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Phish’s “Billy Breathes” Will Get The Vinyl Treatment For Record Store Day

first_imgAfter taking a break from Record Store Day in 2017, Phish will return to the fray with a vinyl release of their 1996 album Billy Breathes in celebration of this year’s event. Slated for release on Saturday, April 21st (aka Record Store Day 2018), the special edition of the band’s sixth studio full-length album will be available as 180g 2-LP vinyl set.Billy Breathes will be the latest Phish recording to get the vinyl treatment for Record Store Day. Past releases have included vinyl editions of Junta (2012), Lawn Boy (2013), New Year’s Eve 1995 Live at Madison Square Garden (2015), and Hoist (2016). Billy Breathes was recorded and mixed by John Siket and Steve Lillywhite at Bearsville Studios during the first half of 1996. Phish and Lillywhite produced the album, while Bob Ludwig handled the mastering. Originally released on CD and cassette via Elektra Records, Billy Breathes featured 13 tracks, including Phish’s highest-charting single, “Free” (the tune peaked at #11 of the Billboard Mainstream Rock Chart and was certified Gold in 1999). The Record Store Day edition of Billy Breathes was created by Chris Bellman at Bernie Grundman Mastering, who cut the lacquers from the digital audio tape flat master. Additionally, each LP includes an mp3 download of the album transferred from the vinyl. Only 7,500 these special edition Billy Breathes vinyl sets will be released as part of Record Store Day. Fans can check out the event’s website for more information on where they can acquire this forthcoming Phish collectible and a variety of other special releases.Billy Breathes Limited Edition 2-LP Vinyl tracklist:Side AFree (3:49)Character Zero (4:00)Waste (4:50)Taste (4:07)Side BCars Trucks Buses (2:25)Talk (3:09)Theme From The Bottom (6:22)Side CTrain Song (2:33)Bliss (2:03)Billy Breathes (5:31)Swept Away (1:16)Steep (1:37)Prince Caspian (5:19)last_img read more

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Belize PM’s wife diagnosed with cancer

first_img Share Share Share HealthLifestyle Belize PM’s wife diagnosed with cancer by: – November 8, 2011 Kim Simplis Barrow. Image via: planetrulers.comBELMOPAN, Belize — The office of the Special Envoy for Women and Children has announced that Kim Simplis Barrow, the wife of Prime Minister Dean Barrow, left Belize on Sunday to seek urgent medical attention in Miami. The office confirmed that Mrs Barrow has been diagnosed with breast cancer and will be starting treatment as soon as the most viable treatment option has been determined. The treatment is not available in Belize.As an official advocate for women and children and someone who has always been supportive of the fight against cancer, Mrs Barrow thought it important not to conceal her diagnosis from the public.While the length of treatment and thus her stay abroad is still to be specified, Mrs Barrow hopes to be back home by Christmas. In the meantime, she appreciates the solidarity and prayers of all well-wishers. Prime Minister Barrow is accompanying his wife to Miami and is scheduled to return to Belize on Monday, 14 November.Caribbean News Nowcenter_img 21 Views   no discussions Tweet Sharing is caring!last_img read more

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Racquet swap no issue for Murphy

first_imgTony Murphy, a tennis coach from Northern Ireland, made his mark at the Commonwealth Games badminton tournament with a thrilling victory on Wednesday morning. Murphy finds it easy to switch between the two sports and feels they complement each other well. He said: “When I was younger I played a wee bit of tennis myself to take a break from badminton during the summer, but there has been no tennis for me this year. “But no, it doesn’t interfere. You can take something from every sport you do and put it into your own game.” The 24-year-old from Lisburn, who has swapped one racquet for another to compete in Glasgow, reached the men’s singles third round with an energy-sapping 2-1 win over Pakistan’s Muhammad Bhatti. Murphy made a slow start against his little-known opponent but came from behind to secure one of the best victories of his career, 11-21 22-20 21-18, in 48 minutes. Murphy, who also played in the team event and is featuring in the men’s and mixed doubles at the Emirates Arena, said: “Normally I am really good at checking out my opponents but I had nothing on this guy. “It’s up there with one of the better wins and with this venue and the crowd, people that don’t know you supporting you, shouting your name, it is a really good feeling. “This is by far the biggest and best venue I have played in. “I’ve lost a lot of matches like that this year so it’s nice to actually pull one off when it matters the most.” Murphy has a day job coaching children at the Tennis Fundamentals grassroots club in his home town. He normally works full-time but was allowed to switch to part-time this year in order to train twice a day or play in tournaments leading up to Glasgow. He said: “Mixing the two has been difficult but I have managed it this year. “But as soon as I get off the boat going home, I’ll be back coaching full-time again and trying to fit my training around that.” Press Associationlast_img read more

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Alexander: The amazing odyssey of LA Dodgers’ Andrew Toles

first_imgWho knew? Who could even imagine?When Andrew Toles stepped to the plate for the Rancho Cucamonga Quakes in the bottom of the first on April 7, doubling off Lake Elsinore’s Dinelson Limet and then scoring … how could anyone suspect he’d be in the big leagues three months and a day later?Or that less than three months from then, he’d be a lock for the Dodgers’ postseason roster?Certainly not Toles himself. The year out of baseball wasn’t by choice, but it allowed Toles to seek counseling and adjust his medication. And working at Kroger’s served as confirmation that he’d much rather be playing baseball.Kapler and Dodgers president of baseball operations Andrew Friedman knew Toles from the Tampa Bay organization, and they talked to him at length before bringing him in.“Tolesy’s athleticism and natural talent has always stood out,” Kapler said in an emailed response to questions. “We also recognized him as a quality human being after speaking to him on several occasions. Our staff was excited for the opportunity to offer this man his next chance.”It took time for him to get his timing back — “when you don’t play a whole year, and you don’t see (any) live pitching, it’s pretty tough,” Toles said — and he took nothing for granted through instructional league, through spring training, and all the way to the final day of camp in Glendale, Ariz.“They posted the rosters the very last day of spring training,” he said. “I checked the board and (saw) I was going to Rancho, and I was relieved that I didn’t get released.”His manager at Rancho, Drew Saylor, told J.P. Hoornstra of the Southern California News Group that he felt Toles was pressing during spring training but relaxed once he knew he’d made a roster, and then his talents began to show.“Early on, just to sit there and see how he can really change the game defensively, on the bases or at the plate … that’s the thing that (we) as a staff thought, ‘Wow, this guy can really do some stuff,’” he said.And Toles’ own thought process?“Just go out there and do my best and try to put up some decent numbers so I don’t stay in A ball the whole season,” he said before a game in San Diego this past week.It’s not supposed to be this easy. Toles ripped through the California League (22 games, .370 average, .914 OPS, 22 runs scored) and the Texas League (.314, .877 OPS, 5 homers, 22 RBIs, 27 runs in 43 games at Tulsa).He only played 17 games at Triple-A Oklahoma City over two stints, with two homers, seven RBIs and six runs scored and a .321 average and .857 OPS. But he left a fairly indelible impression on OKC manager Bill Haselman.“The guy just put together great at-bats,” said Haselman. “He didn’t miss many balls. Even the outs that he had, he hit really hard, and he just did everything we asked of him. He cleaned up his routes a little bit in the outfield, and got better at that and his baserunning.“I’ve been watching him here in the big leagues for a few days and he’s improved a lot. I think he’s just going to keep getting better, because he’s learning and absorbing so much information as a young player. … He’ll take an at-bat, understand how they worked him, and go up with an idea the next time if they got him out.”Kapler said he was impressed by Toles’ consistency and simplicity of approach.“Whether he stepped up to the plate in Rancho, OKC or Los Angeles, he looks for the baseball in the zone,” he wrote. “If it’s there, he takes an accurate, athletic swing. If he misses, he doesn’t swing tentatively the next time; he maintains conviction.“In many ways, he’s adaptable and athletic without needing to change his effort level from swing to swing based on outcomes. His ability to put himself in the best position to maximize his talents regardless of the spotlight sets him up for success every time.”With the Dodgers’ constant roster churn — a whopping 182 moves involving 52 different players going into the regular season’s final weekend — maybe it shouldn’t have been that inconceivable that Toles would get his shot quickly. He first reached the majors July 8, was sent back down to Oklahoma City Aug. 3 and returned to the big club Aug. 21.Ten days later he delivered the hit that probably secured him a playoff share and sparked the Dodgers’ run to the NL West title. His opposite field grand slam with two out in the top of the ninth in Colorado completed a comeback from an 8-2 deficit, giving L.A. a 10-8 victory in the second game of a doubleheader.That victory enabled the Dodgers to cling to a 1 1/2-game lead over the Giants. A week later they were five games in front, en route to clinching the division last Sunday.Playing at the game’s highest level may have momentarily caught up with Toles, who is hitting .217 with a .517 OPS in September. But manager Dave Roberts confirmed this past week that Toles will be on the postseason roster. And an unexpected emergence has become even more amazing.“I never expected him to be as dynamic as he was,” Haselman said.“I think he’s one of those players where every time he’s at the plate he’s going to hit the ball hard. And if he doesn’t, I think he’s going to figure out what he’s doing wrong pretty quickly.”Makes you want to stick around for the next act, doesn’t it? “I thought I was probably going to get cut” in spring training, he says now.Yes, it’s quite a story. From supermarket to major league outfield, in a sense, though it’s obviously more complex than that.Toles was out of baseball in 2015, released by Tampa Bay that spring, and was working in a Kroger’s in a suburb of Atlanta when Dodgers minor league director Gabe Kapler called him with an invitation to play in the Arizona Instructional League.His history had been up and down. He’s the offspring of athletes — his mother a college basketball player (his older sister, as well), and his father an NFL linebacker for four seasons in New Orleans. His talent has seldom been questioned, but he has suffered with anxiety disorder.That almost certainly contributed to problems at the University of Tennessee and Chipola (Fla.) College, both of which he was asked to leave. Tampa Bay drafted him in 2012, and he went from being the organization’s minor league Player of the Year in 2013 to stepping away the final three months of the 2014 season to deal with those issues.center_img Newsroom GuidelinesNews TipsContact UsReport an Errorlast_img read more

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NBA 3-point contest: Stephen Curry finishes in second place

first_imgClick HERE if you’re unable to view the gallery or video on your mobile device.CHARLOTTE, N.C. -– If only the third shot on the last rack did not rim in and out. Then, Stephen Curry could have the storybook-ending he craved.He could have won his second 3-point competition during All-Star Weekend. He could have done it in his hometown. He could have had bragging rights against his brother, Seth, who plays for the Portland Trail Blazers. “A 3-point competition with that kind of …last_img read more

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Panthers’ Rivera still pledges allegiance to Cal, balks at word ‘Stanford’

first_imgSANTA CLARA — Ron Rivera is 36 years removed from his days as a Cal linebacker and that’s still not enough time for him to warm up to their bitter rival, Stanford.Or, “The Farm,” as he can only refer to the Cardinal.Never mind that it’s a former Stanford star, Christian McCaffrey, who is leading the Carolina Panthers (4-2) into Sunday’s visit to the undefeated 49ers (6-0).Carolina Panthers head coach Ron Rivera gestures during their game against the San Francisco 49ers in the first quarter …last_img read more

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Press release: South Africa in Paris

first_imgA South African retail exhibition at the renowned Le BHV Marais.About 40 South African exhibitors retailing their luxury wares in Paris at the renowned Le BHV Marais. (Image: Le BHV Marais, Instagram)The 14th of June 2017 marks the grand opening of a novel South African exhibition at the illustrious Le BHV Marais in Paris – a department store of the group of Galeries Lafayette. The BHV will showcase a South African way of life, the creative energy of the Rainbow Nation and its international design and cultural capitals: Johannesburg and Cape Town.In a project championed by Artlogic, This is Cape Town and Le BHV Marais, we will see close to 40 South African exhibitors retailing their luxury wares in Paris from 14th June until the 31st of July 2017.Le BHV Marais lies in the heart of Paris. It is situated within the 4th Borough, which is a historical and cultural hub that attracts more visitors than any other. It is surrounded by some of the most renowned tourist sites of the capital; Notre Dame and the Pompidou Centre. With over 60 000 daily visitors, the store presents an invaluable opportunity of exposing international audiences and buyers to the electric pulse of a South African creative energy that will redefine the art of fine living.For the summer of 2017, the BHV will be adorned with South African’s colours from storefronts through to curated interior displays presenting a new take on refinement and elegance. The department store will house a selection of artisanal South African brands across various design categories namely; fashion, furniture, accessories, beauty, homeware and decor – all in full fusion.A project of this proportion, lead by a prominent international retailer is the first of its kind in Paris.Along with Artlogic, This is Cape Town and Le BHV Marais, other Partners have come on board to pilot this defining trade and export initiative. The South African Exhibition in Paris is proudly supported by Brand South Africa , the Department of Small Business Development , the Department of Arts and Culture, South African Tourism and the Gauteng Growth and Development Agency in South Africa.Taking our brands into a large international retailing environment moves us closer to our audacious goal of ultimately securing permanent supply contracts between the brands and the store, as well as other buyers in Paris. These brands have been nurtured on home soil through the Sanlam Handmade Contemporary Fair and this trade and export opportunity is just one step in the pursuit of getting our high quality South African products, which we so love, into homes and stores all across the globe. This project will craft a progressive narrative around the South African artisanal design market, which is growing and thriving with a new audacity and vigour. – Mandla Sibeko, Director ArtlogicThe main purpose of this first exhibition in Europe is to help and support South African designers in their international development. The European market is not the same as the South African market, therefore my role is to guide designers in understanding this new market that is available to them and accompany them throughout this beautiful journey ~ Julie Hatchuel, Director This is Cape TownEvent OverviewOpening Event: 14 June 2017Open to Public: 14 June 2017Closing: 31st July 2017Location: Le BHV Marais, 52 rue de Rivoli, 75189, PARISCurators: Artlogic, BHV Marais and Julie Hatchuel-Bex.Participating Brands1. A Love Supreme2. Ashanti Design3. Ardmore4. ASH Ceramics5. Ballo6. Bath Body Beard7. Beach Cult8. Butter Jewellery9. Butter Pudding10. Crystal Birch11. Dear Rae12. Evolution13. Granadilla swim14. Handmade by me15. Hamethop16. Henriette Botha17. Klomp Ceramics18. MaXhosa by Laduma19. Lalesso20. Lisa Frazer21. Mamiwata22. Margot Molineux23. Merwe and Salt24. Mevrou & Co25. Mia Melange26. Pichulik27. RialHeim28. Sealand29. Selfi30. Simon & Mary31. Skermunkil32. Thalia Strates33. Thula Sindi34. Umbala35. Vogel36. Vorster37. Wiid Design38. Wild Olive39. Wolf & Maiden40. Wren Design41. Zana42. YswaraProudly Supported by:● Brand South Africa● Department of Small Business Development● Department of Arts and Culture● South African Tourism● Gauteng Growth and Development Agency ( GGDA)Press ContactCassandra [email protected]+27 (0)11 447 38 68For more information, click here.Would you like to use this article in your publication or on your website? See Using Brand South Africa material.last_img read more

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Minnaar reaches 100th World Cup milestone

first_img5 June 2014 South African downhill mountain bike racing icon and current world champion Greg Minnaar will reach a milestone when he races in his 100th UCI World Cup at Fort William in Scotland this weekend. Minnaar has proved himself to be one of the greats of downhill racing, with an illustrious career laden with outstanding achievements.Titles His accolades from his 14-year career include three World Championship titles, 16 Downhill World Cup victories and 61 Downhill World Cup podiums from 99 starts. He has nine Downhill World Championship medals in total, made up of three gold, three silver and three bronze medals. Fort William has felt like a home away from home for Minnaar through the years. Since he began his professional career in the United Kingdom, it is somewhat fitting that his 100th World Cup event is taking place at the Fort. ‘Excited’ “The only venue that could be more special racing my 100th World Cup would be Pietermaritzburg. So yes, I’m excited for it,” Minnaar, who hails from the KwaZulu- Natal capital, said in a statement. When asked about the most memorable World Cup race of his career, Minnaar answered: “That’s a hard one to answer, but I would have to go with my first World Cup win at home in Pietermaritzburg in 2009. There is no better feeling than winning at home. “ Not only have downhill courses become more technical and creative over the years, but so too has the equipment. “Technology has progressed a lot,” Minnaar said. ‘Pushing the boundaries of technology’ “It’s gotten more professional over the years and we have been pushing the boundaries of technology. “It’s kinda cool to see the directions technology was going, then making a drastic turn, and going a completely different direction.” Cycling South Africa has paid tribute to Minnaar on reaching the 100-World Cup milestone and wished him all the best for his challenge at Fort William, a venue where he has previously recorded victory. SAinfo reporterlast_img read more

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Advice from Grandpa keeping many farms in business

first_imgShare Facebook Twitter Google + LinkedIn Pinterest There are a number of reasons farmland will change hands over the next few years.After seeing a windfall in agriculture prices in recent years, many young farmers who tried their hand in the unforgiving industry may have to move on to other ventures as the ag economy calms. For that same reason, many older farmers may also be thinking it is high time to call it a career as well.On the other hand, one invaluable reason that some farms will remain operational over the next few challenging years will be the wisdom of that older generation, who wouldn’t wish what they had to endure in the mid 1980’s on their worst enemy.For Niese Farms in Richland and Crawford Counties having the experience of three generations is paying dividends as the farm navigates these challenging times. The elder farmer Jerry, his son Rick and his grandson Casey each bring important perspectives to the table for the farm.“When I first became a part of the farm it was the heart of the bad times,” Rick Niese said. “We really had to tighten our belt and work closely with our landlords to let them know that they will get their payment, but it may not happen until the crops came in. We never had to stick anybody that we did business with and fortunately they all stuck with us through some very rough patches.”Even with uncomfortably close margins during the crisis years, the Nieses still kept with the farm plan of putting fertilizer down. They knew that the only way to keep the books above water was to do what was right with the land.Those ideals not only saw Niese Farms through the lowest points of modern agriculture, but positioned them to expand once the storm blew over.“By 1988, we added 1,000 rented acres in one chunk of ground,” Rick Niese said. “Then just 12 years ago we made another significant jump by picking up another 1,200 acres. My Dad’s motto has always been ‘sittin’ still is going backwards’, so we are always looking for ways to progress our farm to the next level.”That forward-thinking mindset has also been put into place from a technological standpoint.“Our equipment is state-of-the-art and that has given us a big advantage with our rented ground,” Rick Niese said. “Things are so competitive in this area that I’ve been involved in rent wars with 25 other farmers for the same piece of ground. Because of the way we operate, I can tell my prospective land owners two things: that we will treat their ground as if it’s our own and that we won’t be the highest price they were offered.”Even with the downturn in the ag economy, Niese Farms have been able to pay steady rent prices and have been able to keep highly sought-after ground because of the value they add by mowing ditches, trimming tree lines and tiling wherever needed — all things landowners always appreciate.While Rick’s farming story started at a dismal point on the farm, his son Casey headed back to the farm a few years ago when things were about as good as they could get. Casey was reminded on a daily basis that $7 corn and $15 beans would not be the standard.“When they made purchases like building our new shop, they kept explaining to me that we’re doing this now while we have the capability,” Casey Niese said. “They said, ‘Don’t get used to this because they have been through this before and they knew what was going to happen.’”Casey admits that he would have come back to the farm no matter what the economic situation looked like, but the advice about the good times not lasting forever was hard to swallow.“No matter how many times they told you that the high prices wouldn’t last, I kind of looked past it and thought there was no way it was going to end,” Casey Niese said. “They were right, but there isn’t anything short of a major catastrophe that would keep me from being right here on this farm.”With many acres in the area coming up for sale, the farm plan is to continue growing. Jerry, Rick and Casey have all learned from the past and are positioned nicely as land values decline, just as they were positioned 30 years ago.“We are in an even better position than in 1985 because we have paid for a lot of our land this time around,” said Rick Niese. “We are always in the market for more land, but we have to be smart about our growth and we choose to stay away from $10,000 an acre ground. You have to draw a line somewhere. Our attitude is that if we buy $7,000 an acre ground and we have $500 an acre ground that we acquired a few decades ago, when you blend that out it’s not too bad.”There will be a time, as always, that the older generation on Niese Farms hangs up the boots and the younger generation hopes they have what it takes to fill them.“The future is unknown, but I just hope we can keep growing,” Casey Niese said. “My goal is to keep the farm moving forward, maintain this business that Grandpa worked hard to build and keep a good name for my whole family.”Niese Farms also took advantage of much lower interest rates recently and refinanced at 3% to 4% interest for the life of the loan, which will keep the bottom line a bit healthier through this lean period. Locking in lower rates may be the answer to saving not just money, but farms in the coming years.“Rates are absolutely worth fixing and that is probably more important today than it has been in years,” said Steve Allard, Senior Vice President and Chief Credit Officer for Farm Credit Mid-America. “We do expect rates to start increasing in 2016, so refinancing would be one place for farmers to look at taking one risk off of the table.”What would a farm have to look like, on paper, in order to qualify for lower interest rates? Allard said that any lender will look at the financial health of the operation and evaluate the balance sheet to see how much the farmer has in equity versus debt, along with liquidity and working capital.For the farms that are looking to expand in the midst of an economic downturn, collateral will be needed to get loans. Recently, that backing has been made with cash-on-hand but that may not be the case for long.“As farmers have had to work through some challenging years, there are some operations that will burn through some of their working capital,” Allard said. “At that point we will see more of a movement towards land being used as that additional collateral.”Current lending caps, or maximum debt for land, range from $5,100 to $6,200 an acre, depending on where the ground is located and the quality of that ground. Additional funds necessary to make a land purchase would either come from a cash down payment or more collateral to spread the debt over more acres.For some farms, the loans needed may not be to expand the operation, but to merely keep it going. If the balance sheet is a bit lopsided a loan can become more difficult to get, but still possible.“The trick with those situations is to understand why an operation is struggling and understanding how that might impact the future,” Allard said. “The question becomes, does it look like those operations can return to profitable status quickly or are there some changes that need to take place?”“We want to understand what the farmer’s plans are as far as 2016 and beyond and then look at that with today’s prices as opposed as to what we might have gotten in 2012 and 2013. We have tools that will let us get to those break even prices on corn, soybeans and wheat to see what the future holds. Then the conversation can turn to how can a farm that is in the red make the changes needed to get them back in the black.”The ag banking industry is encouraging farmers to use working capital wisely. The recommended formula for today’s circumstances is dividing working capital by what the farm is grossing on an accrual basis. Over 35% is considered good in the eyes of ag banks. Anything around 15% to 20% is considered low and may require some restructuring.last_img read more

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How To Motivate Your Dream Client to Take Action

first_imgThe current thinking on sales is that your client is either unaware of the need to change or already motivated to change, something we might have described as either dissatisfied or satisfied. Naturally, salespeople prefer their dream clients be good and discontented, as it reduces the difficulty of making a sale.A lot of sales strategies developed over the last decade have started with the premise is that your dream client is not likely to be dissatisfied and requires help in understanding their world and the better results available to them. Rather than view the state as binary, it’s better thought of as a continuum. For our purposes here, I am going to use four points along a path from content to dissatisfied.ObliviousThese prospects are wholly unaware that they should be dissatisfied and are not the least bit concerned about their results or their future. They aren’t aware of the forces that should be causing them to change, and because they are unconcerned, they hold the most dangerous position possible: business as usual.It takes time and effort to help bring the awareness to prospects who are oblivious, and they don’t often greet your attempts to wake them with anything that resembles gratitude. Sometimes you will be greeted with contempt for shining a light on areas of their business they’d prefer not to look at, as doing so would require them to change.Your business acumen and situational knowledge have to increase both awareness and concern to create an opportunity to explore change.Aware, Not ConcernedI once had a client that was aware that what they were doing was wrong, and no matter how much I shared with them about how awful their future was going to be unless they changed, I couldn’t compel them to do what they needed to do to help themselves until it was too late. After three years of making the case and sharing the changes they needed to make, the bottom fell out of their business—despite my persistence.Some of your prospects will know their world is changing without being concerned enough to take action. In some cases, they don’t believe anything can harm their business and that what impacts others will not damage their results. Others will avoid concern because of politics, lack of will to make a change or lack of knowledge around making that change. A few will prefer to hand the future challenges over to their successor, riding out their time.Here your insights, ideas, and business acumen must be deployed in increasing concern to create an opportunity.Aware, ConcernedA good portion of your prospects and dream clients are going to be highly engaged in their business and both aware of the changes that should be causing them to change and concerned about what it means for their business. These prospects are already awake and turned on, and because this is true, the goal of sharing insights and ideas needs to shift from creating awareness and concern to proving you have the subject matter expertise to help them explore change and determine how they should change (for more on Exploring Change, see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales).No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. One might assume that your dream clients at this stage are easier to win because they are already aware and concerned. I would that were true, but it is not. It’s more difficult for your dream clients to make change in their organization, and because complex sales require some level of consensus, it takes more time and effort. If you are working on a competitive displacement (i.e., stealing a customer from your competitor), it’s even more difficult.Here you have to explore change, compel action, and build consensus.Motivated to ChangeOccasionally, the stars align in your favor and you come across a prospective client who is aware they need to change and highly motivated to do so. In the modern age of sales, we do so little prospecting that we rarely find these opportunities, especially when one suffers from the belief that they can rely on inbound and that their competitors have their dream clients locked down forever, something that, given a long enough timeline and persistence, is always proven to be false.Even when the stars align, you still have to do the difficult work of selling—and creating a preference to work with you, your company, and your solution. Your insights and ideas need to position you as the right partner to help your dream client move from their current state to a better future state.It can be tempting to try to approach these prospects by making the case that you are the right partner, but you are better proving that you are the right partner by helping them design and envision that future, providing a roadmap of how to achieve that better future, and helping them make the internal sale.If you want to motivate your dream client to take action, it is helpful to match your approach to what they need from you to do so. 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 Nowlast_img read more