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 | From the Editor's Desk
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal When salespeople lose a deal, most prefer to move on rather than linger over the specifics of the loss. Similarly, when they win a deal, most are quick to celebrate. But very few take the time to assess why they won the business. In the authors’ experience leading and coaching sales teams, they see evidence that a brief, well-pointed sales retrospective, where you unpack the reasons behind a win or a loss, can significantly improve a team’s future win rate. Beyond the obvious benefits for the sales team — for whom the process can help identify the best messaging and behaviors to use going forward — unpacking wins and losses also provides valuable insights for product, marketing, and finance teams. Teams should ask three questions: 1) How would the customer articulate the value of their choice? 2) Who was the most influential voice in and out of the room? 3) Beyond price, what were the key deciding factors in the client’s decision?
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WorkHarris Warns of ‘Profound Threat’ to America’s Freedoms   “This generation has witnessed the highest court in our land, the court of Thurgood, take a constitutional right that had been recognized from the people of America, from the women of America,” Ms. Harris said. “This generation now has fewer rights than their mothers and grandmothers.” WorkThe Most Durable Force in American Politics: Trump’s Ties to His Voters  And they stayed with him even as they were offered viable alternatives: Gov. Ron DeSantis of Florida, a popular, young governor who embraced Mr. Trump’s policies, and Nikki Haley, one of the Deep South’s first female governors, who credibly promised she could win back voters Mr. Trump drove away.
WorkChild abuse detectives reportedly search home of former Broome bishop Christopher Saunders  In Australia, children, young adults, parents and teachers can contact the Kids Helpline on 1800 55 1800; adult survivors can seek help at Blue Knot Foundation on 1300 657 380. In the UK, the NSPCC offers support to children on 0800 1111, and adults concerned about a child on 0808 800 5000. The National Association for People Abused in Childhood (Napac) offers support for adult survivors on 0808 801 0331. In the US, call or text the Childhelp abuse hotline on 800-422-4453. Other sources of help can be found at Child Helplines International Work
WorkWorkDeSantis’s Iowa Letdown: A Distant Second Place Behind Trump  Heading into October, Mr. DeSantis had just $5 million available for the primary race, less than Ms. Haley ($9.1 million) and Mr. Trump ($36 million). In the week before the Iowa caucuses, he spent only $6,842 on ads in rural northwest Iowa, a stronghold of conservative Christians where he had hoped to peel voters away from Mr. Trump.
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WorkNews Outlets Make an Early Call In Iowa, and a Backlash Ensues  That year, Mr. Trump was an incumbent president running virtually unopposed. He faced more competition at Monday’s caucus, and the second-place finisher — either Mr. DeSantis or Nikki Haley — was a source of suspense for several hours on Monday night. Some voters and campaign aides believed the early call for Mr. Trump could affect voters’ decisions at caucuses that had barely begun. Work
WorkVoters Look Past Legal Problems to Give Trump a Big Victory  With Mr. Trump far ahead in most polls, much of the focus heading into the caucuses had been on the race for second, as Mr. DeSantis and Ms. Haley, the former ambassador to the United Nations, spent as much time and money attacking each other as they did the front-runner. With Mr. DeSantis finishing ahead of Ms. Haley in Iowa, and her leading him in New Hampshire, the possibility of a two-person race remains elusive for foes of Mr. Trump, who fear a split field will ease his path to the nomination. WorkHow the Iowa Caucuses Work, Step by Step  Voters will arrive at their designated caucus site and sign in. Workers will check each person’s ID and voter registration. While only registered Republicans can participate, people are allowed to register or change their party affiliation on the spot.
WorkWage growth slows as UK job market begins to stall  But Mr Fitzner said: \"It is worth pointing out that although we haven\'t seen much change in the unemployment rate in recent months, it is higher than it was this time last year, so there has been some softening in the labour market as reflected by the unemployment rate and reflected by job vacancies.\" Work
WorkD.E.I. Goes Quiet  The economy and political landscape have changed since 2020, when companies hired D.E.I. officers in droves amid a racial reckoning after the murder of George Floyd. Recently, D.E.I. programs have become less visible. Over the past two years, hiring for D.E.I. roles has plunged and the number of investor calls mentioning D.E.I. has dropped. WorkThis Distant Planet Has a 350,000-Mile-Long Cometlike Tail  Although its cosmic caboose makes WASP-69b notable among its exoplanetary peers, “we have found other planets with tails,” said Jessie Christiansen, the project scientist at NASA’s Exoplanet Archive, who was not involved with the new study. Several other Hot Jupiters are known to have vaporous capes, and Kepler-10b, a rocky realm, is so close to its star that its surface is being evaporated into an iron and silicate streak. WorkWhere Anteaters and Anacondas Roam, and Ranchers Are Now Rangers  The sandy, acidic, nutrient-poor soils of the llanos can support these commercial crops only when doused with fertilizers and calcium carbonate. But intensive agriculture compromises the water, and the ability to sustain life, in a key transition zone between the llanos and the Amazon. The hope is that by protecting this small puzzle piece of savanna, a whole lot more can be saved. WorkElon Musk wants more control of Tesla, seeks 25% voting power  Referring to his call for 25% voting control, he said: \"If I have 25%, it means I am influential, but can be overridden if twice as many shareholders vote against me vs for me. At 15% or lower, the for/against ratio to override me makes a takeover by dubious interests too easy.\" WorkWorkWork15 Looks That Did the Most at the Emmys  The ceremony was honoring television programs broadcast last year, which gave viewers a chance to catch up with casts like that of “White Lotus” season two. Some of its members seemed to use the occasion to pay homage to the show’s setting by wearing Italian designers: Meghann Fahy chose a rosette-laden strapless gown by Armani (that was red); Simona Tabasco donned full-skirted, floral Marni; and Jennifer Coolidge wore a sheer dress by Etro. WorkElton John Joins the EGOT Club. What Does That Mean?  Many people who first heard of an EGOT assume it originated on the hit NBC sitcom “30 Rock,” which began airing in 2006. But it turns out the term dates back to 1984, when only three people had achieved EGOT-hood: the composer Richard Rodgers and the actresses Helen Hayes and Rita Moreno. WorkOpinion | Iowa’s Depressing and Inevitable Result  It is a talent to be a compelling reality star, producer or director, even if it isn’t one that is respected or compensated in the same way as being part of a scripted show. The participants on these programs are starting to demand better treatment, as some unscripted performers are discussing unionizing. It may take more time for the industry to come around, but for the amount of entertainment these people are bringing to the masses — and the considerable strain it puts on their personal lives — they deserve better. WorkWorkOpinion | Putin Is Making His Plans Brutally Clear  Peace would require a genuine guarantee that the Kremlin won’t use a cease-fire simply to rearm and launch a renewed assault from the occupied Ukrainian territories. According to recent polling, most Ukrainians are still against any territorial concessions to Russia and many say any peace deal must also bring Crimea back under Ukraine’s control, lest the threat of invasion continue indefinitely. Work5 Takeaways From The Iowa GOP Caucuses  By entering your email and clicking Sign Up, you\'re agreeing to let us send you customized marketing messages about us and our advertising partners. You are also agreeing to our Terms of Service and Privacy Policy. WorkWhat The Hell Happened To Ron DeSantis In Iowa?  By entering your email and clicking Sign Up, you\'re agreeing to let us send you customized marketing messages about us and our advertising partners. You are also agreeing to our Terms of Service and Privacy Policy. WorkWorkWorkWorkWorkLauren Boebert Marks MLK Day With Head-Scratching Call  By entering your email and clicking Sign Up, you\'re agreeing to let us send you customized marketing messages about us and our advertising partners. You are also agreeing to our Terms of Service and Privacy Policy. WorkWorkWorkWorkWorkWorkWorkWorkWorkWorkWork2024's wave of elections predicted to derail food security progress  \"We thought after the Ukraine shock that [tackling the root causes] was going to be a given, and there was a lot of momentum. But now we\'re seeing the momentum once more diluting because the number of conflicts just increases and the attention goes once more to the humanitarian aspect,\" he added. WorkWorkWorkWorkWorkMajor human rights violations at Del Monte farm in Kenya, report finds  Del Monte did not reply to a request for comment on the Partner Africa report. Previously, when responding to allegations of violence and deaths reported last year a spokesperson said it took the allegations “extremely seriously” and that it had “instituted a full and urgent investigation into them”. They also said the company had commissioned an “independent review by a specialist human rights consultancy”, which he Guardian now knows was Partner Africa. Work TradeBriefs Publications are read by over 10,00,000 Industry Executives About Us | Advertise Privacy Policy | Unsubscribe (one-click) You are receiving this mail because of your subscription with TradeBriefs.
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