On Champs and Chumps

first_img 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 Champs pick up the telephone, call their dream clients, and book their calls. Chumps send an email, avoid the call, and hope their dream client emails or calls them for an appointment.Champs ask their clients for the commitments that will help their dream client get the outcomes they need, no matter how big that commitment. Chumps don’t ask for commitments because they fear they will offend their client and lose the opportunity.Champs don’t fear price negotiations because they know that they have created value, and they know they need to help their clients make the investment necessary to deliver the results. Chumps offer to sharpen their pencil without pushing back on the value they create.Champs aren’t afraid of losing an opportunity because they keep their funnel topped off, always purusing enough opportunities to be able to walk away from bad business or lose an opportunity. Chumps sit on one deal hoping that by spending all of their time on that deal that they ensure a win.Champs are hustlers. Chumps are non-hustlers.Champs see themselves as their client’s peer, their trusted advisor, and they have the business acumen to hold their own. Chumps see themselves as inferior to their client, hoping that their dream client will allow them to be a “vendor.”Champs work on developing their chops. Chumps look for shortcuts.Champs work the process, creating value at every stage, never trying to rush the close, confident that they will close the deal. Chumps try to close before they’ve created enough value to have earned the deal, losing the deal and alienating their dream client.Champs are the client’s advocate within their own company, always working inside their own organization to deliver for them. Chumps blame every challenge in execution on their own company instead of working to make things better.Champs do the work. Chumps are easily distracted by the trivial and unimportant.To be a champ, be a non-chump.last_img read more

Citizenship Bill: Call to boycott R-Day

first_imgCivil society groups in the northeast have joined extremists in calling for a boycott of the Republic Day celebration in protest against the Citizenship Bill. The Bill, if passed in the Upper House of Parliament, would shorten the claim for Indian citizenship by non-Muslims who allegedly fled religious persecution in Afghanistan, Bangladesh and Pakistan till December 31, 2014.In a joint statement on Wednesday, the Coordination Committee, an umbrella organisation of six Manipur-based extremist groups, the United Liberation Front of Asom-Independent and the National Liberation Front of Twipra appealed to the people to shun the R-Day celebration.The Khaplang faction of the National Socialist Council of Nagaland had issued a similar statement earlier.Claiming that the Centre staged a “legislative drama” of passing the Bill in the Lok Sabha on January 8, the outfits said the move to grant citizenship on the basis of religion was in keeping with the BJP’s “Hindutva agenda”.Organisations such as the Democratic Students’ Alliance of Manipur and the Mizoram-based NGO Coordination Committee, comprising five civil society and students’ groups, said they would boycott functions.Regional political parties such as the People’s Representation for Identity and Status of Mizoram (PRISM) have given a similar call besides deciding to hoist black flags at its offices. “We will also write to the Rajya Sabha Chairperson for ensuring the Bill’s passage is prevented,” PRISM president Vanlalruata said.In Assam, 30 organisations led by the All Assam Students’ Union (AASU) organised a rally on Wednesday to “shout out” the Bill. Leaders of various ethnic groups and intellectuals attended the rally and warned the Narendra Modi government of the fallout of enacting the Bill.AASU general secretary Lurinjyoti Gogoi asked Chief Minister Sarbananda Sonowal to “show some spine” and take a stand against the Bill for the sake of the indigenous people.“This is a dangerous bill, and people across the northeastern States need to come together to defeat it,” Samuel Jyrwa, president of North East Students’ Organisation, said.last_img read more