Saturday, January 5, 2019

Hunters, Farmers Within Your Corporate Sales Culture…



Hunters, Farmers Within Your Corporate Sales Culture…
Nicholas Ashton, CommSmart Global Group


I remember asking my father-in-law, who was a farmer in Norfolk, England, if, I could help him on the land, his reply tells you more about farmers than you think you know.  He replied, “We have special stuff for that”!

Farmers spend more time fretting in the details, worrying about the weather patterns, making shrewd decisive selections regarding seeds and breeding and working firm and fervently to avoid a dismal crop.

Clearly, farming is entirely different from the activity of hunting. Hunters have long periods of distraction interrupted by brief moments of frantic panic.

Why are we talking Hunters and Farmers?  

Simple, this is new times, although growing unsociable, it is the reality of daily life.  It is all about the cultural cycle which decides how corporations attain success or failure.

When it comes to sales, isn't the first principles for a successful salesperson their personality?  This comes from the general feeling that to be good at sales, you either have "it," or you do not. The truth is, successful transactions are not all about personality (experience, skills, subject matter knowledge, adaptability, and process also play essential roles) but it is a causative influence.

So we ask, are you a Hunter or a Farmer?

  • The Hunter is a person who gleans their sales energy off of the “hunt” for the new opportunity. They are often consultative salespeople who characteristically find and assess a chance (even when there doesn’t appear to be one) within a prospect, and find a solution within your offering that meets the specific need.
They are networkers and completely independent. They generate buzz and excitement. Truthfully, they are not always upright at the follow-through and focus.

  • The Farmer is the salesperson who shapes and nurtures relationships and opportunities, typically within current accounts. Farmers are the salespeople who turn a customer from good to high by the nature of their relationship and loyalty they advance from their labors. They nurture, collaborate with the right team connections and are deemed team players. Sadly, they are not always decent at prospecting new clients.
As the owner of a company, you remember when you moved forward with your corporate ideas, the excitement of the possibilities of success.  The decisions of who you hired were not as clear as it should have been back then or even today.  The immediacy for getting the show on the road clouds our choices of who we hire.

Now, down the road with experience under your belt, you are too close to the internal and external daily format of the business.  It is not the same as your inceptive planning.  Sales are the engine of your company, and just like a beehive, production of the honey is the total goal and remembering you must look after the leadership and the workers.

Increasing your company’s sales performance (growth) is unfortunately not just a matter of finding the right salespersons(s) or sales managers!

Great sales teams work and live in a total environment which enables them to continuously perform well above average.

Such an environment is different for every single company and is a made up from what that company produces, how it is organized, its culture and leadership, it is the internal communications, the logistics of it all.

It is all about the following: 
  • Consultancy time to define the full details of the current situation at your company;
  • Assessment tools to evaluate the existing sales and marketing organization, if any;
  • Talent acquisition services needed for the selection and evaluation of new sales professionals to enhance the sales operations, if any;
  • Training services required to bring the existing sales team up to the necessary level of performance if any;
  • Coaching tools and/or programs to support the sales team during the follow-up phase.

Importantly, it is all about you and the commitment to the desired results.  It is vital to be a top-down commitment, but also the necessity to view from the bottom up as well.

Do not let this scare you!  

So if you are in doubt about your own company and are a Small, Medium Enterprise (SME), you are the owner, CEO or Board Member, you have nothing to lose in stepping back and doing some real thinking!

www.commsmart-global.com

Email: business@commsmartglobalgroup.com

Telephone: 
US: (515) 200-7068      UK: 0207 1019247



copyright 2019

Wednesday, January 2, 2019

The Non-Existent 'Lone Wolf' or Breakaway Group Use Various Bombs & Weapons To Send The Message The Leadership States, No Visible Threat?

The Non-Existent 'Lone Wolf'
or Breakaway Group Use Various Vehicles, 
Bombs & Weapons To Send The Message
The Leadership States,
No Visible Threat?

London is under attack again.  Day after day the knife is now the weapon of choice.  Occasionally the tips and Intel work, the majority of the time no one has any earthly idea when, where or how!

After the events, the 'Blame Game' starts...

The reactive press comments of Leadership or other political blow-hards are making political statements in the media and no more.  They have no idea of logical or illogical terrorism, and this only adds to the Fear and frustration of all. 

Comments of irrelevance abound from those that know nothing or little about terroristic threats, whether international or domestic.  Logically, all information is thus reactionary and not built on actual evidence or solid facts and should be ignored at this stage, so they think.

It is terrorism and not accidental, state the simple logical fact.  Even if it is a 'NutJob,' it has instilled terror!

In the US and London, or anywhere in the world,  police departments and other alphabet soup agencies will be sifting through evidence at the scenes and CCTV footage of the area and will not be releasing information until they have a far better picture of the ramifications of the incident.  

News mediums are feeding the Fear Factor without the substance of Why or Who did this act. 

The Westminister 'so-called'  Lone Wolf was inspired by someone and never acted alone.

It is fresh in our minds and the 'Fear Factor' is 'real' with us all.  A 'Comfort Zone' is demanded globally, not just words but solid actions.

A simple incident last year in the US that occurred, this is not the only explosion of the day.  

In the morning a pipe bomb exploded in a garbage can at a Marine Charity Run in New Jersey.  Two other devices were found in the area and failed to detonate.  

The next explosion on 23rd and 6th Ave. in the Chelsea district of New York City was enough to harm a significant number of people with injuries akin to a bomb blast.

Now a second device, a pressure cooker with a cell phone attached had failed to explode and is a phenomenal find for an evidentiary purpose.  

This is similar to the Boston Bombing device and was highlighted in the ISIL "Inspire Magazine" on how to build a bomb.

There is so much more that must and can be achieved for the security of us all.

This is all after the fact information and screams out for the usage of Atmospherics! 

It is all about Intelligence and the gathering of information on a continuous basis.

Reaction to this event is like flying blind with all the instruments out of reach.  It does need to be that way.  Proactive information is always available if you have the tools to reach out and understand.

Social Media Interaction/Monitoring is OUR Key!  Never have these tools been available in this manner, proven and successful in knowing all.  This is the equivalence of people running their mouths and bragging on their dastardly deeds or potential actions, we know it all, photographs, texts, live video all within the event area and importantly, historical of their 'breadcrumb' trail.  

Historically and 'live,' this is PROACTIVE!

Within CommSmart Global Group, a LexisNexis Risks Solutions Partner has expertise reaching back to the 1970s and the terrorist bombing by the IRA, Bader Meinhof, the Red Brigade, Al Qaeda and ISIL.  Not only how to protect, understand the 'who' is threaten, but to investigate and solve.  We were involved in the protection and investigations in all of these and other terroristic events globally. The logical flow of 'before and after' is the absolute key to the increased security of 'NOW' and future,


WHAT THEN IS ATMOSPHERICS USAGE IN LAW ENFORCEMENT?

Everything!  If we consider a working definition of the concept of atmosphere as the social “silent language” of a geographical, political, social or criminal circles that can transmit and contain communications that describe the attitudes, feelings, ideas, and intentions, of those within or apart of those circles, then it is absolutely tantamount, that Law Enforcement understand and analyze this portion of the social dialogue, to effectively respond to and prevent crime and terrorism in this modern dynamic, silent atmosphere.  

If this source of information is routinely missing from your department's planning and response to developing a method of operations, conducting investigations, developing community relations and intelligence gathering then you are only dealing with a small part of the evidence/fact acquiring equation.  This also has enormous implications for community policing and problem-solving activities within our communities as a data gathering and analytical tool.

What does this mean for law enforcement? 

Drastic changes in law enforcement are needed and demanded in leadership, technical expertise and the understanding and use of analytics, in the wake of hazardous political decisions on immigration and homegrown terrorism globally. 

A simple start is for political and law enforcement leadership to get down from their 'high horses' and admit that 'private sector' companies have the answers and are willing to investigate the proven solutions that for decades have had the responses!

What is this fear or if someone has a better 'mousetrap'?  People's lives are at stake and for generations have turned to the protectors who have insanely ignored solutions to save those lives.  

Where is common sense?

Political decisions to accept high-risk populations and refugees into their countries without an appropriate, effective and balanced measures and tools to mitigate these high risks, has left law enforcement helpless to respond to the influx of potential terrorist and the subsequent frequent terrorist acts that we are witnessing in Europe, America, and the Middle East.  

In effect, law enforcement agencies were caught without a game plan, and their effectiveness was reduced in this new environment to just what they were accustomed to doing---responding to incidents and conducting investigations in the wake of many lives being lost. 

This doesn’t have to continue! 

It is the proactivity which in turn decreases the cost of operations and harmony within when successes are at the forefront for all.

Today, recognizing this void of information, CommSmart Global Group has built upon our successes in analytics, proprietary predictions formulas and includes social interaction/monitoring techniques developed for military uses in Iraq/Afghanistan and expanded our atmospherics to incorporate social media monitoring, crime analytics, community crime mapping, and predictive analysis, added to the existing street-level human collection tactics enables greater accuracy and completeness in intelligence gathering activity.  

Predictive analysis and crime-solving activity have become more effective when the totality of criminal justice information, social media interaction, the media, and significant data sources are integrated and considered together.  Our data sources focus on what is happening in the streets now, who is doing what with who, where they gather, and the subject of interests, so our customers do not have to wait for something to happen to develop a response plan. 

In Phoenix, Arizona, a simple example, we contributed to the apprehension of the Bearded Bank Robber by providing probable dates and locations of the next robbery to the local and federal authorities working the case based solely on information published in the media.  When they scoffed at the prediction, and the robber hit on one of the days and at one of the locations predicted, they asked if we could do it again.  We recalculated based on the new information and this time they took our predictions seriously and were able to stake out the locations on the dates given and apprehended the robber before entering the bank.  This was using only media information, and yes the predictions are not exact, but what if we could nail down a couple of days and some locations for you, routinely.  The potential for preventing specific crimes is near.

Developed by us in war zones, CommSmart Global Group has honed and expanded the effectiveness and success of these analytic tools, making us all Street Smart.

The critical concept requiring further examination is that of the atmosphere. Social Media Interaction/Monitoring is an absolute key today, but categorically useless, unless you have vast data repositories to analyze, both public and of local, regional and national crime data from the arrests and events, that we have and our clients can have access to.

Additionally, there is few comprehensive, police information sharing consortiums in existences, even after 9-11, that share local police contact data (non-biometric), integrated with RMS/CAD, Jail booking, Criminal Histories (biometric-based) together with large public data that we have at hand. To build these systems and participate in multi-agency networks have taken years and many millions of dollars and an exorbitant amount of time to develop. 

In the US, San Diego County in California has such a system, and it was started in 1980 called the Automated Regional Justice Information System (ARJIS), and it's still developing and adding a new query and analytical features.  How long can we continue to take this approach of avoidance or waiting for our public leaders or someone else pushes and to implement the next generation of information sharing and predictive analytics?  The cost to build this system would be prohibited in today’s market even if you could find and trust a vendor who could make it. 

CommSmart Global Group, a LexisNexis Risk Solutions Partner, has decades of law enforcement background with Change Agents, Cybercrime Analysts, ex-London Metropolitan Police Officers, Chiefs of Police and Sheriff Commanders within our staff.

Our involvement in counter-terrorism and cybercrime internationally allows us to think and act with the confidence demanded in these dire times.  We understand all concerns, methodology and speak the right language to you all.

Our solutions are available now and will be discussed via telephone with established law enforcement agencies.  Call or email us for verification.  Then, we can consider and demonstrate.  

Oh, have a cup of coffee at hand. Afterward, you will understand why.
Contact and discuss…
USA: +1 (515) 200.7068
         UK: 0207 1019247
Copyright 2019

Tuesday, December 25, 2018

Saints & Cyber Sinners This Christmas Morn

Saints & Cyber Sinners This Christmas Morn

Forget about who has been naughty or nice on this Christmas Morn!

From Thanksgiving on, you should be aware of who is preying on your gluttony and greedish stupidity!

Isidoro de Sevilla (José Alcoverro) 02
Oh, where for art is St. Isidore of Seville – Patron Saint of the Internet?

Yes, the man of knowledge who invented encyclopedias. Britannic rules and Wikipedia is so truthful!

The Order of St. Isidore of Seville is a chivalric order formed on January 1, 2000. An international organization, the order aims to honor Saint Isidore as the patron saint of the Internet, alongside promoting Christian chivalry online.

Wait for a cotton picking nano-second! 

Chivalry online? Then who is the patron saint of Hackers and Phisher?

St. Expedite -- the unofficial patron saint of Hackers & Phishers.

Unofficial, because the Roman Catholic Church doesn't know what to do about St. Expedite. He's too pagan to be a proper saint, and too popular for his statues to be simply tossed out the door.

Statues of St. Expedite seem to appear at some churches, a puzzling phenomenon. Where do the statues come from? Who sends them? No one really seems to know who St. Expedite was in a life or even if he ever existed.

But whatever St. Expedite may or may not be, geeks, hackers, phishers, a man in the middle brutal attackers, repentant slackers, folks who run e-commerce sites and those who rely on brains and sheer luck to survive have all claimed the saint as their own.


So as you go about your Cyber shopping, you are being watched over by those that fail to protect your financial information they have amassed on you and digitally pray they do not suffer from "Target Syndrome" by allowing the Hackers to steal what is rightfully yours.

On the other hand, Hackers & Phishers are preying with their Saint Expedite on your foolishly clicking of websites, with offers that are so not real, stealing all of your financial information and identity, sending you to that never-ending circle of failed customer service and banking nightmare.  They hoovering over Wi-Fi Hotspots, who the Internet Service Providers tell you are safe.  They tell telling "Pork Pies", little lies as any cockney will tell you.

So next time you hear the words at the supermarket checkout, "Paper Or Plastic", go for paper, with real money and the goods in front of you.

Happy Cyber Sunday, Monday and the rest of the buying and hacking days 'til Christmas.  

From Jolly Old St. Nick



copyright 2018


Monday, December 24, 2018

This Year's Christmas…

This Year's Christmas…

No holly or mistletoe just spilled milk and a half-eaten mince pie…

There are people worse off, no roof over their head, limited clothing and no ‘real’ food in their bellies and having to deal with cold or wet weather does not make it any easier.

People are their own worst enemies, especially it seems those that are married or living together.  It is always words, opinions, and disbelief, yes, human nature at its best! 

I know the feeling and wish for all that 2019 is a far better year.

Socially the world is in disarray and getting worse day by day, argumentative, disagreement with overtones of silence that lead nowhere.

Individually, we all have problems, some greater than others and we cannot move in the same direction to resolve.  Walking away and starting anew is the only alternative.  Many will do this-this holiday season.

Some will end the misery by taking their own life and leave the world not knowing how it could have easily been solved.  You know thoughts like this have passed through each of our minds when times are that tragic and dire.

Starting all over again might seem difficult, you have to suck it up or cowboy up and move forward for you to be the winner. 

Is it really that bad?  From your perspective, yes! 

Others never see it that way, they only feel the positive, never your individual pain.

Communications are always the key, tomorrow is another day, and sadly it is always today…


Hope for 2019…


Saturday, December 22, 2018

Last Minute Shopping Is Never the Same...

Last Minute Shopping Is Never the Same...

Christmas Eve or the weekend before is a scurry of shoppers, mostly us men, trying to get that last minute gift or maybe the whole list, for those that have been naughty or nice.

It is not the same since we have turned to online shopping.  Remember walking through the department store and the makeup counter, the aroma of those expensive perfumes, body lotions and famous celebs trying to sell you the stuff they cover up their body odor with.  Those were the days!

Today it is the cold keyboard and screen of your laptop or the cuddly keypad of your Smartphone that you shop with.  The most impersonal shopping means with the lack of handing the gift to someone yourself.  

Amazon, UPS and the Post Office now take care of that for you!

'What do you, I didn't send a gift to you for Christmas'!  I did, I got my shopping elves to take care of it for me.

No more standing in line to get a refund, just go back online and the customer service elves do the rest, you hope!

Merry Christmas and Happy New Year, sorry have to dash, the delivery truck is here...


Wednesday, December 19, 2018

With CHANGE, Failure Is NOT an OPTION!


With CHANGE Management
Failure is NOT an OPTION!

Still, don't know what I was waitin' for

And my time was runnin' wild
A million dead-end streets and
Every time I thought I'd got it made
It seemed the taste was not so sweet
So I turned myself to face me
But I've never caught a glimpse of
How the others must see the faker
I'm much too fast to take that test

Ch-ch-ch-ch-changes

Turn and face the strange
Ch-ch-changes
Don't want to be a richer man
Ch-ch-ch-ch-changes
Turn and face the strange
Ch-ch-changes
Just gonna have to be a different man
Time may change me
But I can't trace time


Thank you, David Bowie, who has changed many times in his illustrious career. 

Sometimes it is not just a change in how we do things, it is re-invention that is required.  Re-invention cannot always be lead from within and outsourced leadership and that change momentum are necessary. 

A solution which has become increasingly popular for dealing with resistance to change is to get the people involved to “participate” in making the change. But as a practical matter, “participation” as a device is not a good way for management to think about the problem. In fact, it may lead to trouble.

You see, those that have been with the company for a long time see no reason to change, as for them, it is working perfectly fine and they do not understand the inner workings of the financial side of the corporation. 

There lies the resistance and the key to the problem are to understand the true nature of impending resistance. 

Actually, what employees resist is usually not technical change but social change, the change in their human relationships that generally accompanies technical changes.

Resistance is usually created because of certain blind spots due to how it is explained and attitudes which staff coaches/specialists have as a result of their preoccupation with the technical aspects of new ideas and not the social and work-related impact.  They are too close to the issues and supposed solutions.

Management can take firm steps to deal constructively with these staff attitudes. The steps include emphasizing new standards of performance for staff coaches/specialists and encouraging them to think in different ways, as well as making use of the fact that signs of resistance can serve as a practical warning signal in directing and timing technological/social changes.  

This not going to bring the results you really wish for!  It brings a "them" and "us" situation and we all know how they play out!

There are many different logical methods which CommSmart Global has introduced and successful been the "piggy in the middle", as it is not about taking sides.

C-Level executives can also make their own efforts more effective at meetings of staff and operating groups where change is being discussed. They can do this by shifting their attention from the facts of schedules, technical details, work assignments, social impact and so forth, to what the discussion of these items indicates in regard to developing resistance and receptiveness to change.

It is about the approach and from within, there is always a strong resistance. Being fresh eyes and viewing from outside with knowledge of the present systems and what is required to be presented and implemented, is an art form and the new canvas is ready to paint and be framed.

Change Management does not have to a battle of what you have and what is demanded or required.  Let us paint that new canvas with you and have all in the frame smiling from within, achieving the profitable results.




telephone: 
USA: (515) 200.7068
UK: 0207 1019247

copyright 1998 - 2018


Monday, December 17, 2018

Why The Hell Are You Shocked About Anything, It Is Déjà vu All Over Again!

Why The Hell Are You Shocked About Anything, 
It Is Déjà vu All Over Again!

Ticking human time bombs are all around you and you are aware of them.  It is that you choose to ignore or maybe do not recognize the signs.  After these types of events so many explain concerns they had regarding the individual who carried out the violent act but never said one single solitary word of their concerns to anyone.  

It is not about guns, it is about people and their mindset.  If someone wants to inflict a violent act, they will use whatever they can get their hands on.  It is now the questions that we ask of people close to the individual and of ourselves that is important.  It is not just gleaning the information, it what we will do with the answers that are vital for all our futures.

Being prepared for this growing eventuality is vital!  Active Shooter Training must be implemented in all businesses and homes.  This is sadly the New Norm or Anti Social Behavior!

Go further with far better communications without new hardware, software cloud-based solution. Check out this link below:

Real-Time, Global Cross-Border & Agency Communications/Data Sharing

You will hear how there was a grudge or they suffered from some sort of Post War Syndrome, all excuses and previously recognized and totally ignored.  The mental state of us all should be brought into question, but we do not!  What are we afraid of?

From a managerial and family perspective we must not stand still with individual’s concerns.  You see something, you say something, if you are wrong, then, so be it.

In the latest incident, reported by Britain’s Daily Mail newspaper, “the Washington Navy Yard gunman who killed 12 today has previously claimed to be suffering from PTSD after helping rescue efforts in New York following the 9/11 terror attacks.

Gunman Aaron Alexis was shot dead by responding officers after he opened fire inside a Navy facility. 
Since he was identified as the shooter, reports have revealed that it was not the first time he was involved in a shooting.

In 2004, he was arrested in Seattle for shooting the tires of a construction worker's car during what he later called an anger-fueled 'blackout.'

'He said that he didn’t remember pulling the trigger of his firearm until about one hour later,' according to the Seattle police report.

Later he said that he felt the intended victim 'disrespected' him.  

The report states that his father said his anger issues stemmed back to his time in New York where he helped the rescue efforts following the September 11 terrorist attacks.

The shooter's father told the police 'that his son had experienced anger management problems that the family believed associated [sic] with PTSD.'

He was arrested in relation to that incident but never charged, an outcome repeated in Fort Worth, Texas where Alexis was living in 2010.”

So, someone knew something did they not?

If you have concerns about someone, you need to respond to management within your company immediately or if it is a family member, discuss and take action for the safety of others.

What will be the next incident that will be splashed across newspaper headlines and television screens?

Guess what? 

We did nothing and it is Déjà vu,  
all over again…


We are in the NOW and
KEEP YOU; in the KNOW…

Worldwide Call: +1 (515) 200-7068



Copyright 2018