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The rise of the retail investor: A new force in Indonesia’s pandemic-hit stock market

first_imgNot deterred by the pandemic-induced market volatility, the number of retail investors in Indonesia’s stock market continues to rise with new investors hopeful of reaping future profits from today’s low base, providing a buffer for the local bourse as foreign investors dump risky assets.The rise of the retail investor has been marked by a deluge of financial planning content shared over social media, increased demand for investment coaching events and brokerage firms setting their sights on youngsters.Online trading platforms have seen a surge in the number of retail investors registering amid the pandemic, which has driven millions into unemployment and made many nervous about their future income. One of the country’s top brokerage houses, Mandiri Sekuritas, acquired 11,000 new retail customers throughout the first four months of the year, adding to its more than 133,000 existing retail customers. It also reported that the average transaction value for its retail customers almost doubled in April compared to the average value in January.Indo Premier Sekuritas, which is also among the most active brokerages on the Indonesia Stock Exchange (IDX), is aiming for a 40 percent increase in customer numbers in the next year after seeing a monthly average of 200 to 300 new customers so far this year. Around 60 to 70 percent of Indo Premier’s transactions come from retail investors.“With many people staying at home, working from home, and with some having their work, business and income disrupted, they have begun to realize the value of investing,” Indo Premier Sekuritas president director Moleonoto told a livestreamed media briefing on June 3.The number of retail investors in the country had risen to 1.2 million as of June 30, an increase of around 12 percent from December last year, according to data from the Indonesian Central Securities Depository (KSEI). About 40 percent of those investors are aged between 18 and 30, which has been the fastest-growing investor segment in the bourse in the past couple of years.  “We hope that this can increase our capital market resilience level, especially in times of volatility or economic crisis,” IDX development director Hasan Fawzi said on July 28. The rise in domestic retail investors has provided the bourse with a liquidity buffer as foreign investors flee the country and institutional investors grow wary. The bourse had recorded a foreign net sell of Rp 24.95 trillion (US$1.7 billion) as of Thursday, with the share of foreign ownership transactions in the IDX’s overall transaction value decreasing to 36 percent from 44 percent last year. Meanwhile, in a historic shift, the average daily transaction value of retail investors surpassed that of institutional investors in June, IDX data show.  Analysts are of the view that the large-scale social restrictions (PSBB) created an opportunity for young professionals to learn about and enter the stock market as many were working from home and had more time to trade. “The main motive is certainly a speculation motive. People project that when buying stocks during a big crash, they will enjoy a big gain when the economy booms,” Jason Gozali, founder and CEO of investor community Investor Muda, told The Jakarta Post on Aug. 6.The Jakarta Composite Index (JCI), the IDX’s main gauge, plummeted by more than 37 percent to as low as 3,937 in March from this year’s high recorded in February as pandemic fears battered stock markets around the world. The index has rebounded since the deep fall and gained 0.58 percent on Thursday rising to 5,371.47.Are retail investors responsible for market volatility?Retail investors trade with a shorter duration, capitalizing on quick gains made during a volatile market, Sucor Sekuritas analyst Irwin Saputra wrote in a research note published on June 25. When a survey asked how long they would hold on to their equities, most retail investor respondents answered under three months, suggesting that they might not put much weight on earnings announcements. “Volatility in the market goes up and the movement has become relatively sideways because the holding period and return requirements from our retail colleagues is not too long and is not too high so they can easily carry out active trading,” Sucor Sekuritas head of research Adrianus Bias told The Jakarta Post on Aug. 4. Adrianus added that sector rotation within the bourse had been fairly quick. Prior to the rise in retail investors, fund managers had time to capitalize on a limited number of trending sectors as the catalysts driving those sectors could last for two to three months. Now, the shift could happen within a week’s time, he noted.“When the movement in a stock market is driven by retail investors, the stock market can climb quickly, but when it falls, it also falls quickly,” Jason said. Jason described this new kind of retail investor as being “very aggressive”, saying that they were shaped to be so as in a situation of volatile stock movements, they were able to make attractive gains within a day. In addition to that, they were more driven by the news than by fundamentals, Jason said. This, as a result, makes the bourse more prone to extreme highs and lows. Pilarmas Sekuritas research director Maximilianus Nico Demus, on the other hand, told the Post on Aug. 6 that although it was possible that the rise of retail investors had increased market volatility, it was more likely that the volatility was driven by global sentiment, as global affairs had grown increasingly uncertain in recent times. Meanwhile, Mirae Asset Sekuritas head of research Hariyanto Wijaya simply noted that “market volatility always exists in the capital market”, in an email correspondence with the Post on Aug. 6. ‘Stock influencers’ steer the wheelCoincidentally, the rise of retail investors has been accompanied by the growing prominence of so-called “stock influencers”. Sucor Sekuritas equity and business development director Bernadus Wijaya explained to the Post on Aug. 4 that the opinion of stock influencers carried weight in the decision-making of retail investors. “When several stock influencers are of the same view about a particular stock, chances are the stock will rally because the followers of each of those influencers will also buy the same stock in a sizable amount,” Bernadus said. Such a phenomenon was to be expected as new investors were still learning their way around the stock market, Bernadus noted, which meant they could be highly influenced by the calls others made. Anugerah Mega Investama director Hans Kwee also observed during a webinar on July 28 that retail investors tended to be influenced by herd behavior. These behavioral biases are more likely among retail investors than institutional investors, according to Budi Frensidy, a stock market expert from the University of Indonesia. He explained during the webinar that one form of bias was availability bias, in which people tended to take actions based on familiar information without further investigation into the credibility of the information. The rise of the stock influencer phenomenon is likely to have been aided by the fact financial literacy in the country remains very low. According to a 2019 survey by the Financial Services Authority (OJK), Indonesia scored a mere 38.03 percent on its financial literacy index. While this is an increase from 29.7 percent in 2016, it is still considered poor.Will retail investors stick around? Market players are still questioning whether the liquidity support provided by retail investors will be sustainable in the long run. Adrianus of Sucor Sekuritas noted that many of these new retail investors had yet to experience a full market cycle, and questioned whether they would remain active in the stock market over a longer period. Maximilianus, on the other hand, said it was common for there to be winners and losers in the stock market. Those who win are more likely to be tempted to stick around, while those who have lost could either use the experience as a lesson or back out from the stock market entirely, he said. Meanwhile, Hariyanto concluded with a more optimistic outlook, saying that “the market liquidity from retail investors should continue, although many are new investors who have not experienced a full cycle in the stock market”.“Stock investors are forward-looking,” he said, adding that the current all-time low saving and deposit rates meant retail investors could find good returns from the capital market.Topics :last_img read more

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Fair, Cooney continue shooting woes against Pittsburgh

first_img Facebook Twitter Google+ Published on January 19, 2014 at 6:53 pm Contact David: [email protected] | @DBWilson2 It’s been an uncharacteristic two games for the Syracuse offense. C.J. Fair, averaging nearly 17 points per game, has scored just 25. Trevor Cooney, who’s shooting 41.2 percent from beyond the arc, has made just four of his last 13 3s.The pair managed just eight combined points in the second half of Syracuse’s (18-0, 5-0 Atlantic Coast) 59-54 win against Pittsburgh (16-2, 4-1) on Saturday in the Carrier Dome. In their place was a 16-point day for Tyler Ennis — he scored 12 earlier in the week against Boston College — and Rakeem Christmas, whose shooting percentage continues to climb up toward 75.“I’m just trying to stay big and take up space down low,” said Christmas, who went 4-for-4 against the No. 22 Panthers, “and then go up strong when I have a good look.”Fair rattled off seven quick points to start the game, but finished with just 13 and went just 2-of-6 from the free-throw line. Cooney added just six points with a single 3-pointer in each half.Late in the game, Syracuse turned to Ennis — averaging 11.9 points per game — for its most crucial buckets.AdvertisementThis is placeholder text“They’re playing Trevor and C.J. hard,” SU head coach Jim Boeheim said. “We’re trying to give him an opportunity where he can get to the basket. He just has a knack for doing it that’s as good as just about anybody that I’ve seen.”Cooney and Fair still managed to deliver some critical baskets for the Orange, though. The forward hit a 3-pointer early in the game to helped Syracuse establish an early lead. The guard hit a 3 early in the second half to stretch the Orange’s lead to seven before Pitt rallied to lead for much of the second half.As the two teams battled, Fair sunk a jump shot to give SU a 48-46 lead with 6:27 remaining, but he didn’t score for the rest of the game. Ennis took on that burden.“A lot of teams are going to pay a lot of attention to me and Trevor and then he’s making plays,” Fair said. “He’s making the defense pay for not helping off. If he can continue making plays like that it’s going to open up so much more things.” Commentslast_img read more

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Mahama to attend burial of Gyan’s mother

first_imgGhana President John Mahama is one of the top personalities expected to attend next weekend’s burial of the mother of Black Stars captain Asamoah Gyan.Cecelia Love Amoako died in November last year in a car crash in Accra.The deceased mother of Ghana captain Asamoah Gyan, will be buried at her hometown in Mamponteng on Saturday March 16, 2013.She will however be laid in state at her Gbawe residence from Friday March 15 before a traditional sending off the following morning.It is at this occasion that several personalities in government, academia, sports, entertainment, friends and sympathizers are expected to pay their last respects.Top of the list will be President Mahama who promised to attend the final funeral rites before the Black Stars departed for the 2013 Nations Cup in South Africa. Officials from the Ghana FA, ex and current players of the various national teams, entertainment icons and other well-meaning Ghanaians are also expected to attend.GHANAsoccernet.com also understands a delegation from the Al Ain Football Club, where the leading striker of the Black Stars plays his club football is expected in the country next week for the ceremony.The official thanksgiving service is also slated to take place on Sunday March 17, at the deceased residence in Gbawe.Gyan is the latest Black Stars player within weeks to bury a parent following last month’s burial of the father of defender John Boye.last_img read more

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Powered by record sprees, Premier League ready for landmark season

first_imgShare on: WhatsApp Arsenal open the season against Leicester todayFridayArsenal v Leicester (9.45 PM)London, United Kingdom | AFP |  Fuelled by an historically lavish spending spree, the Premier League returns on Friday when Arsenal host Leicester in the opening game of the hotly-anticipated new season.Taking advantage of astronomical broadcast contracts and lucrative sponsorship deals, England’s superpowers have been splashing the cash at an unprecedented rate.Since the end of last season, transfer records have been shattered across the country as over one billion pounds has changed hands in a frenzy that could well set a new high for a single window.While some fear the spending is unsustainable and will put clubs’ long-term stability at risk, the 25th year of the Premier League era should deliver a title race more fiercely contested than ever.Desperate to dethrone champions Chelsea, club record fees have been paid by Manchester United, who splurged a British record £75 million for Everton striker Romelu Lukaku, Arsenal, who forked out £52 million on Lyon forward Alexandre Lacazette and Liverpool, who put down £37 million for Roma winger Mohamed Salah.Manchester City boss Pep Guardiola set the tone with a series of early deals that took his spending in this window to an eye-watering £218 million.Frustrated by City’s failings in his trophyless first season in England, Guardiola has overhauled his squad with defenders Kyle Walker, Benjamin Mendy and Danilo, plus goalkeeper Ederson and playmaker Bernardo Silva.Guardiola’s old rival Jose Mourinho hasn’t been shy about raiding the United coffers, with the Lukaku swoop headlining a £140 million spree that also brought Benfica defender Victor Lindelof and Chelsea midfielder Nemanja Matic to Old Trafford.Mourinho won the league in his second seasons at Porto, Real Madrid and Inter Milan, as well as in both of his stints at Chelsea, but he expects this season’s title race to be an almighty scrap.“Normally the second season should be better than the first, but again, this is modern football. The reality is totally different,” Mourinho said.“It’s getting much harder for everyone, so we don’t know.”The no limits spending of Chelsea’s title rivals prompted a tetchy response from Stamford Bridge, where boss Antonio Conte has been grumbling about his club’s failure to land Lukaku and several other targets.– No margin for error –Even so, Conte has done his best to get billionaire Blues owner Roman Abramovich to throw his financial muscle behind Chelsea’s title defence.A club record £58 million lured Real Madrid forward Alvaro Morata from the European champions, while Tiemoue Bakayoko and Antonio Rudiger also joined Chelsea, whose spending climbed over £130 million.Fans will get their first glimpse of how one of the contenders will fare when Arsenal, fresh from their Community Shield victory over Chelsea, face Leicester in the season opener at the Emirates Stadium.Arsene Wenger brokered a fragile truce with Arsenal’s dissenting fans by winning the FA Cup last season, but the Gunners boss has no margin for error after going 13 years without Premier League glory. Last season was by far the most difficult of Wenger’s 21-year reign, with Arsenal’s on-pitch travails exposing him to furious protests from angry fans.Having ended months of speculation by signing a new two-year contract, Wenger believes if his players put on a united front, the exasperated fans will fall into line behind them.“A lot of the trouble was created by my own situation. Maybe I made a mistake,” said Wenger, who will be without want-away Chile star Alexis Sanchez against Leicester due to injury.“Overall I believe that it’s down to us. The trend has always to come from the team.”The bulk of the opening weekend’s fixtures will be played on Saturday and Sunday, with Chelsea starting at home to Burnley.City travel to new-boys Brighton, back in the top tier after a 34-year absence, while United host West Ham.Liverpool, trying to fend off Barcelona’s interest in £100 million-rated forward Philippe Coutinho, are at Watford.Despite finishing second last season, Tottenham, who face promoted Newcastle on Sunday, have boldly abstained from the spending and are yet to make a single signing.The merits of that cautious approach should become clear throughout a fascinating season that serves as a referendum on the go for broke era.Fixtures (1400 GMT unless stated):FridayArsenal v Leicester (1845 GMT)SaturdayBrighton v Manchester City (1630 GMT), Chelsea v Burnley, Crystal Palace v Huddersfield, Everton v Stoke, Southampton v Swansea, Watford v Liverpool (1130 GMT), West Brom v BournemouthSundayManchester United v West Ham (1500 GMT), Newcastle v Tottenham (1230 GMT)last_img read more

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At the Finish Line: Pens, Deacon Jones, LeBron

first_imgPenguins right wing Jarome Iginla (12) goes up and over Boston Bruins defenseman Johnny Boychuk (55) as they battle for the puck during the second overtime period in Game 3 of the Eastern Conference finals in the Stanley Cup playoffs in Boston, June 5. The Bruins beat the Penguins 2-1 in 2OT on a Patrice Bergeron goal. That set off a celebration in Boston — the first for the Bruins at home after they won the first two games of the series in Pittsburgh 3-0 and 6-1. It is the first time all season that Pittsburgh has lost three consecutive games. (AP Photo/Elise Amendola)by Bill Neal• The passing of the now late great Deacon Jones is not only the loss of a true and original legend, but an innovator as well.  Not only did he create the vicious and brutal head slap, but he also named what we now know as “the Sack.”• When MLB brings the hammer down on A-Rod and the other alleged offenders, they will still be about 100 short of all PED’s offenders.• Elgin Baylor, Connie “The Hawk” Hawkins, Julius “Dr. J.” Irving, Michael Jordan, Kobe “Black Momba” Bryant and now LeBron “King James” James.  The greatest of all time…will come again!• Hearts certainly go out to the family of Monica Murphy, the mother of five killed in a car accident by former NBA star Mookie Blaylock in Clayton County Georgia.  So far, tests indicate that Blaylock had no drugs or alcohol in his system and apparently suffered a seizure of some sort and it may be just a tragic accident.• I don’t know much about hockey. In fact, I don’t know anything about hockey. However, I do know this: no team has ever come back from 0-3 to win the Eastern Conference Title!last_img read more

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Leafs play ‘Let’s Make a Deal’

first_imgComing back to the Leafs are 20-year-old goalie Bill Gorn and defenceman Kyle Rosolowski.Gorn, who previous play in the KIJHL for Beaver Valley, came from the Fort Frances Lakers of the Superior International Junior Hockey League while 19-year-old Rosolowski arrived from Osoyoos Coyotes in exchange for the rights of Michael Crawford.Gorn joins Devin Allen as the two goalies on the roster for Nelson.“Rosolowski is a veteran defenceman who has a good solid physical player who sees the ice very well and is calm under pressure,” said DiBella.“Getting Gorn will provide some support for (netminder) Devin Allen who has played well for us this season.”The moves were just a few for the Leafs as the club looks to reduce the roster to 25 player’s cards by 11 p.m. December 1.DiBella remains confident a few tweaks here and there can help the fourth-place Leafs rebound from a dismal November, where the club lost eight of 10 games.The Leafs, fresh from snapping a three-game winless streak Tuesday by defeating Spokane 5-4 in overtime, return to the ice Saturday when Nelson hosts the best in the KIJHL Saturday when Creston Valley Thunder invade the NDCC Arena for a 7 p.m. puck drop.Sunday, Nelson hosts Grand Forks Border Bruins at 7 p.m.BLUELINES: Leafs management made a couple of late moves Thursday, trading forward Charlie Willkie to Princeton Posse before acquiring Alex Meeker from 100 Mile House Wranglers. In 12 games with the defending KIJHL champs, the Edmonton native had five goals and two assists for seven points. Wilkie had one goal and three assists in 25 games with Nelson. . . . Forward Cooper Schroder also came to Nelson from Blind River Ontario Jr. A. while the playing rights for forward Kolten Nelson and defenceman Noah Looman were sent to Chase Heat and Sicamous Eagles, respectively. The Nelson Leafs were awfully busy this week, finding themselves at the center of a handful of trades as the struggling franchise looks to turnaround an awful season on the ice.Leafs’ Head Coach and Director of Player Personel Mario DiBellais looking to close the gap in the Kootenay International Junior Hockey League Murdoch Division, with the trades and roster acquisitions.“We feel the core layers have been consistent from the start of the year, we’re just looking to shore up some holes to make this team competitive to compete for division championship.”The moves comes on the heels of two trades last week by Nelson.To start, DiBella shipped netminder Jason Sandhu to Kamloops Storm of the KIJHL for cash and center Eamonn Miller to OCN Blizzard of the Manitoba Junior Hockey League.“Eammon was a late cut from OCN,” said DiBella. “They were looking for a smooth skating, playmaking centerman and Eammon fit their needs.”Miller had four goals and eight assists in 18 games for Nelson while Sandhu, who joins former teammate Ben Kelsch on the roster of the Storm, registered three wins in nine games for the Leafs.last_img read more

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Humboldt State football, Azusa Pacific meet in GNAC opener, battle of nationally-ranked teams

first_imgARCATA >> Considering the amount of hours they spent on the road last week, ask anybody on the Humboldt State football team about being home and they’ll likely crack an ear-to-ear grin.Being home brings another element to the puzzle, too.Ten days after a thrilling season-opening win in Tennessee, 13th-ranked Humboldt State’s home opener tonight at 6 p.m. will have the added bonus of being against one of the Jacks’ biggest rivals from the Great Northwest Athletic Conference, Azusa Pacific.Last …last_img read more

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Record number of passengers take wing

first_imgIn a year of upheaval and discontent at least one story sparkled: “Air travel was a good news story in 2016,” asserts Alexandre de Juniac, Director General and CEO of the International Air Transport Association. New routes and low fares helped prompt a record number of people to fly.“Three-point-seven billion of them flew safely to their destination,” says the IATA chief. Airlines forged some 700 new routes, linking the world ever more closely, this as average roundtrip airfares fell by US$44.And the show isn’t over yet. Juniac says,“Demand for air travel is still expanding. The challenge for governments is to work with the industry to meet that demand with new infrastructure,” Translation: we need more runways, new terminals and new airports to cover demand.By the numbers, total international passenger traffic skyrocketed 6.7 percent compared to 2015. Capacity—essentially seats and flights—rose by 6.9 percent. Load factors—the percentage seats filled by paying passengers—fell by just a whit, to 79.6 percent. Here is a breakdown of international activity by region:Buoyed by the likes of Emirates, Etihad andQatar the Middle East saw the most robust growth of all regions: 11.8 percent.As it has been for a while now, Asia-Pacific was robust. Demand there increased by 8.3 percent compared to 2015.Despite what IATA calls “some economic and political uncertainty” traffic was up by 7.4 percent among Latin American carriers, even as Latin airlines put on 4.8 percent in capacity.Not since 2012 has activity been as strong in Africa, where determined demand for seats to and from Asia and the Middle East means international traffic among that continents air carriers shot up 7.4 percent. Capacity precisely matched demand.In Europe, international traffic climbed by 4.8 percent in 2016, this while seat capacity gained 5.0 percentage points.Bringing up the rear in terms of international air traffic was North America, whose driving force was the United States. Traffic demand inched up by just 2.6 percent last year. Despite the ongoing consolidation of carriers in the region capacity rose 3.3 percent. Had it not been for strong passenger demand for seats on the transpacific the numbers here would have been even softer.That’s’ the scene as far as international air traffic is concerned. IATA says domestic air travel grew by a healthy 5.1 percent, on average. Interesting to note here that all major markets, save for Brazil, showed some growth.The International Air Transport Association represents some 265 air carriers all told. Together they account for 83 percent of global air traffic.last_img read more

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How to See the Competitive Game of Sales in Slow Motion

first_img Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My brother-in-law’s youngest son is now starting as quarterback for the junior varsity team at his high school. On Saturday, he ran for five touchdowns, beating a team that was supposed to beat his team badly. I asked my brother-in-law whether the game moves slower for his son than other kids on the field, and he assured me it does move slower.The game moves slower for my nephew because he has a deeper understanding of the game. He understands the offensive plays better than most because his father is a football coach. He’s grown up watching and listening to his Dad explain and teach the plays, and he has sat through the film reviews on Saturday mornings from the time he was a small child. Even though my nephew is very young, his Dad has educated him to read a defense. His knowledge and experience make the game move slower for him.If you want the great game of sales to move slower, allowing you to anticipate problems, challenges, and obstacles, and overcome them, you have to acquire a deeper knowledge of your craft, an education that provides you with an advantage.You Can’t Learn to Sell from Reading a BookYou cannot learn to sell by reading a book. You can’t learn to sell by reading many books on sales. You can, however, learn to sell a lot better by reading books. But not only from reading books, but also from training, development, and coaching.When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them. Rackham’s work provided a framework that included situational questions, problem questions, implication questions, and need-payoff questions. At that time, salespeople asked mostly situational and problem questions. No one had described the value of implication questions, or uncovering the motivation for change or the consequences of doing nothing.Imagine two salespeople competing for the same client. One asks questions to understand the situation and the problem the client is experiencing, while the other asks questions about the implication of their issues and the consequences of maintaining the status quo. I would argue the game is slower for the second salesperson.In 1970, Mack Hanan wrote a book titled Consultative Selling. There may not be a book that was so far ahead of the curve as it pertains to selling effectively. Hanan’s primary framework in the book is something he called a “PIP,” an acronym for a Profit Improvement Plan. The general concept was to show your client how what you were selling them would contribute to higher profits.Maybe because every new salesperson’s knowledge base starts at zero, much of what Hanan taught is unknown to most salespeople. The game moves very fast for those who believe they lose deals on price, and most salespeople still struggle to justify the more significant investment they need their clients to make to produce better results. The game moves much slower when you know how to position your higher price and relate it to lower costs, i.e., higher profitability.Without the conceptual frameworks, you can’t make sense of what you are seeing. You can’t learn to sell by reading a book on sales, but you sure as hell can learn to sell better.Process, Methodologies, and JourneysIf you want the game to slow down for you, you need to deepen your understanding of the sales process, particularly the outcomes you need at each stage of the sales conversation and the obstacles to obtaining them. A sales process provides you with an understanding of where you are in space, without which you can quickly lose your orientation. You underestimate the value of the sales process when you believe it is just a way for your sales leaders to forecast. I believe the sales conversation is now non-linear, but that will mean nothing to you if you aren’t aware of the linear process I am referring to, that idea isn’t useful to you.Both Rackham and Hanan’s work are both methodologies. Rackham’s work is a methodology for asking questions to uncover dissatisfaction and the implications of the problems and challenges your client is facing. Hanan’s work is a methodology for positioning your offering and compelling change. These methodologies provide you guidance on how to play the game. When you have access to structures that allow you to see something and understand the choices available to you, you are moving faster than the game–and faster than your competition.Now, there is much work being done on the buyer’s journey, even if the application of business-to-consumer journeys used are inadequate for complex, business-to-business sales. Understanding where the stakeholders are in their buying process provides you with a better understanding of what conversations they will find valuable. When you know where they are now, you are better prepared to serve them.Your processes, methodologies, and frameworks for understanding your buyers all provide you with conceptual frameworks that can shift the game into slow motion for you, allowing you to see what’s coming and make effective choices.My ConstructsAs of this writing, I have written three books.The first book, The Only Sales Guide You’ll Ever Need, is a competency model for salespeople. The framework in that book provides you with a way of looking at your personal and professional development.My second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is a methodology for gaining the commitments you need to control the process and help your clients obtain better results.The third book, Eat Their Lunch: Winning Customers Away from Your Competition, is the most strategic, providing several conceptual frameworks, including Level 4 Value Creation, my approach to starting conversations at the strategic level and compelling change. That book also includes a practical and tactical framework for building consensus, something that can slow the game tremendously when used well.If you want the sales game to slow down for you, you have to speed up your acquisition of the concepts, strategies, and tactics that will provide you with the ability to make sense of what you are seeing.last_img read more

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World T20 India vs Afg: Yuvi and Kohli save the blushes

first_imgIndias strongest suit looked woefully short of its best against Afghanistan in their ICC World Twenty20 opener at the R Premadasa Stadium here on Wednesday. Agreed, the much superior batting line- up was put in first on a bouncy track by Nawroz Mangal, but the manner of dismissals will gnaw at them more than Indias total of 159 for five wickets in 20 overs. Score | PhotosAs it was, India won their first Group A match by 23 runs, but not before the Afghans had put another feather in their cap of giving a top team a scare with their spirited batting display against the 2007 champions weak bowling attack.Yuvraj Singh put the match in Indias grasp with his left- arm spin as he picked up three wicket for 24 while R Ashwin finished with two for 20. Earlier Virat Kohli top scored with 50 ( 39 balls, 4x4s, 2x6s).Opener and Mohammad Shahzad ( 18) got Afghanistan off to a flier, with the highlight being a stunning helicopter shot for four off Zaheer Khan.Soon after the Afghans reached their 50 for one in the seventh over, Yuvraj was introduced and he trapped captain Mangal ( 22) LBW with the first ball.Then, in his third over, he struck successive blows, sending Karim Sadiq and Asghar Stanikzai with the score being 75. But Mohammad Nabi ( 37 off 17 balls) and Shafiqullah smacked him for sixes in his final over.Afghanistan kept playing fearless strokes and were rewarded in the 16th over that cost Zaheer 16 runs, but at the same time they lost wickets regularly, to be dismissed for 136.Earlier, man- of- the- match Kohli and Suresh Raina ( 38) got India to a position of safety.Out- of- form openers Gautam Gambhir and Virender Sehwag failed to get going.Gambhir ( 10) got out in the most predictable way as he played away from the body and got an inside edge onto his stumps. Sehwag ( 8) also perished to his most common dismissal edging behind to an angled delivery from Shapoor.Yuvraj smashed a stunning straight six off just his fourth ball on the fifth anniversary of his six- sixes match against Englands Stuart Broad in the 2007 World T20 but then buckled down in the company of Kohli.Kohli whacked Gulbodin Naib for six in the seventh over, but Yuvraj was struggling to get the spinners away, and was dropped by bowler Nabi in a nine- ball 10th over. Soon after that he cut an off- break from Sadiq straight to short third man.Nabi dropped another return catch, this time from Raina, and that seemed to push Kohli into a higher gear. He hit Sadiq for a four and a six, which came off another spilled catch on the boundary by Samiullah Shenwari. He then creamed Shapoor over extra cover for four.Raina, too, joined in the act, cracking two fours as India reached their 100 in 13.5 overs, before surviving once again as 12th man Izzatullah Dawlatzai dropped a skier.advertisementlast_img read more

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