregiver responsibilities. The study asked caregivers which of the six different adjustments they utilized:Taking unpaid time off or temporary work stoppageCutting the number of hours worked each weekMoving to a job that paid less or had fewer benefits because it fit better with their caregiving schedule or responsibilityQuitting work entirely,Retiring earlier than expectedTaking time off from school or cutting back on classesAll caregiver groups adjusted their work schedules due to caregiving responsibilities. Taking unpaid time off or stopping work was the adjustments used most often by every caregiver group. Post 9/11 caregivers used every adjustment more often than the other caregiver groups. The study indicated that post 9/11 caregivers missed approximately one day from work per week more than non-caregivers. So, it’s not surprising that post 9/11 caregivers express more financial strain (62%) compared to pre-9/11 caregivers (30%) and civilian caregivers (40%).The financial plight of military and veteran caregivers has been acknowledged by the Department of Defense and the Veteran Administration. Both organizations have introduced programs to address the loss of income or the increased cost of caregiving. These programs have eligibility requirements which require an application process. Foundations along with non-profit organizations are helping military and veteran caregivers by addressing specific financial concerns or needs. Some assist with home modifications, school tuition, debt payment, purchase of assistive devices and other financially related needs. Many caregivers have no idea of possible financial supports potentially available to them so here are a few ways professionals can assist them.Getting to know each caregiver individually. Are they working? Have they adjusted their work schedule due to caregiving and how? Who are they caring for (pre or post 9/11 service member)?Listening carefully and asking follow up questions. Probing the caregiver’s responses will provide you with additional insights into the caregiver’s financial needs.Exploring ways to decrease their financial stress by looking at potential options through public and private programs designed especially for current military caregivers or veterans.Keeping up to date on available financial resources or who you can refer them to for financial assistance. Explain eligibility requirements, identify new programs and which ones have been discontinued.Identifying military caregiver or family specific on-line educational programs on managing finances will help the caregiver learn various money management techniques.Creating a list of possible resources available to help current military families or veterans that can be given to the caregiver can be helpful. A few examples include:Military One SourceI am a Caregiver / Family MemberMilitary Family Financial Transitions: Handling Changes in Income, Benefits, & Money Management. There is a detailed resource as a handout for this webinar.Operation We are HereNational Foundation for Credit Counseling
Types of LightsThere are many types of lights. Here will we focus on the lights you most often see on a film set. Tungsten, HMI, Fluorescent, LED. Don’t forget that there’s another light available for free each day, the sun.Tungsten (~3200K)Image via ARRITungsten lights are very similar to the light bulbs you may have in your home, just much more powerful. Tungsten bulbs produce an orange hue. The lamps require a lot of power and do get very hot, but they offer a higher color temperature than incandescent tungsten bulbs. Tungsten lights are dimmable, which allows you to adjust them as needed. They are usually used for lighting interiors. Add a blue gel to tungsten lights to create daylight.HMI (~5600K)Image via ARRIHydrargyrum Medium-Arc Iodide (HMI) lights are the most used type of light on set. HMI lights emit an ultraviolet light with a blue hue. To power up, HMI lights require an electrical ballast. The ballast ignites the metal-halide gas and mercury vapor mix in the bulb. Ballasts also limit the current to prevent flickering. HMI lamps are up to four times more powerful than traditional incandescent bulbs. There is a very loud noise when powering up HMI bulbs, so the lighting technician is required to shout “striking” to notify the cast and crew.The age of an HMI bulb is very important. During its first few hours, a brand new bulb will have a color temperature up to 15,000K. These bulbs should be left on to reach the optimal range of 5600K, which is close to daylight. Bulbs should not be used past half their lifetime. The bulbs require more voltage and the color temperature will continue to decrease 1 kelvin every hour burnt, eventually risking serious damage if used too long.HMI lights are rather expensive lights, but they are much more efficient. The bulbs can only be dimmed to 50%, but it causes the color temperature to rise to a stronger blue. If blown out or dropped, HMI bulbs will explode hot glass and mercury vapor. It’s very important to have a knowledgeable lighting technician on staff if using HMI.Fluorescent (2700K – 6500K)Image via ARRIFluorescent bulbs were notorious for flickering and having a very ugly orange-green hue. Recently, new bulbs and fixtures with ballasts have been developed. The new bulbs are flicker free and offer multiple color temperatures. They have a very soft light that is more efficient that an incandescent bulb, and can offer an output similar to HMI lights.Depending on the mix of phosphors in the bulbs, the color temperature can range from tungsten up to natural daylight. Fluorescent bulbs are often packed into small fixtures, allowing them to be compact and light weight. They are also much cooler than any other bulb option.LED (White: 3000K – 5600K)Image via ARRILight Emitting Diodes (LED) have recently become much more prevalent on small sets. White LED lights are most popular, but LEDs are actually manufactured in every color. The diodes are designed to offer directional light. They are very efficient but are still limited in overall output, which is why they tend to only be used on small budget projects.LED lights can only produce a single wavelength of light, so to create a white light requires a combination of red, green, and blue (RGB) LEDs. White can also be created with the combination of phosphors and an ultraviolet LED. Since the majority of LED lights use RGB, new “smart bulbs” have been developed to change color on command.Image via Digital TrendsLED lights offer soft and even lighting. They are incredibly high efficient and can be battery powered. They can easily be dimmed and simply moved along the color spectrum. They have a long lifespan and will not explode.Did this article help you understand the ins and outs of set lighting? Give us your lighting tips in the comments below! The Kelvin Scale. Color Temperature. Tungsten, HMI, Fluorescent, LED lights. Here’s a full-spectrum look at the ins and outs of set lighting!Cover image via Central Booking ServiceLighting a set is just as important as setting up the camera. Lighting affects the way a film looks, which is why the lighting department answers directly to the Director of Photography. With so many types and colors of light, it’s easy to become overwhelmed. Here is a look at all things light related.The Kelvin ScaleImage via DownLightsLight is measured on the Kelvin scale. A kelvin (K) is a unit of measurement for temperature that is based on the absolute scale, which means it starts at zero and only goes up from there.The lower the K, to more red the color. The easiest was to remember this is by candlelight. From 1000K-1900K, we are in the range of a lit match or candle flame. Fire = Red.As we go higher on the Kelvin scale, we will progress to yellow lights, white light, and blue lights. Incandescent and Halogen lights are found around 2500K – 3000K. Direct sunlight has the equivalent of 4800K. Daylight is typically found around 5600K. A cloudy sky or cool white can be found between 6000K-7500K. A clear blue sky can be found at 10,000K.You can see this progress in the color temperature chart above, and in the light bulb representation below.
Thinking about purchasing the new Fujifilm X-T2? Check out our complete buying guide first!All images via FujifilmFujifilm recently announced the arrival of their latest camera, the stunning X-T2. With a month before release, the X-T2 promises to offer travel photographers and film lovers the perfect bang for their buck. The body itself will set you back $1599. A complete video setup (the body and assorted accessories) can cost up to $4000. In any case, here are the specs for the new camera:24.3MP APS-C X-Trans CMOS III SensorX-Processor Pro Engine0.77x 2.36m-Dot OLED Viewfinder3.0″ 1.04m-Dot 3-Way Tilting LCD ScreenInternal UHD 4K Video & F-Log GammaBuilt-in Wi-Fi Connectivity325-Point Intelligent Hybrid AF SystemUp to 8fps Shooting and ISO 51200Weather-Sealed Body; Two UHS-II SD SlotsFilm Simulation and Grain Effect ModeFilm SimulationFujifilm has a long history in analog film formats. As such, they’ve included fifteen different film simulation modes directly inside the X-T2 camera. If you like focusing more on getting great shots and less on editing your photos, this camera is a great choice for you. Plus, with RAW photo capture, you can always edit the photos once you import them. 4K VideoFujifilm hasn’t always been known for their professional video cameras, but the X-T2 is looking to give creative professionals a practical way to shoot 4K video. The camera has the ability to shoot 3840×2160 video up to 30fps and HD footage up to 60fps. Users are limited to ten minutes of 4K recording and thirty minutes of HD recording per clip.Fast and Accurate AutofocusIf you shoot a lot of lifestyle or event photography, then you know the importance of shooting with a fast and accurate camera — and the X-T2 is just that. With an autofocus speed of .06 seconds you can guarantee you won’t miss a shot. The camera can also shoot photos up to 14fps, making it perfect for sports or wildlife photography.It’s Built ToughThe X-T2’s magnesium alloy body is weather sealed in 63 points to ensure dust and water resistance. On top of its staggering durability, the camera is able to operate in temperatures as low as 14 degrees Fahrenheit. For extravagant outdoor adventures, Fujifilm offers a battery booster that not only helps with extended shoots with no electricity access, but increases the AF speed and fps while cutting down the shutter lag.For a complete guide to the whats, whys, and how much (plus some accessory suggestions), check out our free buying guide for the Fujifilm X-T2! See you out in the wheat field!DOWNLOAD THE BUYING GUIDEWant more buying guides like this for future cameras? Let us know, and we will keep them coming.
In The Push, Grant Korgan explores the power of possibility through positivity. In this interview, he shares the insight gained through loss.Grant Korgan took the most devastating moment in his life and turned it into an affirmation and a journey.The Push: A South Pole Adventure PremiumBeat: It takes about eighteen minutes into the film before the audience experiences the injury that fractured your spine. And, although we know going in that you suffered it, it still manages to be a horrifying shock. I can only imagine the emotions you must have surrounding the film. What is the experience like for you viewing the film?Grant Korgan: Our goal in making this film was to make a positive impact with our collective efforts, above all else. I truly believe we are most connectable where we are most vulnerable. And, if I believe my own words here, then I knew I was going to need to be all-in — committed fully to share my whole truth — all of it. The emotions I might feel when reliving the worst experience of my life is secondary to sharing my truth — unimportant in the big picture of the film’s ultimate goal.Diving deeper here, knowing the film is touching the audience’s hearts and minds, and is having the positive impact in the world we all hoped it would, was and is the ultimate intention of the film. I have likely seen this film thousands of times, and there are many parts that still bring me to tears. I believe this is a testament to the team that curated the story, and their ultimate success in achieving such an emotive product. That said, I always avert my eyes during the accident footage. I do not need to relive the feelings and experiences that transpired on March 5th, 2010.Grant Korgan in The Push.PB: How did you take the determination to use the footage of your accident and build this documentary on your healing process?GK: This was a decision based on necessity rather than creativity. Ultimately, our team found The Push narrative required this intensive character development, in order for elements such as the South Pole expedition to achieve a desired impact. At this point, it came down to the question of my willingness to “go there.” Unanimously, our post-production team locked arms in a desire to not just tell the story, but tell the whole story. I am extremely proud of the vulnerability and courage everyone on this film showed in expressing our collective truth.Grant Korgan in The PushPB: The film obviously details your horrific injury and your recovery, but it’s about something so much deeper. It seems to be about how goals are necessary to achieve mind over matter, but that cracks let the light in and should be embraced too. Is that in the ballpark of your exploration?GK: The truth is this: We all suffer and we all go through struggle. What happens to us, the difficulties we set out for ourselves, and the challenging happenstance experiences that life inevitably brings to our doorstep, is not what’s important — it is how we deal with our struggle that matters. More specifically, it’s who we become through our frictions that defines our characters and ultimately writes our stories. Bottom line, we are at a choice. No matter how dark the day, there is always something to be grateful for, a micro element that can be nurtured into a macro element, a flicker of light that can be fully developed (you have to do the work) into a flame! When we utilize the unlimited power of positivity, we become unbreakable.The Push.PB: What has the response been from audiences? Anything surprise you about reactions from strangers and friends?GK: It has been a beautiful experience to watch people open their hearts and minds to the messaging of The Push story. Our team has been consistently blown away by the impact, authentic reach, and depth by which audience members have allowed this film into their worlds.Each of the beats in this film mean different things to different people. With open hearts and minds, our team has received messages of hope, forward-movement, love, and personal growth/empowerment — along with “Why on earth would you go to a place that is 40 degrees below freezing!” This human experience is the exact reason we wanted to invest years of our lives into the act of filmmaking — to make a positive impact in the lives of one or many, all around the globe.Grant Korgan in The Push.PB: What’s next for Grant Korgan?GK: Another project has begun! In addition to traveling the nation as a motivational speaker, sharing my book Two Feet Back with new audiences, and recently achieving a life dream of becoming a pilot, my next project will launch on our social media channels and www.grantkorgan.com in the coming months! Follow @grantkorgan and @shawnakorgan for upcoming announcements!Cover image via The Push.Looking for more industry interviews? Check these out.Industry Insights: The Man in the High Castle’s Cinematographer Gonzalo AmatInterview: Composer Chad Cannon on the Obamas’ Higher GroundIndustry Interview: DJ Stipsen, DP of “What We Do in the Shadows”Composer David Schwartz on VEEP, The Good Place and Arrested DevelopmentThe Editor of “Us” on Working with Jordan Peele and the Horror Genre
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now You really want to stop procrastinating, turn off the distractions, and do the work of opening new relationships (or prospecting, if you prefer). But you’ve caught yourself—again—inbox and browser open, attention somewhere else.You want to stop trying to go too fast for your dream clients. You that you need to slow down and stay true to the process that works for you and your dream clients. But there you go again, pitching a solution before your dream client has even finished their thought.Your dream client asks you if you can do better on your price. Before you even process the statement, the words “I’ll ask my sales manager what we can do here and get back with you.” You know that you need to reiterate the value you create, and you know that caring about your clients means helping them to make the right investment in the solution they need.Hard to Kill (In a Good Way)Old bad habits die hard. Like gravity, it takes an extraordinary amount of effort and energy to break free. But there is an upside to the fact that old habits die hard. Old good habits are equally hard to kill.The first time you close the browser and concentrate on developing new relationships, it’s difficult. Honestly, it’s difficult for a few months. Then, it becomes and old habit.The more you follow your sales process, asking for and obtaining the commitments you need—and nothing further than you deserve—the easier it becomes. And the more effective you become in its execution. Soon, it’s another old habit.The more you practice pausing for 8 beats after your client is done speaking, the easier it becomes to slow your desire to solve their problem right there on the spot. You also find out that your dream client really wasn’t done speaking, that the deeper, more important, and more interesting thoughts were just finding their way to the surface.We are all creatures of habit. The key is to choose effective habits instead of letting bad habits choose you.QuestionsWhat bad habits do you need to break?With what new habits will you replace them?What are your good habits?
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 Now Staking out that trusted advisor, Level 4 Value Creator™ position requires that you do more than sell your client what they need right now. To own that position, you have to be future-oriented. You have to help your dream client build a platform that helps them deliver the results they need now and in the future.Solve More Than the Current Problem: When your dream client raises their hand and asks for your help, you are already too late; you’re not being proactive. Similarly, if you are only solving their current problem or challenge, you are also failing them. Your role is to know what your client doesn’t yet know, to anticipate what they need. Your solution needs to solve more than your customer’s existing problem, challenge, or opportunity. Even if it is more expensive. Even if it takes longer to make the sale. Even if it makes them uncomfortable.Platform for Future Results: What are you selling your dream client? It is easy to withhold the biggest, best value creating solution you have because you believe it is more than your client presently needs. But your role as a consultative selling, trusted advisor, Level 4 Value Creator is to look at what your client’s future needs are going to be and help them get there. What you recommend and provide needs to help build a platform for who they are going to be and what they are going to need in the future. What you sell should help ensure that when the future arrives, your dream client is in position to take advantage of that future.QuestionsIs what you are providing your dream clients going to solve only their existing problem?Does what you sell your dream client also position them for greater results in the future?Do you propose solutions that aren’t really future-oriented because you fear it will be too complicated or lengthen the time it takes to win?Do you know what your dream client is going to need to be able to do to produce better results in the future? Do you have a solution that will help build the platform for those future results?
“I started a website. How do I get clients?” That’s the full content of an email I received from a self-described entrepreneur.Drucker said, “The purpose of a business is to create a customer.” He also said that the core functions of a business are innovation and marketing. Innovating is about creating new, different, and greater value. Marketing is about acquiring the customers who want, need, and will benefit from the value you create.Right now, it is en vogue to don the moniker of “Entrepreneur,” especially in the technology space. Even more prestigious is the title “Serial Entrepreneur,” even without the track record of success necessary to make the title appropriate for one’s LinkedIn profile.An idea doesn’t make you an entrepreneur. Almost everyone you know has a good idea, some of them potentially good ideas for a business. A good idea by itself is worthless. In fact, some really great ideas don’t make a good business.A website, a business card, and a pitch deck don’t make you an entrepreneur either. The website can provide the appearance of legitimacy, as can a business card. A pitch deck can share your vision of what the business might become in the future, and the projections might show your certain smooth path to the legendary “Unicorn” status. But none of these things will make you an entrepreneur.The only thing you really need to become an entrepreneur is a customer. Until you have a customer, you don’t have a business. Until you have someone paying you to create some value for them, you are not an entrepreneur. The idea, the website, the business cards, the pitch deck, and even the seed capital don’t make your idea into a business.We need more entrepreneurs. More people should start their own business, even if it’s their side hustle. The most important thing you need to succeed in an entrepreneurial endeavor is a plan to acquire customers and the ability to execute on that plan. Until you have that, nothing else matters much.
One of the challenges with believing that Level 1 Value (the value in your product itself) is enough to create a preference to change providers, is that it leads to behaviors like sending a quote. Even if you sell a pure commodity, unless your strategy is to win by always having the lowest price, a quote isn’t likely to compel your dream client to change—and why should they when you have created no compelling reason to do so? You are better off with a consultative sales approach.Let’s be clear about the difference between a transactional sale and a transactional approach to selling. In the case of a transactional deal, the client is making a decision they make frequently enough to know what they need, and one with little risk to them or their business. A transactional approach to selling, even when one sells a commodity, is to believe that there is no greater value you can create for your client. It’s an approach that absolves you of the responsibility for creating greater value for your client—mostly to your detriment.Turning a Transactional Sale into ConsultativeImagine a salesperson sells the same computers as their competitors. The client sends a request for a quote to all of their suppliers, seeking the lowest price. All of the suppliers respond with quotes that are only separated by a few pennies. On what criteria should the client decide which supplier they select to fulfill their order when the only difference is the price? This time one competitor wins, the next time another lowers their price to acquire the orders, and so begins the great race to the bottom.Imagine instead that one salesperson reads the request for quote and calls the client to share an insight and idea. This rep calls to share with the client that the item they want to order is fine, but there is a better option available to them without their having to invest much more than they would spend on what they requested. This is the application of caring enough to call, and it is the application of business acumen and situational knowledge, two factors that change a transactional approach to selling to something more consultative. While it’s possible—and in some cases, likely—a person in purchasing may send another request for a quote, but there are cases where they will also give the order to the person who takes the more consultative approach.Using a Consultative Approach to Move UpThe decision to be consultative around commoditized sales isn’t a new idea. Salespeople and sales organizations have been effectively doing so for decades by moving up to higher levels within their prospect’s organizations and creating more significant and more meaningful opportunities to develop contracts in which they receive all of the transactions. The starting point is creating greater value, value worth eliminating the need to send out a request for quote for every single transaction.The ideas and insights you have that would reduce your transactional client’s overall costs are best employed with stakeholders higher up in the organization, the business owner’s who invest—and who are often willing trade a higher price for lower costs, something only possible when there is value above the product itself.Level 2 Value is experience, meaning you are easy to do business with and have excellent service and support, all of which may lower costs even when your price is higher. Level 3 Value is execution, which means producing a better, more consistent result, one that is better than your competition, also something that justifies the delta between your price and your competitor’s. Level 4 Value is strategic outcomes, which means advise on how to create better results that are tied to directly to your dream client’s strategic initiatives and goals, something that differentiates you from the most crowded of fields.Win customers away from your competition. Check out Eat Their LunchFor more on understanding the Levels of Value and competitive displacements, pick up my book, Eat Their Lunch: Winning the 10 Commitments That Drive Sales. 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 Now
Security agencies were in a tizzy when Prime Minister Narendra Modi setting aside security protocol stepped out of bulletproof SUV and almost walked in to the crowd during his nine-km-long road show here on Saturday.Mr. Modi, who arrived to attend party’s national executive committee meeting being held in the city, was accorded a rousing reception by BJP workers from Biju Patnaik International Airport to Janata Maidan, the venue of BJP’s NEC meeting.Repeating almost a Varanasi road-show, Mr. Modi waved at thousands of onlookers standing on both sides of road while hanging from his SUV.But nobody at city’s Jayadev Vihar Square, where BJP’s ST and SC wing leaders were waiting to welcome him, had imagined that Mr. Modi would step out of the SUV and walk closer to barricade to reciprocate greetings from the crowd.Special Protection Group personnel following Mr. Modi were expecting him to stop there and get back to the vehicle. But he kept walking on Jayadev Vihar road. The SPG guards had a tough time to give a cover to him. Along with him, thousands of onlookers, who had already broken the barricade, started matching his steps. Seeing PM amidst them, the vociferous supporters resorted to frenzied sloganeering, ‘Modi, Modi’.Earlier, as soon as the special IAF chopper carrying Mr. Modi touched down runway of the airport, thousands of BJP workers, who had been waiting for hours under blazing Sun, erupted in jubilation.Conches, Hulhuli (traditional auspicious Odia sound usually uttered by women) and drums went off in unison as Prime Minister was received by Union Ministers Jual Oram and Dharmendra Pradhan and other senior party leaders.Convoy of Mr. Modi started moving slowly from airport and his first glimpse triggered frenzied response from his supporters. An IG ranked officer from Odisha police was supervising the PM’s movement along the road.Mr. Modi had halted at Airport square and waved to crowd after stepping out from his vehicle. It is to be noted that BJP had planned the impressive road-show in order to compensate a public meeting which was not feasible due to the scorching heat.Prior to PM’s visit, the entire 9.5 km stretch from Biju Patnaik International Airport to Janata Maidan was completely sanitised to ensure that the road-show of goes without any hiccups. Almost every street in the capital city was inundated with saffron flags and cut-outs of PM Modi.Right from the morning, BJP office bearers from different districts with traditional dance troupes had started gathering and taken position along the road-show route.BJP’s women wing accorded traditional welcome to Mr. Modi near Raj Bhawan where he had a brief halt before proceeding towards the meeting venue.
The entire Nagaland has been declared as “disturbed area” for six more months, till June- end, under the controversial AFSPA, which empowers security forces to conduct operations anywhere and arrest anyone without any prior notice.In a gazette notification, the Union Home Ministry said it is of the opinion that the area comprising the whole of Nagaland is in such a “disturbed and dangerous condition” that use of armed forces in aid of the civil power is necessary.“Now, therefore, in exercise of the powers conferred by Section 3 of the Armed Forces (Special Powers) Act, 1958 (No. 28 of 1958), the central government hereby declares that whole of the said State to be a ‘disturbed area’ for a period of six months with effect from December 30, 2017 for the purpose of that Act,” the notification said.A home ministry official said the decision to continue the declaration of Nagaland as “disturbed area” has been taken as killings, loot and extortion have been going in various parts of the state which necessitated the action for the convenience of the security forces operating there.There have been demands from various organisations in the Northeast as well as in Jammu and Kashmir for repealing the controversial Armed Forces (Special Powers) Act (AFSPA), which, they say, gives “sweeping powers” to security forces.The AFSPA has been in force in Nagaland for several decades. It has not been withdrawn even after a framework agreement was signed on August 3, 2015 by Naga insurgent group NSCN-IM general secretary Thuingaleng Muivah and the government’s interlocutor R N Ravi in presence of Prime Minister Narendra Modi.The framework agreement came after over 80 rounds of negotiations spanning 18 years with the first breakthrough in 1997 when the ceasefire agreement was sealed after decades of insurgency in Nagaland.
The Opposition in Bihar demanded action against Union Ministers and BJP leaders Giriraj Singh and Ashwani Choubey for allegedly “inciting communal strife in different districts after the bypoll results”.“Is this the politics BJP wants to pursue in Bihar? It seems BJP has gone into panic mode after the results and the party leaders are desperate to foment communal disharmony in society for electoral gains in 2019,” Leader of Opposition Tejaswi Yadav said.Earlier, Bihar BJP chief Nityanand Rai had said that “if the RJD candidate Sarfaraj Alam wins the bypoll, Araria would become a hub of terror”. Soon after the result, Mr. Singh seconded Mr. Rai saying, “Araria would now become a place of traitors”. Mr. Yadav took a dig at Chief Minister Nitish Kumar who, on Monday was, obliquely, expressing his displeasure over controversial comments of BJP.“He (Nitish Kumar) should walk the talk and act against people like Choubey, Singh and Rai who are trying to create communal rift in the society”, he said, while adding, “we’re sure his (Mr. Kumar’s) claim of being against divisive politics is as much of a sham as his anti-corruption posturing”.Mr. Kumar, though, has been asserting for the last two days that he would not make any compromise on the issue of “ maintaining communal harmony”.A video which allegedly shows Mr. Singh inciting a crowd to raise slogans against a local police official who belonged to the minority community went viral. The Opposition also demanded the immediate arrest of BJP arrest Arijit Shashwat as well as his father, Mr. Choubey.In Bhagalpur, a clash broke out between two communities after some local BJP leaders led by Mr. Shashawat took out a procession under the banner of Bhartiya Navvarsh Jagran Samiti through Nathnagar without any permission from district authorities. Several people were injured when the clash broke out between members of two communities. The police booked Mr. Shashwat and others but no arrests were made in the case.
The Left-affiliated All Indian Kisan Sabha (AIKS) on Tuesday said on Monday that it would stage a demonstration on June 1 to compel the State government to fulfil promises made to farmers.Members of the AIKS will government offices across Maharashtra that day and farmer leader Dr. Ajit Nawale said here on Tuesday that they will welcome like-minded farmer outfits to join in the demonstration. “The present [BJP] government has a history of giving false assurances. After our ‘long march’ last month, the government said it would form a committee to fulfil our demands which include complete farm loan waiver, forest land rights, and implementation of recommendations of M S Swaminathan Commission. However, the State seems to be tardy in implementing these,” he said. Last month, more than 35,000 farmers participated in a long march organised by the AIKS from Nashik to Mumbai demanding immediate implementation of measures designed to improve agricultural produce and the lives of farmers.“June 1 will mark one year of the farmers’ agitation at Puntamba in Ahmednagar district. The AIKS had essayed a major role then, and had again put pressure on the government with its rally last month,” said Dr. Ajit Nawale adding that the government was completely ignoring issues like waiver of electricity bills and grant of forest rights.Commenting on State Irrigation Minister Girish Mahajan, Dr. Nawale said that he merely played the “role of a fire brigade”, temporarily dousing the flames of the farmers’ ire.“He [Girish Mahajan] is always sent to pacify us with assurances. No concrete step is later taken by this [BJP] government. For over a year, all demands made by the Kisan Sabha concerning the woes of the farmers have been repeatedly ignored. Hence, we are taking to the streets again on June 1,” he said.
Sriram Dalton wants to understand first-hand India’s many land-related problems. So, following Mahatma Gandhi’s example, he is on a padayatra. He started in Mumbai in mid-May, and will walk 5,000 km over three to four months through eight States — Maharashtra, Madhya Pradesh, Telangana, Orissa, Chhattisgarh, Uttar Pradesh, Bihar and Jharkhand — ending in Boodha Pahad, which is a Naxal zone.The Mumbai-based writer, cinematographer and filmmaker’s forte is a participative, immersive approach. In 2016, he ran a 10-day national workshop in Netarhat, in his home State, Jharkhand, with 200 participants, focusing on water scarcity; 13 original films resulted. In 2017, he went back to Netarhat, this time zooming in on forests, and seven films came out. This year, the padayatra extends his ‘open-air, travel-oriented, film classroom without boundaries’; he is inviting people keen on filmmaking to join him. He hopes to sensitise artistes and filmmakers to ecological and environmental issues so that they can deal with them creatively.Bootstrap effort Seven people from various parts of the country have joined him so far. Like him, they sleep wherever they find space, and eat whatever they get. The mission is self-funded, with some money pitched in by friends. Walking 35–40 km a day, Mr. Dalton talks to people, involves communities on ecological issues, and screens his package of 22- odd short films. He will make a film (already titled Megalith) from footage he has been shooting. On his walk so far, all he could see was hills without trees.
Bihar Chief Minister Nitish Kumar on Thursday directed the State officials to conduct a CBI inquiry into the alleged rape of 29 minor girls living in a State-run shelter home in Muzaffarpur district of Bihar.“The government is committed to an impartial inquiry into the Muzaffarpur shelter home incident where a very despicable incident has happened. An inquiry was going on but an atmosphere of doubt was being created so Chief Minister has directed the State Chief Secretary, Home Secretary and Director General of police to hand over the case to CBI”, the government press release said.Earlier, Deputy Chief Minister Suhsil Kumar Modi and DGP K.S. Dwivedi asserted that there was no need of a CBI inquiry into the incident as they were “satisfied” with the investigation of police.When the issue was raised in Parliament by Ranjit Ranjan, Congress MP from Supaul constituency, the Union Home Minister Rajnath Singh had said “if the State government would recommend for a CBI probe into the Muzaffarpur shelter home rape case, central government would have no problem.”A total of 42 girls had been sent for medical examination at Patna Medical College and Hospital (PMCH), and so far, in the cases of all the 29 girls whose reports are available, “sexual contact” has been confirmedTen persons, including Brajesh Thakur, whose NGO was managing the affairs of the shelter home, have been arrested while one Dilip Verma is absconding.Opposition parties have been slamming the Nitish Kumar-led NDA government in the state ever since the rape incident had hit headlines and pressing for CBI inquiry into it.However, on Wednesday, Shiba Kumari, wife of district Child Protection Officer Ravi Raushan who was arrested, said the husband of the Social Welfare Department minister Manju Verma was visiting the shelter home frequently.“I demand a CBI inquiry into the case. My husband is being framed to save some big people. He was doing his duty honestly. I demand investigation into the role of Chandeshwar Verma, the husband of social welfare minister Manju Verma”, she said.“I have been told that the Minister’s husband used to visit the shelter home with other people, who waited downstairs while he himself spent time in the upper storey”, she further alleged.However, the Minister dismissed the allegation as “politically motivated” and said none of the victims had given statements that could corroborate what was being alleged.“It is a disgusting example of a politically motivated smear campaign. Nearly a month has passed since the official was arrested and the allegation has been made only now, on a day when the Leader of the Opposition Tejashwi Yadav visited the town”, she said.“I visited the Muzaffarpur Balika Griha in February this year and my husband had accompanied me but he never visited after that”, Ms. Verma added.
In a direct challenge to the authority of Aam Aadmi Party’s central leadership, Sukhpal Singh Khaira, the ousted leader of Opposition, on Thursday went ahead with a convention in Punjab’s Bathinda despite the AAP’s leadership having termed it as anti-party.Hitting out at AAP’s central leadership on the issue that no autonomy was being given to party’s State unit, Mr. Khaira said if people of Punjab were given the right to take decisions, the party would have had formed the government in the State.“We lost in Punjab Assembly elections due to wrong policies. People in Delhi (referring to party’s central leadership) should hear it clearly that now Punjabi’s will decide their own fate on the soil of Punjab,” said Mr. Khaira.Six AAP MLA’s including Kanwar Sandhu, NS Mansahia, Jagga Hissowal, Pirmal Singh, J Kamalu and Master Baldev attended the convention.The AAP State unit meanwhile has urged the party’s Central leadership not to take any disciplinary action against the leaders who attended the Bathinda convention.The co-president of AAP’s Punjab unit Balbir Singh said that the MLAs and leaders who have attended the convention at Bathinda are misguided and hoped that they will fall in party line in coming days to strengthen the party.“These leaders are marching on the road that leads to nowhere,” he said.“Holding a convention under the banner of Aam Aadmi Party without consulting the State and central leadership is illegal and the leaders must avoid such activities in future,” he said, alleging that the convention was sponsored by Akali Dal-BJP-RSS and Bains brothers of the Lok Insaaf Party.Mr, Balbir appealed to the leaders that they must come and talk to the party leadership and work for the betterment of State.The AAP in Punjab had been facing crises after party’s central leadership removed Sukhpal Khaira from the post of leader of Opposition last week.Following this decision, eight party legislators out of 20 MLA’s termed the move as “undemocratic” and demanded the party’s central leadership to review its decision. Later they announced the volunteers’ convention in Bathinda.
The city-based Ramamani Iyengar Memorial Yoga Institute (RIMYI) will hold a 10-day practical exposition of Iyengar yoga at Balewadi stadium to commemorate the birth centenary of yoga exponent B.K.S. Iyengar.The commemorative functions, which began on December 3, will conclude on December 12 followed by celebrations on December 13 and 14 — the day which marks the birth centenary of Yogacharya Iyengar.More than 1,200 of the late guru’s students from 53 countries will be participating in the sessions which include in-depth asana and pranayama teachings. A biographical film titled Iyengar, the Man, Yoga and the Student’s Journey by New- York based Jake Clennel will be screened on December 13-14. Yogacharya Iyengar, who made Pune his home since 1937, died at the age of 95 in September 2014.“While we are aware of his contribution to society and his work in popularising yoga, it is vital to remember what he did with yoga. His teaching was about what we do within ourselves with yoga. He never saw yoga as a means to improve one’s health – something with which it is being increasingly identified today,” said his son Prashant Iyengar, at a rare press conference at the RIMYI on Wednesday.He observed that despite all the adulation brought about by his ‘celebrity status’, guruji never lost sight of true meaning of yoga as an intensely spiritual exercise.“Few are aware that it was Guruji, who, through his researches, helped develop numerous props that people are now marketing the world over. Prime Minister Modi, too, struck a pose on one such prop on the occasion of World Yoga Day,” he said.He pointed out that the yogacharya always attempted to expound on the true meaning of an ‘asana’ through his teachings.“An asana far transcends physical dexterity…it helps to clear the mind and set it at rest. Just standing on the head is not shirsasana and this is what guruji always emphasised in his teachings,” Mr. Iyengar said.He said that the build-up to the centenary celebrations had been marked by numerous activities throughout the past years, with the RIMYI teaching yoga to rickshaw drivers’ outfits as well as extensively touring districts in Maharashtra’s hinterland including Ahmednagar and Nashik and a number of other cities like Patiala and Chandigarh among several others. Guruji’s daughter Geeta Iyengar noted that the yogacharya’s commentaries on Patanjali’s Yoga sutras had helped make the text accessible to the common man“Guruji, who came to Pune in 1936-37, was always a very sickly man. Yet he combated his illness by thinking profoundly about Yoga Sutras. He entered into a subjective experience of the body using the asana as an instrument. It is his emphasis of the profundity of yoga that we hope to carry forward,” she said.She further said that guruji’s teachings emphasised that there was a deep thought behind every asana and it was not merely physical in nature.“His whole approach was that one should be calm and quiet and leave behind the ego,” Ms. Iyengar said.The Yogacharya’s granddaughter Abhijata, said the institute would never patent any prop originated by guruji nor was it keen on spreading the Iyengar brand of yoga through ‘advertisement’.
Prime Minister Narendra Modi was forced to cut short his speech at Thakurnagar in North 24 Parganas of West Bengal on Saturday after a stampede-like situation occurred at the public gathering. Several persons, including women and children and a few journalists, were injured when the people breached the barricades and surged towards the stage where the Prime Minister was speaking. This is the second time a rally addressed by Mr. Modi in the State has run into problems in crowd management. In July last, a tent collapsed at his rally in Paschim Medinipur district, injuring several BJP supporters.As the crowd swelled in the ground near the headquarters of Matua Mahasangha, the Prime Minister tried to pacify the people. But when the crowd kept moving towards the stage, he wrapped up his speech in 20 minutes and left the venue. The rally was held under the banner of International Matua Maha Sammelan and Dharma Sabha. A large number of people carrying the flags of Matua Mahasangha gathered at the venue, along with BJP supporters. After the Prime Minister left, the organisers gave medical help to the injured and tried to unite children with their parents. Later in the day, at a public rally at Durgapur, Mr. Modi expressed regret at the developments. “Some women and children faced problems. I want to apologise to them,” he said, urging BJP supporters to be patient while displaying their affection towards him.
Kolkata Police Commissioner Rajeev Kumar reached Meghalaya capital Shillong on Friday to appear before the CBI in connection with the Saradha chit fund scam on Saturday.A senior Meghalaya police officer said Mr. Kumar flew from Kolkata to Shillong, where he checked into a heritage hotel on a property belonging to the Tripura royal family.A CBI team and at least three West Bengal cadre IPS officers were learnt to have accompanied him to Shillong.A political drama unfolded in Kolkata on Sunday evening after a CBI team went to question Mr. Kumar. It led to a face-off between West Bengal Chief Minister Mamata Banerjee and the Bharatiya Janata Party-led Central government.The CBI filed a contempt plea in the Supreme Court, which barred the agency’s sleuths from arresting Mr. Kumar but asked him to appear before the CBI at a neutral venue, Shillong in this case.Meghalaya Director General of Police R. Chandranathan was tight-lipped about where the Kolkata Police Commissioner would be interrogated. “The CBI office near Police Bazaar in Shillong could be an option along with set-ups of the police and paramilitary forces,” said a police officer, declining to be quoted.