News you can use from the Eastside of Lake Washington. Bellevue, Bothell, Issaquah, Kirkland, Mercer Island, Newcastle, Redmond, Sammamish, Woodinville
Tuesday, March 31, 2015
AWB statement on proposed Senate budget
“No budget is perfect, but this proposal is an encouraging step for Washington families and employers. It prioritizes education spending, both for K-12 students and college and university students, and it manages to do so without raising taxes on families or employers.
“By avoiding tax increases, Senate leaders have demonstrated they understand that Washington’s economy is still fragile and that many parts of the state are still struggling to emerge from years of recession. In 37 of 39 counties, Washington’s unemployment rate remains higher than the national average. They also proved that it’s possible for the state to live within its means, something that voters have made clear they want.
“We recognize this budget is very different from the one that House leaders proposed, but we are hopeful that lawmakers in the Senate will quickly approve it so legislators in both chambers can begin the hard work of finding a bipartisan compromise that works for all Washingtonians.”
About the Association of Washington Business
Formed in 1904, the Association of Washington Business is Washington’s oldest and largest statewide business association, and includes more than 8,300 members representing 700,000 employees. AWB serves as both the state’s chamber of commerce and the manufacturing and technology association. While its membership includes major employers like Boeing, Microsoft and Weyerhaeuser, 90 percent of AWB members employ fewer than 100 people. More than half of AWB’s members employ fewer than 10. For more about AWB, visit www.awb.org.
Bellevue College VP Dr. Gayle Colston Barge named one of the nation’s top 25 Women in Higher Ed
Barge is recognized as an expert on African-American women and work-life balance. This fall she will present at the Oxford Women’s Leadership Symposium in Oxford, England. She has more than 30 years’ experience in marketing, communications and public affairs positions. At Bellevue College she provides leadership and supervision for all fundraising, marketing and communications outreach, including the college’s 50th anniversary celebration in 2016.
The Top 25 Women in Higher Education issue includes several college and university presidents and executives of educational organizations and associations. The women featured have made a difference in the world by tackling some of higher education’s toughest challenges and exhibiting extraordinary leadership skills. The issue’s cover features trailblazing leader Dr. Belle Wheelan, president of the Southern Association of Colleges and Schools Commission on Colleges, who was selected as the 2015 Dr. John Hope Franklin Award winner. To learn more about this year’s Top 25 Women in Higher Education, please visit: http://diverseeducation.com/W-
About Bellevue College: With an annual average enrollment of over 33,000, Bellevue College is one of the largest educational institutions in Washington State. BC offers associate degree programs covering the first two years of a college education as well as four-year bachelor’s degrees, certificates and continuing education programs in more than 90 professional and technical fields, such as information technology, telecommunications, business, education, health and public safety. Visit and learn more at www.bellevuecollege.edu
MSTRKRFT and Swollen Members Added to the World Ski & Snowboard Festival Music Lineup
WHISTLER, BC – March 27, 2015 – Even more music has been added to the Outdoor Concert Series and Kokanee Freeride Club Series lineup at the World Ski & Snowboard Festival (WSSF) in Whistler, BC.
MSTRKRFT will play a free show in Skier’s Plaza at the base of Whistler Mountain on Sunday, April 19 to close out the WSSF Outdoor Concert Series. MSTRKRFT will turn the energy up and have the crowd dancing one last time before the 20th annual WSSF begins to wind down for another year.
Swollen Members will play a free show in Skier’s Plaza on Saturday, April 11, following the Gibbon’s Big Air which will be held in the Nintendo Terrain Park on Blackcomb Mountain. Swollen Members has close ties with the Festival and have been a part of the WSSF Outdoor Concert Series lineup more times than any other band in WSSF’s 20 year history.
Longstride has joined the Outdoor Concert Series lineup on April 15 and will also play a Kokanee Freeride Club Series show at the Longhorn later that night.
Smalltown DJs, DJ Pump and Illo have all been confirmed to play Monster Energy’s In The Beginning party at the Bearfoot Bistro on Saturday, April 11. In The Beginning is a new event for 2015 and has been added to the WSSF schedule of events to kick things off in true Whistler style. Tickets are available for purchase at wssf.com/In-the-Beginning.
Also new for 2015, the Whistler Comedy Showdown is happening on Tuesday, April 14. The Whistler Comedy Showdown is a stand-up comedy competition featuring a lineup of both newbies and well-known comedians from the Sea to Sky Corridor. The competition will be held at Buffalo Bills with two preliminary rounds, the first on March 31 and the second on April 7. The top three comedians from each show (plus wildcards) will move on to the finale round on April 14 during WSSF. Details and ticket information available at wssf.com/Whistler-Comedy-Showdown.
Girls Gettin’ It Done: Monday Movie Night is another new event on the WSSF schedule for 2015. The event will celebrate women in sport and film and will leave viewers feeling empowered and inspired. The night will feature two films: The Little Things and Pretty Faces. The Little Things, by Darcy Turenne and Marie-France Roy is a snowboard movie project with a serious environmental message, while Pretty Faces from Unicorn Picnic Productions is an all-girl ski film that celebrates the women who are pushing the sport of skiing and living life to the fullest. More information about the event and the films is available at wssf.com/Girls-Gettin-It-Done.
For those who want to get involved with the World Ski & Snowboard Festival:
Registration is now open for the Monster Energy Shred Show Boarderstyle. Entry is free but interested athletes must register online in advance at wssf.com/The-Shred-Show. This year’s event will see a new women’s category and over $6,000 in total prize money. Online registration closes April 14 at 5pm PST.
Filmmakers can now register to compete in the OLYMPUS 72 Hour Filmmaker Showdown. Participants have 72 hours to film, edit and deliver a three to five minute short film all shot within 100km of Whistler beginning April 10. Up to ten films will be selected by an esteemed review panel and screened at the Whistler Conference Centre in front of a live audience on Wednesday, April 15. There is over $10,000 in prizing on the line for the team that wins Best In Show and Olympus is offering a bonus prize of an additional $5,000 if the winning film is shot entirely using Olympus cameras and lenses. More information available at http://www.wssf.com/filmmaker-registration.
WSSF is always looking for volunteers to help out behind the scenes to help put on Whistler’s biggest party of the season. People interested in volunteering can register at wssf.com/Volunteer.
For those who want to make a difference:
The Sea to Sky Walk a Mile in Her Shoes fundraiser returns to WSSF on Sunday, April 12, where men from up and down the Sea to Sky Corridor will rally together to raise awareness in our community about the serious causes, effects and remediation of violence against women. Participants will don bright red high heels and march through Whistler Village at 4pm. Advanced registration is available at wssf.com/Walk-A-Mile-in-Her-Shoes or men can sign up on the day in front of Moguls Coffee House at 3pm. All proceeds from the event go to support the Whistler Women’s Centre.
Whistler Dog Fest returns to WSSF on Saturday, April 18. Dog Fest has been a part of the WSSF schedule since 1998 because Whistler knows canine companions like to party too. A fundraiser for the BC Humane Society, this year’s event will include a dog parade, exhibitions, agility demonstrations and competitions. More information will be posted to wssf.com/Whistler-DogFest as it becomes available.
WSSF’s annual Best of the Fest event will take place at the Garibaldi Lift Co. (GLC) on Sunday, April 19. Tickets are available at wssf.com/Best-of-the-Fest with all proceeds from the event going to Playground Builders, a charitable organization that builds safe play areas for children in underprivileged or war-torn regions. The winning shows from the Olympus 72 Hour Filmmaker Showdown, Olympus Pro Photographer Showdown and Intersection will be shown at the event.
For the kids and the young at heart:
Big Air Bear, the World Ski & Snowboard Festival’s official mascot, will celebrate his 13th birthday with his cuddly companions at Mascot Mayhem on Sunday, April 19. Families are welcome to join Big Air Bear and his best friends for cake, games and good times in Whistler’s Village Square at 12:30pm. More information available at wssf.com/Mascot-Mayhem.
Tickets to the evening gala events are now available for purchase at www.wssf.com.
To connect with the World Ski & Snowboard Festival online, Like us on Facebook or follow us on Twitter and Instagram.
The World Ski & Snowboard Festival has a brand new mobile app called WSSF Live. It is available for FREE in the App Store for Apple and Android phones.
The World Ski & Snowboard Festival (WSSF) is produced by Watermark Communications, a Whistler‐based event production & communications company, and presented in partnership with Tourism Whistler and Whistler Blackcomb. April 2015 will mark the 20th annual World Ski & Snowboard Festival and will celebrate how the event has grown over the years into the largest annual winter sports and music festival in North America. WSSF is a 10 day and night showcase of the best of snow sports, music, arts and mountain culture. Featuring major professional ski and snowboarding competitions, the largest annual free outdoor concert series in Canada, photography and film showcases, and spring skiing at Whistler Blackcomb, the World Ski & Snowboard Festival is the poster child for the ultimate ski and snowboard festival experience. In blazing the way for the youth of tomorrow, the World Ski & Snowboard Festival embodies the mantra: ‘Party in April. Sleep in May.’
Monday, March 30, 2015
Really, “Close” the Sale? Eh, no Sparky. It’s “Earn” the Sale.
It never ceases to amaze me how many people still ask me, “What's the best way to close a sale?”
Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales. It's not a technique. It's not a manipulation. It's not something that you wait until the end of your presentation to do. It's not something that requires intimate timing. You don't have to be afraid of being rejected.
What you have to do is have an intelligent and engaging conversation with someone who is looking to buy you and your product or service – a conversation that involves value, a win for them, a visualized outcome, and an understanding that the sale is made emotionally and then justified logically.
That's a far cry from “closing.”
MAJOR AHA! If the sale doesn't start right, it will never end right.
“Close the sale” is the wrong thought process. The prospective customer is making his or her decision AS the sales call progresses.
If you're really wanting to complete the sale – also known as getting the order and also known as creating an atmosphere in which the customer will buy, there are questions you must answer for yourself in order to increase the chances the sale can be yours.
CAUTION: When you ask yourself these questions, and your own answers come up short of mastery, it’s an indication of why you lose sales. The better and stronger you answer each one, the more likely you are to make the sale.
Think about your last ten sales calls, and ask yourself…
• How prepared were you in terms of the customer?
• How ready were you to make a sale?
• How friendly were you?
• How enthusiastic were you?
• How emotionally engaging were you?
• How intellectually engaging were you?
• How self-confident were you?
• How relatable were you?
• How compelling was your presentation?
• How different were you perceived to be?
• How valuable were you perceived to be?
• How believable were you?
• How trustworthy were you perceived to be?
Close the sale? No! It’s not an action. It’s a culmination and sum total of the elements that makes a favorable decision possible.
The close of a sale is a delicate balance between your words and deeds, and their thoughts and perceptions. And a sale is ALWAYS made – either you sell them on yes, or they sell you on no.
SECRET: You give me a prepared, friendly, enthusiastic, emotionally-engaging, intellectually-engaging, unique, valuable, compelling, believable, self-confident, relatable, trustworthy salesperson… And I’LL GIVE YOU A SALE! No close needed.
It is NOT the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to engage the prospect.
It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove value to the prospect.
It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove differentiation to the prospect.
It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to EARN the sale.
There have been more words written about closing the sale than any other aspect of the selling process or the sales cycle. Most of it is manipulative rubbish. Most of it centers on your ability to push the prospect into a corner and make them feel pressured to make a decision. That pressure will often result in a no, or some kind of stall that will ultimately result in a no.
I've just given you an accurate dose of just who is responsible for making a sale, and how it should be completed.
NOTE WELL: By using this approach to selling you have just eliminated all of the silly objections and stalls. Price too high, need to think it over, we all meet next week and will decide then, call me next Tuesday, send me a proposal, yada, yada, yada.
Yes, I too have written a ton of information on “closing the sale.” You can find it in The Sales Bible, The Little Red Book of Selling, The 21.5 Unbreakable Laws of Selling, and various blog posts and webinars. All of that information is in harmony with my philosophy: zero manipulation and build a trusting relationship.
THE KEY: Be comfortable with yourself. If you're in a selling situation and you aren't feeling the love, or feeling the comfort, or feeling the relationship, or feeling the mutual communication then the best thing to do is back off, and be truthful. Truth will win you more sales than manipulation. All you have to do to change and improve your outcome is change your mindset from “close” to “earn.”
Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.
© 2015 All Rights Reserved - Don't even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112
AWB statement on proposed House budget
“Although this budget makes some important investments in education and social services, it is disappointing for Washington employers, particularly small-business owners, because it proposes to pay for them by raising taxes on small businesses, a group that already pays more than its share of the state’s tax burden. Washington businesses pay more than 54 percent of state and local taxes.
“Raising the state’s gross receipts tax, known as the business and occupation (B&O) tax by 20 percent on services, as this budget proposes, would hit more than 100,000 small businesses hard at a time when most of the state is still waiting for the economic recovery to arrive. In 37 of 39 counties, Washington’s unemployment rate remains higher than the national average and in many counties, including Pacific, Grays Harbor and Okanogan, the unemployment rate is above 10 percent.
“We also have concerns about the proposed capital gains tax. Although it’s described as a tax on high-income individuals, it could impact a wider group than intended, including some small businesses.
“Raising taxes in this climate, and repealing tax incentives that voters have previously endorsed, will make Washington less competitive for many employers, particularly small, family-owned businesses, and will not stimulate much-needed job growth.
“Washington is expected to bring in $3 billion more during the next budget cycle. That’s about a 9 percent increase over the current budget, a rate of growth that most businesses would be delighted to see. Voters have made it clear they want lawmakers to fund necessary services while still living within their means.
“We look forward to seeing the Senate Majority Coalition Caucus’ budget proposal soon.”
About the Association of Washington Business
Formed in 1904, the Association of Washington Business is Washington’s oldest and largest statewide business association, and includes more than 8,300 members representing 700,000 employees. AWB serves as both the state’s chamber of commerce and the manufacturing and technology association. While its membership includes major employers like Boeing, Microsoft and Weyerhaeuser, 90 percent of AWB members employ fewer than 100 people. More than half of AWB’s members employ fewer than 10. For more about AWB, visit www.awb.org.
16,000 Jobs Lost Under House Bill 1355
Connor presented the findings from a report conducted exclusively on HB 1355 by NFIB’s Research Foundation to the Senate Commerce & Labor Committee at this afternoon’s hearing on the measure. “Common sense alone should warn what would happen if you shocked employers with a nearly 30-percent spike in the state’s minimum-wage rate,” said Connor, “but our study, which uses the most sophisticated economic modeling available, puts in graphic detail the economic peril contained in HB 1355.”
Michael Chow, senior data analyst for NFIB’s Research Foundation, used the Business Size Insight Module to produce the report on HB 1355. BSIM is a dynamic, multi-region model based on the Regional Economic Models, Inc. structural economic forecasting and policy analysis model, which integrates input-output, computable general equilibrium, econometric, and economic geography methodologies. The BSIM has the unique ability to forecast the economic impact of public policy and proposed legislation on different categories of U.S. businesses differentiated by employee-size-of-firm.
HB 1355 would raise the state’s hourly minimum-wage rate to $12 from its current $9.47, already the highest of any state in the nation (the District of Columbia’s rate is $9.50). The federal minimum-wage rate is $7.25. HB 1355 squeaked out of the House on a 51-to-46 vote on March 3. Today’s hearing in the Senate was its first in that chamber.
“It will forever bear repeating that the minimum-wage rate is an entry-level wage earn almost entirely by teens and young adults starting out on their working lives,” said Connor. “Raising it has mainly one effect, and that is to remove the first rung up the economic ladder for tens of thousands of young people. This state also has a disingenuous history with this issue, after voters were promised that a 1998 ballot initiative linking future increases in the minimum-wage rate to rises in the Consumer Price Index would forever solve the issue and remove it from politics.”
The entire 19-page BSIM analysis can be read here.
For more than 70 years, the National Federation of Independent Business has been the Voice of Small Business, taking the message from Main Street to the halls of Congress and all 50 state legislatures. NFIB annually surveys its members on state and federal issues vital to their survival as America's economic engine and biggest creator of jobs. NFIB’s educational mission is to remind policymakers that small businesses are not smaller versions of bigger businesses; they have very different challenges and priorities.
11 Questions with Scott Cameron Co-Founder of Land Advisors Organization
My very first job was at a grocery store in my home town. I stocked shelves and bagged groceries when I was in high school.
- What did you do before you got started in real estate?
After I graduated from college, I worked for a division of US Steel Corporation outside of Philadelphia as a management trainee. This position involved learning a variety of skills and offered an introduction into sales. I learned a lot, including respect for those men and women working for years on graveyard shifts to support their families.
- How did you get started in real estate?
While I was working in the Mid Atlantic I played on flag football team. One of my teammates was in real estate development and he invited me to interview with East West Partners to sell new homes and lots in a master planned community in Richmond, Virginia. East West Partners then brought me to the Puget Sound where I dove into the real estate market as the marketing and sales director for a master planned community called Lakemont, which is a 468 lot community on Cougar Mountain.
- Why did you transition into selling land?
I sold lots to buyers and builders from the beginning of my real estate career, and transitioned to selling raw and entitled land when the opportunity arose in 1999.
- It seems like most of the desirable land has already been developed – where are the ‘spots’ in our market?
The areas that we expect to see substantial growth are core markets with easy proximity to the major arterials, such as the communities along 405 and I-5, especially in Pierce, North King and Snohomish counties. The most successful communities have a good school district with access to amenities such as shopping and entertainment. These are and will continue to be hot spots from a rental, multifamily and single family development perspective.
We also anticipate more development in Seattle’s urban core with the gentrification of blighted neighborhoods resulting in greater urban density.
- What kind of process do you use to find land to sell?
Our process is simple: a) know the market, b) maintain great relationships with builders, developers, private landowners and other brokers while sustaining an active presence with trusted advisors who represent families and trusts. We use electronic newsletters, events and social media to stay in touch with our constituents. Integrity and results generate business.
- How have the tools changed since you’ve been in the business?
Market research is a key differentiator in our business. Before the days of digital communication, we did a lot “windshield” and word-of-mouth market research that took a great deal time to do and substantial dependence on information owners. Now we have the benefit of easy access to any information we need with propriety subscriptions to specialized, in-depth market research.
- Have you had any mentors in your business career? Role models?
Yes, I’ve been blessed with the opportunity to have worked with many bright, entrepreneurial, hard-working and funny people from whom I have learned and borrowed traits from. One of the biggest was not taking myself altogether too seriously.
- What was the best piece of business advice that you’ve ever received?
Work smart. Work hard. Follow your heart and your passion.
- Have you read any good business or real estate books lately? Any you would like to recommend? Any other sources of information to share: blogs, podcasts, email lists, YouTube channels?
On the business side I tend to read books and articles, listen to podcasts and subscribe to emails that focus on building relationships and understanding people. Two of my favorites are StrengthFinder and the podcasts presented by Vistage, a CEO and business owner group that I am a member of.
- You are known for giving back to the community and supporting local non-profits, which ones are you most active with?
I’ve been actively involved in the Boys & Girls Club of Bellevue for years. I also support Augie’s Quest, which funds ALS research, and I participate in mission trips to build homes in Mexico with Esperanza International. Most recently I’ve dedicated time to a new chapter of HomeAid which is the non-profit arm of the National Association of Home Builders.
Bonus question: What is it like at Notre Dame on St Patrick’s Day?
Every day at Notre Dame was St. Patrick’s Day!
Scott Cameron is the Co-Founder of Land Advisors Organization. Land Advisors Organization can also be found on Facebook and LinkedIn.
Sunday, March 29, 2015
New World Chenin Blanc Leads Division Winemaking Company Spring Releases
Wednesday, March 25, 2015
Pike Place Market to Hold Annual Arcade Lights Festival April 24
As a longtime starting ground for small, local businesses with big ideas like Rachel’s Ginger Beer, Britt’s Pickles and Ellenos Yogurt, Pike Place Market gathers the best and the brightest purveyors in the region under one roof for just one night at Arcade Lights. The challenge is what to taste first!
Guests will have the opportunity to enjoy returning favorites, such as City Fish, Pike Brewing Company, Piroshky Piroshky, The Yellow Leaf Cupcake, Veraci Pizza, Wildridge Winery, and more. Several new purveyors will also be joining Arcade Lights this year, including Bake My Day, Bavarian Meats, Copperworks Distillery, Pike Place Chowder, Red Duck Foods, and others.
Arcade Lights benefits the Pike Place Market Foundation, a major funder of five social service agencies located in Pike Place Market that support low income families and individuals including, a food bank, senior center, childcare and preschool, medical clinic and assisted living facility.
Arcade Lights is sponsored by Seattle Met, Vigor Industrial, Dry Soda and Pike Place Market PDA.
Entry fee includes 10 tokens redeemable for your choice of food and beverage and a keepsake glass. Additional tokens are available for purchase at the event. For guests 21 and over.
What: | Arcade Lights, a one-night celebration of artisan food, craft beer and Washington wine |
When: | Friday, April 24, 7 - 10 p.m. |
Where: | Pike Place Market: North Arcade at Pike Place and Pine Street |
Tickets: | http://2015arcadelights.bpt.me/$60 General Admission, 7 p.m. $80 Early Entry, 6:30 p.m. Your opportunity to enjoy the festival 30 minutes before General Admission! $120 VIP Tasting, 6 p.m. Access to VIP lounge with comfortable seating, exclusive tastings from local elite artisan vendors (no tokens required), 5 extra tokens, plus early entry into main arcade tasting area Pike Place Market is one of the oldest continuously operating public markets in the U.S. It is a Historic District with 250 commercial businesses, 80 farmers, 225 craftspeople, 400 street performers, and 500 residents. In addition, there are social services to help downtown’s low-income residents. It is often called the “Soul of Seattle.” The Pike Place Market Preservation & Development Authority (PDA) is a not-for-profit, public corporation chartered by the City of Seattle in 1973 to manage the properties in the nine-acre Market Historic District. The PDA is required to preserve, rehabilitate and protect the Market’s buildings, increase opportunities for farm and food retailing in the Market, incubate and support small and marginal businesses, and provide services for low-income people. www.pikeplacemarket.org |
Navy Petty Officer Frederick Santos, from Auburn Helps Rescue Fishermen in Philippine Sea
USS BLUE RIDGE, At Sea – Sailors stationed on board the U.S. 7th Fleet flagship USS Blue Ridge (LCC 19) rendered assistance to a fishing vessel suffering from mechanical difficulties March 25.
Five Filipino nationals had been fishing at sea when their boat’s motor stalled out, and the vessel was taken out by the current, leaving them adrift for three days with no food.
Blue Ridge watchstanders initially could only make out a small boat and a flag, but once the ship was within three nautical miles of the vessel, they noticed it didn’t appear to be moving and several men were inside.
“We thought it was strange to see something in the water, so we slowed down to get a better look,” said Ensign John Li, Blue Ridge officer of the deck during the response. “As we began looking for signs of distress, we noticed someone was waving a white T-shirt, while someone else was waving a flashlight.”
“I could see them jumping up and down trying to get our attention,” said Hospitalman Cassandra Spain, a bystander. “Their boat was being tossed around like a little toy due to the sea state.”
Responding to the men’s need of immediate assistance, Blue Ridge deployed a boarding team via rigid-hulled inflatable boat for a rescue and safely brought the five men on board the ship.
Once on board, Blue Ridge’s medical crew provided basic first aid, showers and a change of clothes. The men were found to be suffering from hypothermia and malnourishment among other ailments.
“These are situations Navy medical professionals are trained for,” said Blue Ridge Medical Officer Lt. Cmdr. Omar Saeed. “Luckily, we were there at the right place and the right time to save a life.”
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"Why Being There Matters"
On our planet, more than 70 percent of which is covered by water, being there means having the ability to act from the sea. The Navy is uniquely positioned to be there; the world's oceans give the Navy the power to protect America's interests anywhere, and at any time. Your Navy protects and defends America on the world's oceans. Navy ships, submarines, aircraft and, most importantly, tens of thousands of America's finest young men and women are deployed around the world doing just that. They are there now. They will be there when we are sleeping tonight. They will be there every Saturday, Sunday and holiday this year. They are there around the clock, far from our shores, defending America at all times.
Tuesday, March 24, 2015
Packaging Innovations For 2015: Can You Save Your Big Business Money?
If you own a big business where you sell products, one of the costs that you have to cover is packaging. There is no doubt that you spend a lot on packaging items, as you have to make them attractive to consumers. You may need packaging printers, too, to make the job more efficient. In addition, you also have to spend on packaging costs when delivering items, especially fragile items.
For decades, designers have come up innovative packaging ideas that will not only set your products apart from your competitors but can also save your business money. Here are some top tips…
GEAMI WrapPak
WrapPak is used for fragile items and is a neat alternative to using plastic wrap and bubble wrap when packing products. Best of all it is a recyclable material, so you will be doing your part in saving the environment. The cost-effective WrapPak comes with its own HV converter, which converts paper to a 3D honeycomb appearance. Users can then lock the angles of the paper together, eliminating the need to use tape when wrapping different items.
Disposable Food Bowl
Another way to save the planet with your packaging is with the Disposable Food Bowl. This food bowl is made of biodegradable materials, which can save you a lot of money on packaging. In addition, it comes with seeds that you can plant using the food bowl. After consuming the food item, simply put the seeds in the container with some soil and plant it on the ground. The food bowl will eventually degrade, and you will be left with a plant. Big businesses should this as a big marketing opportunity – something that could actually be a selling point to the eco-conscious consumer when they consider their lunch options. In a crowded market, bug businesses can really stand out with this.
PlantBottle
The PlantBottle is the world’s first recyclable plastic bottle that is partially made from plant-based materials. This bottle does not only save the environment, it also uses less petroleum to make, which can save you money. Coke, which is known for using plastic bottles, has started using the PlantBottle, and the company is planning to use 100% PlantBottle by 2020. Where Coke leads others will follow – big businesses can get in on the act in 2015.
360 Paper Bottle
The 360 Paper Bottle is the first of its kind. It is a single-serve water bottle that is made of all natural materials such as palm leaves and bamboo. You may wonder how a paper bottle can hold liquid. The 360 Paper Bottle has a very thin film lining the insides, so that the liquid does not penetrate the paper bottle. The product is made of 100% renewable resources, which is not only cheaper than plastic bottles but is also safer for the environment. This could become a marketable feature for a big business. Customers will love the novelty value of using a paper bottle, again showing that packaging can become a highly valuable feature for your product and is a chance for a big business to stand out from a rival.
These are some of the packaging innovations that you can use for your enterprise. As you can see, innovative packaging solutions will not only help your business save money, but they are also environmentally friendly, which is always a good thing. Some of the latest eco-friendly innovations could also be the key to helping your product to stand out from the crowd too.
The Old Way or the New Way? It’s Really Not a Choice Anymore.
My sales perspective flies in the face of traditional selling. And it’s not just a disruption – it’s the new way of sales. What’s your perspective?
Last week (in part one) I discussed the worthlessness of the old way of selling – everything from cold calling and finding the pain to overcoming objections and closing the sale. I referred to “the old ways” as manipulative, insincere, and aggressive and cautioned that customers and prospects are not only against it, they’re insulted by it! Ouch.
Me? I prefer being assertive. And there is a huge difference between assertive and aggressive. Here are the four majors:
• Aggressive salespeople tell. Assertive salespeople ask.
• Aggressive salespeople try to “close.” Assertive salespeople use testimonial proof.
• Aggressive salespeople go for the sale. Assertive salespeople go for the customer.
• Aggressive salespeople think “quota.” Assertive salespeople think “relationship.”
Which one are you? It's the difference between the old way and the new way.
Here's my list of what's happening NOW in sales. The New Way. UPDATE: Sales will be happening the new way for the foreseeable future:
• Value attraction. A marketing approach that tells me how I win, not who you are.
• Social attraction. A social presence that’s value-message based. Social messages that your prospective customer can find. NOTE: It's time to rethink and revamp the so-called "law of attraction." If you're looking to identify and attract willing buyers, value attraction and social attraction are the new laws. Value attraction and social attraction are the new way of selling.
• Find the pleasure. Things you both know about and like will make the sale easier and faster than painful things (that are likely none of your business) that make the prospect uncomfortable.
• Ask emotionally engaging questions. Ask questions about them (the prospect or customer), that make them respond in terms of you. Uncover their experience, their wisdom, and their knowledge.
• Discover the customer’s motive to buy. Why people buy his one billion times more powerful than how to sell.
• Give perceived value beyond price. As a customer, I don't need justification to make a purchase. I need a perception that the value you offer me in exchange for my money is greater than the price you’re charging. I need to know how I win, produce, and profit as a result of purchase. I already know what it is, I already know what it does, I already know how it works. I don't need you to tell me you're the greatest. I just need you to tell me how I win after I take ownership.
• Confirm the urgency of your offer. Once you understand the customer's motive to buy, their urgency becomes apparent. If you haven't uncovered their motive, you will never know when they intend to purchase.
• Provide “voice-of-customer” proof. Video testimonials are the new black. When you say it about yourself, it's bragging. When a customer says it about you, it's proof. Take advantage of your best salespeople – your loyal customers! Testimonial videos can be offered as sales proof during a presentation and can also be posted on every form of your social media outreach. One of the most interesting aspects of testimonials is they also reinforce the belief of salespeople in their own product.
• Be both available and easy to do business with. 24.7.365 is the new 9-5. I want a friendly, intelligent, live human being to answer the phone when I call, and so does EVERY HUMAN BEING ON THE PLANET.
• Give “after the sale” value. Once I purchase, show me more and tell me more about how I can use, produce more, and profit more from what I own. Give me a weekly value message, not another sales message. Serve me, WOW me, and surprise me.
• Earn customer loyalty. Loyalty is earned slowly over time. (Just like trust.) Loyalty is gained with quality of product, ease of doing business, availability of people, online alternatives to both purchasing and service, speed of response, and value received. Loyal customers purchase time and time again without regard to price. Loyalty is defined in two parts: Part one: Will the customer do business with you again?Part two: Will the customer refer you? If they do both, that’s loyalty. Any other measurement is bogus.
• Earn referrals. Asking for referrals has been replaced by earning referrals and giving referrals. Think about the last time you GAVE a referral. Oh wait, maybe you never have! That's because giving referrals requires work. I didn't say the new way of selling was easy, I just said it was a new way. Ask before you tell. Give before you get. Earn before you ask.
• Build online and word-of-mouth reputation. What are you known as? What are you known for? What is your image? What is your Google image? What is your social image? These five elements comprise your reputation. No asset is more valuable.
• Build relationships. Everyone talks about being relationship oriented. But my findings show just the opposite. A quick review of the elements above will let you see exactly where you are on the “solid relationship” scale. I don't want you to be relationship oriented, I want you to be relationship building. Every day.
Review this list and rate yourself between 1 and 10. Anywhere you score less than a seven in is telling you you're not near the new way yet. Work at it!
The new way will pay.
FREE GITBIT. I'll be writing more about the new way of selling, but for now if you would like to get both part one and part two that I've written, go to Gitomer.com and enter the words NEW WAY in the GitBit box.
Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.
© 2015 All Rights Reserved - Don't even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112
Monday, March 23, 2015
Bellevue Teacher Catherine Guilford Honored as Elementary Teacher of the Week!
Each student received a goody bag full of prizes from McDonald’s, Dairy Farmers of Washington, KOMO 4, and STAR 101.5! Catherine Guilford received a personalized plaque from Trophies2Go and a $100 check. Plus, Mrs. Guilford got a makeover courtesy of Blanc N’ Schwartz Salon in Kent.
STAR 101.5’s “Elementary Teacher of the Week” is a program that allows students to recognize local, deserving teachers for their commitment to the quality education of children. To nominate a teacher go to STAR1015.com.
Tim Lennon to join The Vera Project as Executive Director
“Vera’s staff, members and board are thrilled that Tim will be leading this beloved organization,” said Chris Nelson, chair of Vera’s board of directors. “We were all impressed by Tim’s energy, his ideas for Vera’s future, and his commitment to social justice.”
Lennon has worked in Seattle’s arts community for more than a decade. He comes to Vera from the Seattle Office of Arts & Culture, where he oversees summer concerts, the Mayor’s Arts Awards, public space arts activations and other events. He was program manager for The Next 50 series celebrating the 50th anniversary of the 1962 World’s Fair at Seattle Center, which is also home to Vera. Over the years, he has also worked with One Reel, Elliott Bay Book Company and the University of Washington.
In January, he was a featured panelist at Vera’s “Ferguson Seattle: Mobilizing Our Community” open discussion on racial issues in Seattle.
“The Vera community has fundamentally changed the local arts, music and political landscapes,” Lennon said. “It also fundamentally changes the lives of all who've found a home here. I am honored and beyond excited to serve the members, volunteers, staff and board in building on that legacy and helping them take Vera to the next level.”
One of Lennon’s first tasks will be working leading Vera through a strategic planning process with Andy Fife and Michele Scoleri, longtime Seattle arts leaders who have served as co-interim directors of Vera during the past year.
“This is a fantastic time for Vera,” Nelson said. “Along with SIFF and our soon-to-be neighbor, KEXP, Vera is helping to create an electric environment on the Uptown corner of Seattle Center. We’re eager for Vera members and staff, led by Tim, to make it one of the city’s most exciting creative hubs."
There will be a public reception at The Vera Project to welcome Tim Lennon on Thursday, April 9th at 8pm.
About The Vera Project
VERA—an acronym for the Latin “Veri Et Recti Amici,” or "true and sincere friends"—is an all-ages volunteer-fueled music and arts venue. By engaging participants at all levels of music production and community organizing, Vera fulfills its mission to foster a participatory creative culture through popular music concerts, arts programs, experiential learning and volunteer opportunities for all ages, especially young people. Vera’s programs are always all ages, with a focus on young people ages 14 to 24.
8 Scientific Steps for Hiring the Best Salesperson
This has become an industry-wide debate, in fact, using more science and data is now a debate across all industries including “Money Ball” in sports or native advertising in marketing.
While the science and data debate persists among salespeople, with each side having valid points, the issue becomes clearer when discussing the best practices of hiring of a salesperson.
The fact is, while old school sales and hiring techniques are timeless, a hiring manager would be remiss not to use all the latest data, tools, and techniques at their disposal when making a decision as critical as hiring. Bad hires not only affect the company’s bottom line but can ultimately impact the lives of its employees.
Eliot Burdett, CEO of Peak Sales Recruiting, a leading B2B sales recruiting company, explains that a scientific approach is essential to hiring and that when hiring managers “go with their gut”, it can be a recipe for disaster.
Why? In the absence of science, subjectivity enters the equation. Methods such as a rigorous and consistent process, using third party psychometric testing, and hiring based on score not feel, have proven to achieve better results.
Burdett offers the following 8 scientific steps proven to hire the best salespeople, a process that has led his company to achieve a success rate 50% higher than the industry average:
1) HAVE A STRUCTURED AND CONSISTENT PROCESS: Everything begins and ends with a consistent hiring process for each and every candidate. This will offer an ‘apples to apples’ comparison and allow the company to determine with the highest degree of certitude who the best hire will be. Multiple interviews involving all stakeholders in the hiring decision should be used for each candidate.
2) REMOVE SUBJECTIVITY, BE OBJECTIVE: Without science, an interviewer’s mood - good or bad - can come into play. The Halo Effect, a cognitive bias based on preconceived notions can also falsely determine the best candidate. Removing subjectivity also has the added benefit of protecting a “green” interviewer who may not yet possess the battle-tested ability to spot salespeople who ‘blow smoke’.
3) EXTENSIVE BACKGROUND RESEARCH: Every person will play up their successes. Were they real or not? Verify everything the candidate claims and cross-reference it to double check. This is an often overlooked step and taking a candidate’s word at face value can lead to a failed hire.
4) CONSTRUCT A HYPOTHESIS AND THEN TEST IT: Determine why the candidate will be successful in the organization. Is it because they have consistently exceeded their quota? Worked in the same industry for years dealing with target buyers? Are they an ‘up-and-comer’ who is hungry to move up the corporate ladder? Then put them through a rigorous test including multiple rounds of behavioral based interviews with trained interviewers, with a focus on the candidate’s experiences, selling approach, personal and professional objectives, and behavioral traits. Look for correlations between a candidate’s selling success, their selling environment, and DNA to determine situational selling results.
5) HIRE BASED ON SCORE NOT FEEL: Create a unique point system using set criteria. Award points if they have met or exceeded their quota for the past five plus years, fit into company culture, and other categories based on a particular role. While certain intangibles don’t always show up in the stat sheet, when it comes to an industry where meeting numbers is king, hiring based on score, not feel, has a proven success rate.
6) USE THIRD PARTY PSYCHOMETRIC AND BEHAVORIAL TESTING: These standardized tests or procedures give insight far beyond what an untrained mind can see. Psychometric tools vary in the degree of formality but have enormous predictive ability.
7) NON-TOKEN REFERENCE CHECKS: Calling a reference and meekly accepting canned answers about how the candidate is a “go-getter” will not get the job done. Dig deeper and really find out about their strengths and weaknesses, why they lost deals, and how they responded. This thorough approach can tip the scales between two finalists.
8) ANALYZE THE RESULTS: Tally up the results and include all the stakeholders in the final decision making process. By making the final decision based on score, not feel, in addition to the stringent, scientific approach listed above, a company will have a much higher success rate when hiring salespeople.
About Peak Sales Recruiting:
Peak Sales Recruiting is a leading B2B sales recruiting company that specializes in finding sales professionals in the technology, professional services, telecom, manufacturing and industrial sectors.
Founded in 2006, the company has achieved a success rate 50% higher than the industry average, working with a wide-range of clients including mid-size and world-class companies including P&G, Gartner, Deloitte, Merck, Western Union and others.
A proven, rigorous, scientific methodology is specifically tailored to meet each client’s unique needs. This includes detailed role profiling, targeted headhunting, comprehensive candidate assessment, a unique fee structure and guarantee, all complemented by on-going advisory services.
Peak Sales Recruiting has proven to help clients accelerate and ensure superior long-term sales growth; enhance the effectiveness of HR teams; reduce operating costs, and; enhance company valuations and investor confidence and attractiveness.
The company was founded by CEO Eliot Burdett and CSO Brent Thomson. They share 40 years of experience leading and recruiting high performance sales teams and co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast.
About Eliot Burdett:
Eliot Burdett is the Co-Founder and CEO of Peak Sales Recruiting, a leading B2B sales recruiting company launched in 2006.
Under his leadership, the company has achieved double digit annual revenue growth and has a 90% success rate working with many leading boutique, mid-size and Fortune 500 companies such as Gartner, Deloitte, P&G, and others
Prior to Peak, Eliot spent more than 20 years building and leading companies by recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software) and served as Vice President of Sales for PointShot Wireless.
Eliot received his Bachelor’s Degree in Communications from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast
Thursday, March 19, 2015
Sip at the wine bar & restaurant Hosts Wine 101
Sip at the wine bar & restaurant Hosts Wine 101
Who: Sip at the wine bar & restaurant
What: Wine 101
When: Tuesday, March 31st, 7:00pm
Where: Sip at the wine bar & restaurant
1084 NE Park Drive
Issaquah, WA 98029
Sip at the wine bar & restaurant is hosting Wine 101 on March 31st at 7pm.
The event will feature 5 wines paired with 5 snacks, a wine tutorial, tasting notes from each winery, tasting sheets, and more for only $20 per person.
For more information and to purchase your ticket, please call 425-369-1181 to speak with a manager on duty.
Patent Agreement Announced by Microsoft and Fuji Xerox
Fuji Xerox Co. Ltd. and Microsoft Technology Licensing LLC announced on Thursday a broad patent cross-licensing agreement. Building on a 2007 cross-licensing agreement, today’s agreement ensures that Microsoft and Fuji Xerox continue to benefit from access to each other’s substantial and valuable patent portfolios and accelerate research and development.
“Today’s agreement demonstrates the power of patent licensing to stimulate engagement and innovation,” said Nick Psyhogeos, vice president and executive director of Microsoft Technology Licensing. “This expanded deal between our companies demonstrates that the opportunities for collaboration across our mutual technologies and intellectual property assets continue to grow. We look forward to further strengthening our partnership with Fuji Xerox in the years ahead.”
This agreement covers a broad range of products and services offered by Microsoft and Fuji Xerox, including digital imaging, document management and mobile consumer products. Microsoft and Fuji Xerox have a long history of working together to bring high-quality, cutting-edge products to consumers. Contents of the agreement will not be disclosed.
“We are pleased to continue our mutually beneficial patent agreement that respects each company’s innovations and intellectual property, encourages greater interoperability, and provides valuable protections for consumers,” said Yasuaki Onishi, corporate vice president of Fuji Xerox.
Microsoft’s commitment to licensing IP
The patent agreement is another example of the important role intellectual property (IP) plays in ensuring a healthy and vibrant technology ecosystem. Since Microsoft launched its IP licensing program in December 2003, the company has entered into more than 1,100 licensing agreements. More information about Microsoft Technology Licensing’s programs is available athttp://www.microsoft.com/iplicensing.
About Fuji Xerox
Founded in 1962, Fuji Xerox Co., Ltd. is in the Document Services & Communications field, offering solutions and services to help customers resolve their business challenges. Underlying their solutions and services are their world-class office multi-function devices, printers and production printers that we develop and manufacture for worldwide distribution. Together with cloud and mobile solutions, Fuji Xerox builds a communications environment that enable their customers to access the right information, at the right time, and in the right form — thereby contributing to their valuable communications.
Fuji Xerox is a 75-25 joint venture between FUJIFILM Holdings Corporation and Xerox Corporation, and its direct sales force covers Japan and the Asia-Pacific region including China. We employ approximately 45,000 people globally, with more than 80 domestic and overseas affiliates / sales subsidiaries. http://www.fujixerox.com/
About Microsoft Technology Licensing
Microsoft Technology Licensing LLC was formed in 2014 to acquire, manage and license Microsoft’s patent portfolio.