Identifying Leads, Prospects, and Opportunities

first_img Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now Christopher sent me a note on LinkedIn asking me to explain the difference between a lead and a prospect. I answered by telling him my version of the difference, and I added the definition of an opportunity to help him with his question.What Are LeadsA lead is the name of a company or a person. They might be on a list your company purchased. Or they might be on a list of people who attended your webinar or downloaded your white paper. They haven’t yet risen to the level of being a prospect because you can’t tell from their activity whether they are a prospect. To find that out, you have to pick up the phone and call them.What Is a ProspectA prospect is a person or company that has the kind of problems or challenges around which you can create value. If you call a lead and they don’t have these kinds of problems and challenges, they are not a prospect. You have to disqualify them if you cannot create value for them, or if they will never perceive the value you create.You know that I write the words “dream clients” a lot (that link takes you to a video that explains it in greater detail). These are like “super prospects.” They will perceive what you do as creating massive value. They are the very top of the stack when it comes to prospects. This is where you should spend your time.What Is an OpportunityAnd finally, we come to opportunities. In order for a prospect to become an opportunity, they have to agree that they have something that they want to change and they are considering you as a potential partner in helping them make that change. That change might be around a problem or a challenge. Or it might be helping them to take advantage of some future-oriented opportunity. But unless they agree that they are going to explore change and consider you, you still have a prospect.It doesn’t matter how much pain your prospect is in. It doesn’t matter how much better things could be. Unless they want to change, it’s a prospect. If they can’t benefit from what you sell, they are a lead worth disqualifying.last_img read more

Joshua Pacio embraces pressure of being first Team Lakay to defend ONE title in 2019

first_imgPrivate companies step in to help SEA Games hosting Pacio is just one of four current titleholders out of Baguio City’s Team Lakay.“I’m excited but at the same time there’s a bit of pressure because I’m the first one on my team who will be defending his title,” Pacio told Filipino scribes on the eve of his bout.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine ‍football chiefSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool stars SEA Games: Biñan football stadium stands out in preparedness, completion Don’t miss out on the latest news and information. TS Kammuri to enter PAR possibly a day after SEA Games opening LATEST STORIES PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss Is Luis Manzano planning to propose to Jessy Mendiola? LOOK: Joyce Pring goes public with engagement to Juancho Triviño LOOK: Joyce Pring goes public with engagement to Juancho Triviñocenter_img SEA Games: Biñan football stadium stands out in preparedness, completion View comments JAKARTA, Indonesia—Filipino Joshua Pacio would be lying if he said he’s not feeling pressure as he defends his strawweight title against Yosuke Saruta in the main event of ONE: Eternal Glory on Saturday.ADVERTISEMENT “This will be the best birthday gift for me. It happened to kuya Eduard last November where he got himself the belt so it would be nice if I get to defend my title.”Sports Related Videospowered by AdSparcRead Next Pacio doesn’t see the pressure as a burden but rather as a constant reminder to be at his best not only for himself but for his entire squad.“The pressure is not stressful at all. The pressure is more on the positive side that I just need to win for my team,” he said. “And whether I’m the first or not, my goal is the same which is to win.”Pacio just turned 23 on January 10 and he hopes to give himself the best birthday gift on Sunday the way his teammate Eduard Folayang won his title fight against Amir Khan last November which was a day after his birthday.ADVERTISEMENT SEA Games hosting troubles anger Duterte UFC obliging troubled Greg Hardy’s desire for 2nd chance MOST READlast_img read more

Wimbledon targets using serve clock at 2020 tournament

first_imgDon’t miss out on the latest news and information. DA eyes importing ‘galunggong’ anew Cayetano: Senate, Drilon to be blamed for SEA Games mess Lewis says the clock would be “not a rule change, just a visible device on the court to manage the rule.”Players have 25 seconds to prepare after a point for the next first serve. They are first warned, then assessed a fault for the second violation.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesSPORTSSingapore latest to raise issue on SEA Games food, logisticsWimbledon will have a 38 million pounds ($49.5 million) prize fund this year and give the men’s and women’s singles champions a 4.4% raise to 2.35 million pounds ($3.06 million).First-round losers get a 15% raise to 45,000 pounds ($58,600). FILE – A detailed shot of a serve clock is seen in Louis Armstrong Stadium prior to the start of the 2018 US Open at the USTA Billie Jean King National Tennis Center on August 24, 2018 in the Flushing neighborhood of the Queens borough of New York City. Mike Stobe/Getty Images for USTA/AFPLONDON — Wimbledon is “highly likely” at the 2020 tournament to introduce a serve clock for players that debuted in Grand Slams at last year’s US Open.Tournament CEO Richard Lewis detailed the timetable at a news conference on Tuesday which announced a near-12% raise in prize money for the July 1-14 edition.ADVERTISEMENT LATEST STORIES Trending Articles PLAY LIST 00:50Trending Articles01:15DOH wants a drug rehab center in every region00:50Trending Articles02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss SEA Games hosting troubles anger Duterte View comments Philippine Arena Interchange inaugurated MOST READ PBA D-League: Metropac-San Beda clobbers Trinity, rises to 1st place tie with CEU Wimbledon’s No. 1 court will have a new retractable roof and increased capacity of 12,345.Sports Related Videospowered by AdSparcRead Next Panelo: Duterte ‘angry’ with SEA Games hosting hassles Private companies step in to help SEA Games hosting Duterte wants probe of SEA Games mess Hontiveros presses for security audit of national power gridlast_img read more

The 5 Takeaways from the Coyotes introduction of

first_img The 5: Takeaways from the Coyotes’ introduction of Alex Meruelo Grace expects Greinke trade to have emotional impact Former Cardinals kicker Phil Dawson retires Top Stories 596The Cardinals allowed 596 yards on defense, most since 1958 (578). – / 17 The Cardinals opened the scoring with a field goal, but any euphoria of an early lead was immediately washed away with an 80-yard touchdown pass from Russell Wilson to Luke Willson. The Seahawks grabbed a 7-3 lead and never looked back — they never trailed again.Seattle owned the Cardinals in every aspect of the game, outgaining Arizona 596-216, including 305-64 in the first half. Wilson used his legs as much as his arm in a winning effort, as the Cardinals were unable to contain the shifty third-year quarterback.Arizona now needs help to win the NFC West and earn a home game to open the postseason. Unless the Cardinals defeat the San Francisco 49ers next week and the Seahawks lose the St. Louis Rams, Arizona will open the playoffs on the road against the winner of the Carolina Panthers-Atlanta Falcons Week 17 game.Before heading into the final week of the regular season, here’s how the Cardinals lost by the numbers:3Seahawks kicker Steven Hauschka missed all three of his field goal attempts after coming into the game with just three misses for the season (29-of-32).7Coming into the game, Arizona had won all seven of its home games this season. Before Sunday, the Cardinals’ last home loss came in the 2013 season finale, a 23-20 loss to the San Francisco 49ers. center_img A golden opportunity sat in front of the Arizona Cardinals as they hosted the Seattle Seahawks on Sunday Night Football. However, it was also the most difficult task the Cardinals had to face this season.With the respite of the No. 1 overall seed within reach, the Cardinals were unable to keep their home record perfect, falling to the Seattle Seahawks 35-6 and putting their NFC West title hopes in jeopardy. Not many gave Arizona a chance to win with a third, or maybe fourth, string quarterback at the helm. That position was clearly an Achilles’ heel for the Cardinals, as Ryan Lindley went 18-for-44 for 216 yards and an interception in his first start of the season in place of the injured Drew Stanton. 0 Comments   Share   11The Cardinals are stuck on 11 wins, tied for the most ever by a team hosting the Super Bowl. Arizona will have one final chance to hold the record with a win in the season’s final week in Santa Clara.11-1The wide penalty differential kept the Cardinals in the game early on. Seattle finished the game with 11 accepted penalties against them to Arizona’s one.15Seattle has now won 15 consecutive games when leading at halftime. The defending Super Bowl champions do not give up leads and their stellar defense shuts down opponents in the second half.16-5The Cardinals wore their all-red uniforms on Sunday night. In those unis, Arizona’s record is 16-5 all-time. Before Sunday’s loss, they had won 11 of their last 12 games in those uniforms. 29Arizona managed just 29 yards on the ground. Stepfan Taylor led the way with 19 yards on 11 carries.55, 80Russell Wilson set a new career-high with a 55-yard rush in the first quarter. He tied a career-high with an 80-yard touchdown pass to Luke Willson in the second quarter. 79Marshawn Lynch had quite possibly the run of the season in the fourth quarter. His career-long 79-yard TD run will be played on highlight reels for days, as he went full beast mode on Patrick Peterson and the Cardinals. Derrick Hall satisfied with D-backs’ buying and sellinglast_img read more

Al Jazeeras battle with Canal Plus over premium s

first_imgAl Jazeera’s battle with Canal Plus over premium sports rights in France looks set to enter a new phase. According to a report in Le Figaro newspaper, the Qatar-based broadcaster is close to striking a deal to acquire French rights to Spain’s La Liga football for €20 million.Rightsholder MediaPro has already rejected an offer of €6.5 million from Canal Plus. The French pay TV broadcaster and Al Jazeera have been locked in a struggle to acquire national and international football rights that most recently saw the pair agree to share Italian Serie A rights.Al Jazeera has acquired rights to some French Ligue 1 games, with Canal Plus holding the remainder, while the Qatar broadcaster also secured rights to European Champions League matches and, together with M6, Europa League games. Canal Plus retains rights to English Premier League matches.last_img read more

Ukrainian cable operator Volia has signed agreemen

first_imgUkrainian cable operator Volia has signed agreements with two other operators to distribute its Smart HD OTT service over their networks. Volia has signed up network operators Miksnet and Telza in Kyiv and Zhaporozhye respectively.The Smart HD offering provides 130 linear TV channels as well as on-demand services. The first third-party network to sign up for the service is Datagroup, which operates residential services in Ukraine under the brand Domashniy Telecom.New features to be launched on the service before the end of the year include catch-up, startover and multiscreen TV.last_img read more

Jørgen Madsen Lindemann MTG president and CEO MT

first_imgJørgen Madsen Lindemann, MTG president and CEO.MTG has completed the sale of its Czech TV assets as it continues its transformation from “traditional national broadcaster into global digital entertainer”.In a statement, MTG confirmed it has closed the sale of its 50% shareholding in FTV Prima Holding to Denemo Media for a total cash consideration of €116 million.The Nordic company plans to use the proceeds from the sale to increase its ownership in online games developer InnoGames from 21% to 51%.MTG first announced in January that it would sell FTV Prima Holding, a company that operates one of the biggest free-to-air networks in the Czech republic, Prima, alongside a sting of other Prima-branded TV channels and the Prima Play streaming service.MTG bought its 50% stake of the business in 2005 for €87 million in cash. Including dividends received and the sale price, MTG estimates that its total cash return on the investment amounts to SEK1.6 billion (€167 million).“The sale will result in a net capital loss of preliminary some SEK110 million. All items related to FTV Prima Holding will be reported as discontinued operations in MTG’s Q2 interim report,” said MTG.To read more about MTG’s digital ambitions, see DTVE’s recent interview with Arnd Benninghoff, the head of the company’s digital division, MTGx.last_img read more