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Working through some old articles I have written or posted! Here we go,
https://www.ishn.com/articles/91838-safety-sales-up-in-a-down-economy

Using Corp Org Charts To Drive Sales

Complex Sale? No Organization Chart? Why Not?

Posted on July 25th, 2011 by Dave Stein

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Why don’t sales reps don’t utilize org charts for complex opportunities they’re pursuing? Why don’t their sales managers insist that they do? Those graphic representations of a company/division structure are invaluable in a complex sale. The most effective sales coaches I know refuse to help a rep with a deal unless they have an up-to-date organization chart.

Org charts are so important that several sales training companies require them as a critical component of their opportunity and account management approaches. More advanced opportunity and account plans (and supporting software) allow you to overlay a political map on top of the org chart so you see the relationships between influencers, decision makers, your supporters and those who would gladly serve those functions for your competitors. (By the way, if you’re in a complex selling environment and your team isn’t taking the political landscape within the customers’ organizations into account when developing a strategy to win, you need help. Yesterday.)

If a rep can’t get someone in the account to give them an org chart, they should be able to build one with help from their contacts.

Here’s a link to Forbes Corporate Org Chart Wiki. Try it. Think about what impact org charts and the skills to understand them would have on the outcome of your team’s sales opportunities.

Eight Things to Quit To Improve Your Sales Results Now

Eight Things to Quit To Improve Your Sales Results Now http://ow.ly/4cNaj
by S. ANTHONY IANNARINO on MARCH 10, 2011

To succeed in sales, you can’t quit. You can never give up. You have to fire every weapon and you have to play all four quarters. But there are lots of things you can quit to produce better sales results.

Poor Beliefs: Quit the poor beliefs that no longer serve you. Quitting poor beliefs allows you to try on the beliefs that will allow you to practice the behaviors and take the actions that produce better sales results.

Violating the Iron Laws of Sales: Quit violating the iron laws of sales, believing that closing comes before opening, that prescribing comes before diagnosing, and that there will be time for prospecting later. Start following the iron laws and doing the difficult work that make selling easier.

Calling On the Disqualified: Stop calling on the prospects and nightmare clients who should have long ago been disqualified. Your pipeline may not look as nice without these opportunities, but they steal from you the time you need to pursue your dream clients.

Stop Wasting Time: Your greatest constraint is time, and you have to protect it. This means developing the discipline to develop the focus that allows you to produce better sales results faster.

Quit Avoiding Problems: Stop avoiding the problems that are preventing your clients and dream clients from achieving the outcomes that they need—especially if you sold them the outcomes. Your success depends on your ability to help your clients and dream clients succeed.

Believing That You Know Enough: Quit believing that you know enough to win your dream client’s business. Quit believing you have done all the personal and professional developing that you need to do to be your best. Instead, ask the questions and develop the edge.

Buying the Hype: Stop buying the hype that selling is changing so rapidly and irrevocably that nothing that that worked in the past is worth retaining. Know that changes only reinforce how important the underlying deep fundamentals are to selling effectively.

Making Excuses: Drop the excuses and the rationalizations that you believe let you off the hook for poor results. Know that you are responsible for producing your results and that no external factors have as much over your results as you do.
Kevin L. Brown www.kbsinsight.blogspot.com

Boiler explosion in gold mine sends toxic gas causing thousands to be hospitalized

http://www.fs-world.com/Show.asp?ID=10221&Form=1
March 16, 2010


Over 1000 people were hospitalized after inhaling an unidentified chemical substance in the Barrick Gold mine in Cotui, Dominican Republic.

The chemical is so toxic that doctors and nurses caring to the patients need to wear masks.

Apparently, the cause was a boiler explosion that spread the toxic gas around. More than 1,000 workers that were preparing to exploit a gold deposit in the northeast village Pueblo Viejo, Cotuí, were intoxicated by inhaling the yet unidentified chemical substance.


kevin brown www.stardustspillproducts.com
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Chemical explosion sent over 30 people to hospitals in Wisconsin

http://www.fs-world.com/Show.asp?ID=10226&Form=1
March 17, 2010


The chemicals explosion occurred at Olympia Resort and Conference Center at Oconomowoc Resort in Wisconsin, when a worker was reportedly mixing chlorine with another chemical while in the laundry room of the resort.

An employee suffered fractures, burns and an eye irritation in the chemicals explosion , while several other employees were taken to the hospital. As a safety precaution, over thirty people, including employees, police officers and fire rescue personnel also reported to area hospitals after the incident.

HazMat teams were dispatched to the scene to aid in cleanup efforts. It was undisclosed if OSHA will be conducting independent investigations into the workplace explosion.

kevin brown www.stardustspillproducts.com
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Northwest Iowa Dairy Operation to Pay $26,288 Civil Penalty for Discharge of Animal Waste Without Proper Permit

Contact Information: Chris Whitley, 913-551-7394, whitley.christopher@epa.gov

Environmental News

FOR IMMEDIATE RELEASE

(Kansas City, Kan., March 22, 2010) – A dairy operation in Sioux County, Iowa, has agreed to pay a $26,288 civil penalty to the United States to settle allegations that it discharged animal waste pollutants from its facility into a tributary of the Orange City Slough without having a necessary permit.

Stoutjesdyk Dairy LLC, 3265 460th Street, Maurice, Iowa, did not have a National Pollutant Discharge Elimination System (NPDES) permit at the time of an April 2009 inspection by EPA Region 7, according to a consent agreement and final order filed today in Kansas City, Kan. In November 2009, EPA inspectors documented an illegal discharge at the dairy operation.

NPDES permits are required for operations that contain 700 or more dairy cattle, under requirements of the federal Clean Water Act. A permit is required even if the facility contains livestock in separate open and closed facilities within operation, as was the case with Stoutjesdyk Dairy. At the time of the inspection, the agreement says, Stoutjesdyk Dairy was confining approximately 1,260 dairy cows at the location, making it subject to regulation as a large concentrated animal feeding operation.

Wastes from the dairy operation flowed through multiple paths into a tributary of the nearby Orange City Slough. The tributary flows approximately ¼ mile to its confluence with Orange City Slough. Discharges by such means can impact water quality, pose risks to human health, threaten aquatic life and its habitat, and impair the use and enjoyment of waterways.

Through the consent agreement, Stoutjesdyk Dairy has certified that it will cease all illegal discharges and comply with the Clean Water Act.


kevin l brown www.stardustspillproducts.com
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EPA orders DuPont Belle facility to take safety measures

PHILADELPHIA (March 19, 2010) -- The U. S. Environmental Protection Agency has ordered E.I. DuPont de Nemours and Company to review environmental safety procedures at its industrial plant in Belle, W. Va., where the release of phosgene gas in January led to the death of a DuPont employee.

The order results from an EPA inspection of the facility following three releases in January, including the release that caused the death. Based on EPA’s inspection and available information about the operation of the facility, EPA has determined that the facility has not satisfied Clean Air Act requirements that are designed to help prevent accidental releases and minimize the consequences of releases that do occur. The alleged violations include:

• failure to identify hazards which may result from releases using appropriate hazard assessment techniques;
• failure to design and maintain a safe facility; and
• failure to minimize the consequences of accidental releases that do occur.

EPA’s order requires DuPont to, among other things, review all of the facility processes that may pose a threat of accidental releases, provide a report to EPA detailing the review, and implement any modifications to standard operating procedures that are warranted as a result of this review. The order provides that DuPont may request a conference with EPA concerning the alleged violations and requirements of the order.

Throughout the on-going investigation, EPA has coordinated with the Chemical Safety Board, the Occupational Safety and Health Administration, and the West Virginia Department of Environmental Protection.

Kevin L. Brown www.stardustspillproducts.com
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