Use the audio sub mix feature in Adobe Premiere Pro to apply audio effects to multiple tracks at once – a trick for working smarter, not harder!If you’re looking to speed up your workflow, improve consistency in the sound of your clips and better organize your audio, consider applying audio effects to submixes in Premiere Pro. Submixes provide a quick and easy way for multiple audio clips (and tracks) to all use the same effects and filters. Make one change to an effect and it will change all the audio clips associated with that submix. Huge timesaver!In this Adobe Premiere Pro tutorial we’ll tackle:When to apply audio effects to multiple tracksUsing the Audio WorkspaceCreating a SubmixApplying audio effects to a SubmixWhen to Apply Audio Effects to Multiple Tracks in PremiereBefore we get into the details, lets talk about when you would need to apply audio effects to multiple tracks in Premiere Pro.Say that you have 2 tracks of narration that you want to apply the same EQ to. The hard way would be to apply EQ to each clip on each track separately.The less hard way is to apply the effect to to each track, and the easiest is to apply the effect to a submit so the EQ effects multiple tracks.I tend to go ahead and make sub mixes in Premiere Pro even if I have just one audio track. That way if I do add multiple tracks later, the submit is already setup and I just assign the additional tracks.Using the Audio Workspace in Premiere ProUsing Premiere Pro’s workspaces save you time in that they set up a layout suited to specific tasks. In this instace we’ll want to work with the Audio layout.Go to Window > Workspace> Audio. This workspace rearranges the layout, with the Audio Mixer on a tab with the Source Window and the Project top left.Click on the triangle top left on the Audio Mixer to reveal the Effects and Sends panel.Creating a Submix in Premiere ProTo use the same effect on multiple Premiere Pro audio tracks, you create a submix and send both tracks to it, and apply the effect to the submix.For Audio 1, click in the Sends panel, and in the first slot click and select create stereo submix.Below that click on the Master pulldown and change it to submix 1. Now Audio 1 is sent to submix 1.Repeat the steps to send other tracks to the submix. Simple enough, right? Now, let’s look at how to apply effects to submixes.Applying audio effects to a SubmixClick in the the top slot of the Effect panel (top left panel of the Audio Mixer) to add an Effect. (I added EQ).To adjust the EQ, double click it to open the parameters for the EQ and adjust as needed (I rolled off the low and high end)You can add up to 5 effects and 5 submixes. You can also rename your tracks and sub mixes as needed by clicking on their names (turns blue).Utilize the submix feature in Adobe Premiere Pro is a surefire way to make your editing more efficient!Got a Premiere Pro comment or tip to share?Let us know in the comments!
Use a full screen still-store instead of a split screen to train yourself to match shots more quickly and focus on how well the shots “edit” together.One of the most useful tools in a color grading application is the still-store. This lets you store a reference image and call it up when working on another shot to see how they compare. Most still-stores default to a splt screen view so you can compare the two shots at the same time. Instead of utilizing this view to make sure the shots match exactly, try using a full screen view of the reference image.Using a full screen still store does two things:It makes you match shots perceptually, which is how the audience will be viewing the piece. They won’t get a split screen view to compare one shot to the next. They see them one at a time, and what matters is that the shots appear to match. Perception is reality in this instance. Sometimes even when two shots are perfectly matched color-wise, they still do not “edit” together well when seen one after the other. How they edit together is much more important than the actual “correctness” of the matching.It makes you faster at matching. Instead of relying on a split screen to see what the differences are, you train your eye to notice color casts, recognize target hues when you reach them, and quickly analyize a shot for what is necessary to correct it.The split screen view is a crutch most of the time; a well-trained eye is far more effective and valuable. Save the split screen for when you really need that level of detail on the tricky shots you encounter.
Adobe is scaling back the sales of their CS6 software suite. CS6 will not be sold through certain volume-licensing plans or resellers.UPDATE from Todd Kopriva, quality engineering at Adobe :Adobe is still selling CS6 perpetual licenses through the Adobe website, and will be for quite some time to come.What has been announced is that CS6 software will not be sold through certain volume-licensing plans and through resellers.Adobe’s Creative Cloud was first released in 2012 and has been growing in popularity ever since. Mathematically the cloud is much cheaper for those who regularly upgrade from one edition of a software to the next (but may prove more expensive for those that are content to sit on older versions of software). With the Creative Cloud being so successful, Adobe has announced that they plan to scale back the sales of the CS6 app suite.Adobe’s Encore has been a favorite authoring software for DVD’s and Blu-ray’s alike but it is not available in the Creative Cloud. In an interview with Larry Jordan regarding this issue Adobe stated that for those that need DVD/Blu-ray Disk authoring, “Encore CS6 will remain an entitlement to CC subscribers, there is no plan on changing that.”. Although the “all-digital” approach hasn’t been adopted by major film distribution networks we do expect this to slowly become the norm.Going forward we can expect CS6 support (both from Adobe and third party developers) to be less and less.Right now there are a few alternatives to using the Creative Cloud. Apple’s Final Cut Pro X is still a buy outright software that users will own forever, and Avid’s Media Composer is the same way. But with the success of the Adobe Creative Cloud we wouldn’t be surprised if the other major video editing applications begin to offer (or completely change to) subscription based pricing models.It should also be noted that The Foundry, developers of the popular node based editing software Nuke, have just announced Nuke Studio which should be available around October of this year. Nuke Studio is set to be a completely subscription based software…further validating the success of this pricing model for creative arts.Do you prefer to buy your software outright or have access to continuously updated versions via the cloud?Share in the comments below!
Make the most of Adobe Speedgrade CC by incorporating its color correction and grading capabilities into your post production workflow.If you’re are an Adobe Creative Cloud subscriber then you currently have access to Speedgrade CC, a color grading application that is a key part of the Adobe post production suite. Have you downloaded it but not yet used it yet? In need of some inspiration for what you can achieve in Speedgrade CC? Check out the video above featuring German director/colorist Thomas Bergmann – who runs the boutique film studio Silbersalz.Silbersalz’s commercial work is pretty stunning, and it’s amazing to think it was all achieved inside Speedgrade CC – the very same application possibly currently sitting on your desktop. Eric Philpott has a great interview with Thomas over on Pro Video Coalition, with plenty more inspiring stills from their work.“SpeedGrade is very precise and gives me nine different areas of adjustment to the overall image—and that’s before we even get into masks and secondary color corrections! We can go into the highlights and blacks and change the gammas or increase contrast in the middle, giving us even more control over the clarity of the image and colors. If you want to put in the time you could achieve something similar in Davinci, but in SpeedGrade it is faster and the luma and colorometry look sharper and crisper.”Now that you’re all inspired about using Speedgrade you might want to learn how to use a Tangent Element Control Surface, as used by Thomas in the video above. The free preview video from a 5 hour Speedgrade training course by Patrick Inhofer (from color grading subscription site Mixing Light) might be a sensible next step to truly master the application. You can check out the official Tangent Element site here. Check out the rest of the free previews further down this post!What’s new in Speedgrade CC 2014?As Adobe updates all of their apps on a regular basis, its tricky to keep pace with all the latest features. This short video from Adobe’s announcement at NAB 2014 provides a quick overview of all the new features. If you want a much more comprehensive walk through of Speedgrade CC and it’s workflow then this 20 minute seminar from world wide evangelist Joost van der Hoeven will tell you all you need to know.Adobe Speedgrade TutorialsIf you’re looking for a way to give you footage a quick ‘cinematic look’, then this Speedgrade CC tutorial will show you how to do just that, in under 10 minutes flat.In this 40 minute overview Dave Andrade walks you through the whole of the Speedgrade CC grading workflow, working with some interesting footage from a Zombie short film.In this tutorial Dave shares some quick tips and tricks for working in the timeline in Adobe Speedgrade CC.Adobe Speedgrade Training Series: Free PreviewsAs promised here are the other free preview videos from Mixing Light’s Insights Training on Adobe Speedgrade CC. If you want more free training head over to Speedgrade’s Adobe TV channel. Other PremiumBeat Posts on Speedgrade CCLast but by not least, PremiumBeat blogger Aaron Williams has a couple of other great posts on working in Speedgrade. In the first post he shares how to create an ‘aggressive vintage teal and orange look’ in a detailed step by step guide. It’s a great post, packed with adjustment by adjustment images, so you can really see what’s happening at each stage.In the second post he describes how to make the most of adjustment layers to shape your grade inside Premiere Pro, After Effects and Speedgrade.Got Speedgrade tips to share? Let us know in the comments below!
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Color grading doesn’t have to be a mystery. These programs and plugins make the process faster and easier than ever.Top image via Lee CampbellIf you aren’t a full-time colorist, odds are you won’t be diving into the likes of FilmLight’s Baselight, AutoDesk Flame’s Lustre, or specific programs like REDCINE-X. You’re probably just looking for a quick way to get results that make your client happy. Here are some of the best programs and plugins for video editors to make a quick color grade.DaVinci ResolveImage via Blackmagic DesignBlackmagic’s DaVinci Resolve is one of the industry standards for color work. The reason it makes the list for video editors — the latest version (12.5) includes a built-in NLE. Blackmagic wants to become the go-to place for all things post-production, and they are well on their way to making DaVinci Resolve a major program outside of color circles.DaVinci Resolve can be intimidating, as the color work is node-based — but there are a ton of tutorials online, and the amount is growing. Diving into all the specific tools requires an article much more in-depth than this, but here are a few tools for basic color grading.In the Color tab, you will be presented with a variety of tools. This includes Color Match, Color Wheels, RGB Mixer, Curves, Windows, and more. The Color Match tool works great with color charts to instantly match the environment the footage was shot in. It will give you true color results at the click of a button.Next to the Color Match icon, you will see the traditional Color Wheels tab. There you will see three workspace options — Primaries Wheels, Primaries Bars, and Log.The Primaries Wheels are the Color Wheels you will see in nearly every color grading program. DaVinci Resolve uses Lift (shadows), Gamma (midtones), Gain (highlights), and Offset. Offset is used to raise or lower everything in each channel. To control each wheel, just drag the circle toward the color you want. (You can reset the tool by double clicking on the circle.)Quick note — DaVinci Resolve was designed to be used with a color grading surface. If you’re like me and don’t have $30,000 for the Advanced Panel, check out these more affordable color grading tools.DaVinci Resolve 12.5 is available for free in the lite version of the software. The full Studio suite goes for $995.Adobe Premiere Pro CC (Lumetri)The Lumetri panel has grown tremendously in the past few iterations of Premiere Pro. Originally a drag-on effect, Premiere Pro CC 2017 has a full-on color grading tab. When entering the Color panel, you will be met with all the traditional Lumetri effects, as well as more traditional tools like color wheels.The side panels are split into six default menus — Basic Correction, Creative, Curves, Color Wheels, HSL Secondary, and Vignette. Each tool works independently of each other, so changing the Creative color wheels is not the same as changing the actual Color Wheels.The Basic Correction panel allows you to use an Input LUT (look up table), adjust White Balance, Tone (exposure, contrast, etc), and Saturation. These are each controlled with sliders. (If you don’t like an adjustment, just double-click the slider circle to reset.)The Creative menu allows to to use .Look files, which are specific to working in Lumetri. If you like a “look” you are working on, you can save the adjustments as a preset. You can also download free look files to apply. Additionally, you can adjust the Intensity of the applied look. Within the Adjustments drop-down, you will see options to, well, adjust things like Faded Film, Sharpness, Vibrance, Saturation, and Tint Balance. (Note that this is not the same Saturation slider mentioned in the Basic Correction panel.)For the sake of brevity, the rest of the panels are rather self explanatory. Curves allows you to adjust RGB Curves and Hue Saturation. The Color Wheels act as traditional controls for Shadows, Midtones, and Highlights. The HSL Secondary will allow you to select color ranges and adjust the Hue, Saturation, and Lightness. You can also refine the image with the Denoise and Blur options. Under Correction, you will see the original color correction tool from Premiere, controlled by a single color wheel and basic color sliders. Finally, Vignette adjusts the vignette.Lumetri is included with Premiere Pro. You will need an Adobe Creative Cloud subscription.Final Cut Pro X (Color Board)With the latest overhaul of Final Cut Pro 10.3, Apple made an overhaul to the entire face of the NLE — but the color grading remains similar. You will need to apply a Color Correction effect to a clip, and then use the Color Board to adjust the look of the footage. You will adjust four pucks on the board — one each for Shadows, Midtones, Highlights, and Global.I’m personally not a fan of this, but I understand its theory of simple adjustments. I’d much rather use an FCPX plugin for color — which I’ll cover next.The Color Board is included with FCPX. FCPX is available for $299.Color FinaleWhat FCPX lacks in color grading, Color Finale makes up for. This plugin is specific to FCPX, so if you aren’t a Final Cut Pro X user — skip ahead. Color Finale is a product of Color Grading Central, which has a great community for all things color grading related.Color Finale adds a free floating window to FCPX. Inside the window are Color Wheels, Color Sliders, Auto White Balance controls, and the Secondaries Vector tool. The Pro version of Color Finale features some workflow management tools for those working in ACES. Here’s a look at the plugin in action.Color Finale requires FCPX 10.2.3 or higher. It’s available as a FREE 7-day trial, $99 Standard version, and $149 Pro version.FilmConvertFilmConvert is an emulation software that gives digital footage a film feel with grain and color effects. It works on a multitude of NLEs and platforms, including Premiere Pro, FCPX, Avid Media Composer, DaVinci Resolve, After Effects, Sony Vegas Pro, and as a standalone platform. There are also camera profiles for a variety of cameras, likes ARRI, Canon, Sony, Blackmagic, GoPro, and DJI.FilmConvert is compatible with Mac and PC workflows. The video plugins start at $149, and all versions can be had in a $219 bundle.Red Giant Magic Bullet Suite (Colorista)Image via Red BulletColorista is a standalone color grading plugin for Premiere Pro and After Effects. By dragging the Colorista IV effect to your NLE timeline, you will gain access to a three-wheel color corrector, a guided workflow to balance shots, LUTs, RGB curves, color key tool, skin overlays, and hue control. It also integrates itself with Adobe’s masking and tracking features.Odds are you have heard of Red Bullet Colorista, but Colorista is actually part of the much larger Magic Bullet Suite 13. All of the following can also be purchased individually or together as the Magic Bullet Suite. Looks allows you to color correct and apply popular television looks in seconds. Mojo is similar to Looks in that it applies popular looks immediately, though Mojo delivers cinematic looks, sports videos, and fashion films. Film applies the look of twenty-two negative film stocks and four print stocks. Denoiser removes noise and grain, and Renoiser adds cinematic texture and film grain. Finally, Cosmo is a beauty tool, designed to apply digital makeup and cosmetic cleanup.Colorista IV is available as a free trial, $99 for the Academic version, and $199 for the Full version. The entire Magic Bullet Suite is available for $899, which will save you $394.NewBlueFX Color Fixer Pro and ColorfastColor Fixer Pro is a FREE color grading plugin for Premiere Pro, After Effects, Avid Media Composer, Final Cut Pro X, DaVinci Resolve, and Sony Vegas Pro. It has ten customizable presets, white balance tools, and film lighting curves.If you like the plugin, you can consider upgrading to Colorfast — a color correction and color grading plugin that includes sixty-five presets and the tools to create your own looks.Color Fixer Pro is available for FREE. Colorfast 2 is available as a free trial and a $99 purchase.What are your go-to color grading tools as a video editor? Share your opinions in the comments below!
This pack of FREE Instagram story templates, text overlay animations, and social media icons has everything you need to spice up your social media presence.Introducing “Social Pack,” a pack of over 50 extremely useful tools and assets for your social media marketing and design.Social pack includes 7 Instagram story templates with different styles, each one completely customizable in Adobe Premiere Pro. It also includes 6 free animated text overlays for Premiere as well. If that isn’t enough to get you started, we’ve also got 26 different social media icon animations that you can drag and drop into your social posts. There is also a tool-kit with various curated colored backgrounds and Illustrator files.This pack has it all.This FREE Social Pack includes the following:7 Instagram Story template files for Premiere (.mogrts)6 Customizable text overlay animations for Premiere (.mogrts)26 animated social media icons (with alpha channel)21 curated colored Instagram backgrounds20 titles for adding quick typography to your designs Download the FREE Social PackClick the button below to download the free social pack. In the download, you’ll find everything you need to get started. These motion graphics are free to use in any personal or commercial projects. By downloading, you agree not to resell or redistribute these free assets. DOWNLOAD FREE SOCIAL PACKHow to Use These FREE Instagram Story Templates and Text Overlay AnimationsThe video above is a good rundown of how to use .mogrt template files. You can only use these templates in Adobe Premiere Pro, unfortunately, so if you work in a different editor, you’ll need a different solution.With these free Premiere motion graphics templates, you have certain control and customization options that will allow you to get the look you want. Here are more details about how to install these assets.Install The .Mogrt Files into PremiereInstall the .mogrt files via the Essential Graphics Panel in Premiere.In Premiere, make sure you have the “Essential Graphics Panel” open. You’ll most likely need to click on the window tab at the top of the screen and make sure that the Essential Graphics Panel is checked.Once you’re in the Essential Graphics Panel, look to the bottom-right of the panel, and you should see a little plus sign with a square around it (pictured above).Once you click that button, you’ll get a file dialogue box you can use to navigate to the template you want to add. Unfortunately, you have to do this process one template at a time instead of adding them all at once. Hopefully Adobe will change that soon.Customize The FilesAfter you’ve installed the .mogrt files, you can customize them in the Essential Graphics Panel.Once you add the templates to your Essential Graphics Panel library, you can now drag and drop these graphics into your sequences.Once they’re in your sequence, make sure that your sequence is the correct size (especially for Instagram stories, etc.) so everything will fit properly.You may find that you need to add the template on top of the picture or video that you want to feature in your post. The template has an alpha channel built in, so you’ll just need to drop it on top.Once you’ve got your template in place, you can now click on the clip of the template in your sequence, and the Essential Graphics Panel will open up a host of options and customization tools based on the template you’ve chosen. Here you can make changes and alterations on each iteration of the clip..Mogrts are the way of the future. Enjoy!Looking for more free video assets? Check these out.80+ FREE Cinematic Atmospheres: Musical Textures and Sound Files21 FREE Hand-Painted Brush Stroke Motion Graphics51 FREE Eye-Catching Accent Animation Motion GraphicsFree Script Writing Software Options for the Low-Budget FilmmakerThe 7 Best Premiere Pro Free Transition Template Packs for Video Editors
Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” Personally, I like to ask questions based on the client’s stage in their buying cycle. But there are a lot of ways you can categorize great sales questions.Who Questions?I can’t tell you how many salespeople continually make the mistake of not asking “who” questions. They mistakenly believe that because they’ve found a champion that they’ve got the game won.You want to know who is going to be involved in making any decision to buy. You are also going to want to know who is going to be the final person to sign any agreement. You’re also going to want to know who is going to be affected by any decision to buy what you sell and what the change is going to mean to them.For my money, I’d want face-to-face sales calls once I had the answer to these questions.What Questions?No one buys unless and until there is a gap. You can call it pain. I call it dissatisfaction. “What” questions can help you find the gap.You want to know what’s not working. You want to know what opportunities your client is trying to take advantage of. You want to know what needs to change. You want to know what your dream client thinks.You need to find the gap. You need to discover what is important.Why Questions?Rackham would call these implication questions. You need to know why your dream client would be compelled to change.You want to know why your dream client would change. You want to know why they can’t afford to keep doing what they’re doing now. You want to gain an understanding—and help them gain one, too—as to why any decision they take will improve their competitive position in their market.Why questions are worth double points. They double your understanding.How Questions?You might want to propose your solution. But your dream client might have some ideas about how they need things to work. Ask questions that elicit their preferences.You want to know how your solution will work for them. You want to ask them how they need your idea to be changed to exactly fit their needs. You want to know how they expect you to deliver the outcomes you sell.Ask your client how they see things.When Questions?In sales, we’re always working against the clock. And so are our clients. Time is of the essence. You want to put some borders around your opportunity.You definitely want to know when your client is going to make a decision to buy. You’re going to know when they are going to need to start producing results. You’re going to want to know when you can have access to all of their stakeholders. If what you sell is anyway complex, you’re going to want to know all of the dates that would make up an implementation plan.Ask when questions to understand your client’s timeline. The only closing date you can use to forecast a deal is one your client has agreed to.
Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?”How to Hire Great Sales ManagersHiring well is an art form. If hiring is easy, you’re doing it wrong. If hiring is fast, you’re doing it wrong. If hiring isn’t the most difficult part of your job, I am certain that you’re doing it wrong.Here is what I know.You are not hiring a super-salesperson or a super-closer, even though they will from time to time need to help sell. You also aren’t hiring someone that you don’t have to train, develop and coach, so you better want to work closely with them.You are hiring someone to lead and take care of your sales force. And you are hiring someone that can help your team create value for your clients. That is who they have to be.You are hiring someone that has demonstrable leadership skills. You are hiring someone who is a student of the game. You are hiring someone who is sincerely interested in helping others achieve results. You are hiring someone that cares about people, but who will also hold them accountable for results. They must be a great coach; they have to get the very best performance out of each member of their team.Note: I want to know how they coach people. I also want to know what they believe their highest priorities are as a manager. Oh, and I want to know about their meeting rhythm (who do they believe they serve?).How to Set ExpectationsDon’t set expectations alone. Work very closely with your sales manager to help them decide what their goals are, what they are going to be accountable for producing, and how they will be judged. If you want them to make the number you have in mind, it has to become their number even more than it is your number.I would say this to a sales manager, so I’ll write it for you here. Your sales manager’s number is made up of all of the individual quotas of the team she manages. That means your big number is made up of all of your sales manager’s numbers. You have to do everything in your power to help them reach their number in order for you to reach yours. I once heard an Army General explain how he achieved his goals in an out-of-control corner of Iraq. He said, “I asked my people what they needed, and then I moved Heaven and Earth to get it for them.”Note: If they tell you they can blow out the number you come up with, worry. Scratch that. Just get up from the table and run like Hell. If they tell you they can get you the number you have in mind if you pony up the investment necessary to producing that result, you’ve found your sales manager.Compensation PackagesI wouldn’t dream of answering this question without a lot more information. So here are some vagaries.Personally, I like a salary large enough to acquire the talent you need and a bonus structure that is made up of some financial goals with a variable component that can be awarded for demonstrating a certain set of values and behaviors. As an example, a good leader should be building the next generation of leaders. So maybe there is some variable compensation based on their ability to grow new leaders within the sales team.So, salary + bonus for reaching goals + variable component.QuestionsHow do you identify and hire great sales managers?What are the skills that lead to success when managing a sales team?What is the best way to set and establish a sales manager’s goals?How you should compensate a sales manager?
It’s very rare that I take on a private coaching client. But when I do, I spend a lot of time listening for “the big rock.”The big rock is the major obstacle blocking them from producing better results. It’s a metaphor for whatever is blocking them from making forward progress on their personal path. The big rock is almost always a mindset issue.The big rock could be that the person I am coaching doesn’t believe they are empowered to do something. Until they believe that they can successfully take action, they’re stuck. But once they believe they are empowered, they roll the big rock out the way and take off.The big rock could be that the person I am coaching isn’t acquiring the results that they need when it comes to their personal sales. In most cases, the person I am coaching feels stuck because they haven’t been forced to think through their plan, write their commitments, and they’re not being held accountable for taking action around those commitments. Once that big rock is out of the way, they gain the clients they need.Sometimes the big rock is the person I am coaching. They’re in their own way. This is often true of leaders who need someone to help them work on themselves. Sometimes they “can’t see their own swing,” but more often they’re aware of the areas they need help and just need strategies for improving. When they move the bigs rock out of their way, they produce better results through their teams, and they become better leaders.Right now, there is a big rock between you and the better future you. Getting unstuck means dealing with the big rock. You need to move it out of the way so you can move forward.What is the big rock blocking your progress now? What unhealthy believe do you hold about the big rock that prevents you from dealing with it head on? What strategies and resources are available to you now? How can you get enough leverage to move the big rock?
Your sales process doesn’t constrain you. It empowers you.ProcessThe sales process is a global position satellite. No matter what you do, the sales process reminds you of where you are going and helps you focus.If you are in the qualifying stage, your process reminds you what has to happen for the target to reach qualified.If you are in discovery, your process keeps you laser-focused on getting to the point where you are and your client both know what needs to change and what needs to be done to help them get there.If you are off course, your process tells you how to get back on course. But like a GPS, it sometimes can’t provide you turn-by-turn guidance. You sometimes have to find your own way.MethodologiesSales methodologies aren’t constraints either. They are a framework on how to achieve some outcome. Most of the best methodologies don’t prescribe an answer, but ask a set of questions.A questioning methodology doesn’t tell you what questions to ask, but tells you what information it is important to acquire and how you might obtain it.A good stakeholder methodology doesn’t tell you exactly what you need to do to win a complex sale, but it does provide you with some idea of the questions you might ask yourself to figure it out.Good sales processes and methodologies are principle-based. They aren’t designed to be constraints. They’re designed to help you act in line with the principles of good selling and to help you produce better outcomes for you and your clients.Your sales processes and methodologies are empowering. If you use them.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now If you want success, you have to do whatever it takes. But, know that there are boundaries on whatever it takes.Whatever it takes, as long as it is not illegal or immoral. You may want to be on the cover of the New York Times, but what the headline reads is important, isn’t it? There is no recipe for success that requires you break the law or act immorally. In fact, both of these things (even if you see others do something illegal or immoral to gain financial success), ensure that you are not successful.Whatever it takes, as long as whatever it takes doesn’t harm others. You don’t have to take advantage of someone to be successful. You don’t have to force them to do something that doesn’t benefit them, and you never have to be manipulative. These are the choices of the weak, and they’re the strategies of those who lack character, influence, and the ability to persuade people. You are a failure if what you do to “succeed” harms others.Whatever it takes, as long as what you are doing isn’t what is easy instead of what is necessary. Both of the paragraphs above speak to the idea that some people try to take shortcuts to gain the success they want. They try to do what is fast, instead of doing what is right. They don’t play the long game that real success requires, and they aren’t patient in their pursuit. Real success often comes overnight—after you have put in years of hard work.Whatever it takes, as long as it is aligned with your longer term goals. Success now isn’t going to look like success later. What is important to you at 28 will not be what is important to you at 48 or 68 or 88. “Whatever it takes” needs to include your legacy. What are you going to be known for? What is your contribution? “Whatever it takes,” as long as it is something you will be proud of having done.If “whatever it takes” makes you believe you have to do something that goes against the ideas written here, you will never be truly successful. Success is a matter of who you are, and if you are someone who is willing to succeed at the expense of others, you are not successful, and you are not thoughtful or resourceful enough to have the success you desire.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now As a human being, you are part of individual tribes. Some of the tribes are very small, like your immediate family or your high school graduating class. Other tribes are quite large, like your state or country, your political affiliation, or your religion. The place where you work is a sort of tribe that might be large or small, or it might also be a collection of small tribes.Each of your tribes contributes something to your beliefs, how you view the world, and ultimately, what you believe to be good, and right, and true. These tribes can help propel you forward, or they can prevent you from being more, doing more, having more, and contributing more.There are some tribes you should leave, and others you should join. You should leave any tribe that prevents you from growing and join tribes that have something to valuable to offer.Some Tribes You Might ChangeThere is a large tribe made up of people who don’t read books (or listen to them on audio). This tribe isn’t intellectually curious and doesn’t spend much time exploring new ideas or working to understand better the world they occupy. This is a tribe worth leaving to find membership in the tribe of people who read books and who spend time thinking about and discussing significant and meaningful ideas.The tribe that reads books is a tribe worth joining. Reading provides them with a more vibrant, fuller life. The tribe members have a greater understanding of how things work and how to better live their one life, the single theme of all literature when boiled down to its core. The price to join this tribe is about $20 and 6 hours, but the price seems to increase the longer you are a member.Another huge tribe includes people who share the belief that there is nothing they can do to improve themselves or their lot in life. You can identify this tribe by their firmly held belief that they have no agency, no volition, no ability to act on their behalf and change their future. The tribe members here aren’t quick to let you leave the tribe, and they will accuse you of believing you are “too good” for them when you leave, but leave you must.The tribe of people who believe their life is their own is a most welcoming tribe, where you will find more like you. The price for joining this tribe is accepting responsibility for your life, and sometimes it means spending less time with people who drift through life. However, joining this tribe doesn’t have to be a judgment of those with a different belief. Instead, it’s a judgment about whom you will become.Trading Unhealthy Tribes for Healthier OnesOne vast tribe is made up of people who are negative, cynical, and pessimistic. You find the tribe members spread out across many other tribes, including your family, and especially your co-workers. The primary attribute defining this tribe is their ability to believe nothing is good, nothing is right, no one is worth believing, and things are getting worse—and can only get worse. The members are perpetually unhappy.There is another tribe comprised of people who are positive and optimistic. They believe that even when things go wrong, they will turn out to be okay in the end. While the negative tribe sees things are wrong or broken, the positive tribe sees how things can be improved. The first group does nothing to make things better, and this tribe, because it is positive, does what is necessary to improve things.A tribe worth leaving is the tribe of the ultra-political. The ultra-political tribe members share the ugly characteristic of believing anyone with a different set of beliefs is their enemy. They are wholly incapable of seeing another person’s perspective and seek only ideas that confirm their beliefs. You find this tribe everywhere, but they tend to be most active on social media, where the different members argue and insult each other, believing it to be their duty and responsibility.If you should leave the ultra-political tribe, you might consider joining the tribe of people who believe that they can have friends of all political persuasions, and who are more interested in understanding their perspective than trying to argue or insult them out of it. This tribe is small, and it is tiny during election cycles, and the price of entry is very high, requiring you to respect other people’s opinions even when they conflict with yours.A Tribe Called SuccessOf all the tribes you might join, the tribe of people who share the common characteristic of chasing something called “success,” a word with more definitions than can easily be contained in a post like this or a dozen books, is a tribe worth joining. This tribe truly believes they should be more, do more, have more, and contribute more in the course of their life.You can identify people in this tribe by their continued effort to grow and improve themselves. They are also very active, and wherever you find them, they are always involved in projects and initiatives that improve things. Because these two things are true, they tend to create abundance, and they find ways to share with others.The price of joining this tribe is rather high. It requires time and effort in improving yourself. You also have to continue even when you fail and ask for the help of others when you need it (and the tribe called success will help, although they are likely to extract a promise that you pay forward that help when you are able).On BecomingJim Rohn once said you become the composite of the five people you spend the most time with. The influence of your tribes is too important to leave to chance. You are better off choosing the tribes where membership improves your life—and leaving those that no longer serve you. You have to give up who you are to be whom you are becoming.
The flood in Assam spread to newer areas in Dhemaji district on Sunday with over 41,000 people affected in six districts of the State.According to a report by the Assam State Disaster Management Authority (ASDMA), more than 41,000 people are affected at present in six districts — Dhemaji, Chirang, Morigaon, Nagaon, Golaghat and Cachar districts.Till yesterday, over 41,500 people were affected by the latest wave of flood across five districts — Chirang, Morigaon, Nagaon, Golaghat and Cachar.The third wave of devastating flood has so far claimed the lives of 74 people across the State. With these, the flood toll in Assam went up to 158, including eight in Guwahati.As per the report issued today, Nagaon is the worst affected with 23,500 people, followed by Morigaon with over 12,500 people affected in the deluge.Currently, 149 villages are under water and over 5,500 hectares of crop areas are inundated, the ASDMA said. Currently, Dhansiri river at Numaligarh in Golaghat, Jia Bharali at NT Road Crossing in Sonitpur and Kushiyara at Karimganj town are flowing above the danger mark.
All the 15 accused in the Ara hooch tragedy case, in which 21 poor people had died in December 2012, were convicted on Tuesday by a local court and sent to judicial custody. The court will pronounce quantum of sentence against them on July 26.While hearing the case, Additional District and Sessions Judge-1 Ramesh Chandra Dwivedi held all the accused guilty under various sections of the IPC, the Scheduled Castes and Scheduled Tribes (Prevention of Atrocities) Act and the Excise Act. Of the 15 accused, five are women. The quantum of sentence would be pronounced on July 26. Legal experts told The Hindu that the guilty are likely to face a minimum punishment of 10 years in jail and a maximum of a life term.On December 7, 2012, a total of 21 people from the Mahadalit community of Mushari Tola of Anaith village under the Nawada police station of Ara in Bhojpur district had died in the span of three days after consuming illegal country-made liquor. Their death had sparked widespread protests in the district with hundreds of students blocking roads and burning tyres. Later in April 2016, the Nitish government had declared Bihar a dry State with promulgation of a stringent Bihar Prohibition and Excise Act, 2016.
A day after Maharashtra Chief Minister Devendra Fadnavis announced a new Socially and Educationally Backward Class (SEBC) category under which Marathas will be given reservation, organisations of the Other Backward Classes (OBCs) said on Monday that this was an attempt to give a share of their reservation to that community. They said the BJP-led State government had betrayed the OBCs. “As per Section 340 of the Constitution, the term Socially and Educationally Backward Class is being used for the OBCs. How can Marathas be termed so and get the same reservation? This is nothing but an attempt to encroach on our legal share of reservation, and OBC organisations across the State will unite against this,” Shravan Deore, president, Maharashtra OBC Organisation, said.He said the State Backward Classes Commission report, by giving Marathas the SEBC status, had included them in the OBCs. They would hence be eligible for a share of OBC reservation. The Chief Minister’s claim it would not happen had no basis. “In addition, the report of the Backward Classes Commission, which the government is talking about, should be scrutinised. The commission had an overwhelming majority of Marathas, and the report came out in favour of Marathas,” he said. “We will show our power through vote bank. It was we who supported the BJP in 2014, and it will be us who will bring them down in 2019,” he said. The Opposition parties on Monday alleged that the government was delaying reservation for Marathas. Former Chief Minister Prithviraj Chavan said that with the report of the Backward Classes Commission in hand, why was the Chief Minister waiting to announce the exact quantum of the reservation? “What’s the need of a sub-committee? Why has the report not been tabled in Assembly yet,” he asked.Leader of Opposition in the Assembly Radhakrishna Vikhe-Patil said this reservation would not help Marathas benefit in Central exams or services. “This government had announced reservation for Dhangars in the first Cabinet meeting. It has now passed the topic to the Centre,” he said.
Four minors, aged between 3 to 8, were among seven persons who died when a truck carrying cattle rammed into a hutment in Uttar Pradesh’s Chandauli district on New Year’s Day, police said. The incident occurred around 5.30 a.m. at Malda village in Chakia area – around 20 km from the district headquarters of Chandauli town, Superintendent of Police Santosh Kumar Singh said. Seven personse have died and one girl was injured. She has been admitted to a hospital, the officer said. The deceased have been identified as Shyama (60), Ram Kishun (27), Suhagin (25) and four children – Golu (3), Munni (4), Monu (5) and Nisha (8), police said.SHO suspendedThe SP has suspended the Station House Officer of Ilia police station and the in-charge of Malda police outpost. The SHO of Chakia police station has been sent to police lines and two constables, along with a Dial-100 team, have also been suspended.
The grand alliance of Opposition parties in Jharkhand has run into trouble following tussle among the Congress, the Jharkhand Vikas Morcha (JVM) and the Communist Party of India (CPI) over seat distribution.This comes just days before the Congress is to launch its campaign with a rally by Congress president Rahul Gandhi and the other four alliance partners — the JVM, the Jharkhand Mukti Morcha (JMM), the Rashtriya Janata Dal (RJD) and the CPI — on March 2 in Ranchi.In principle, the alliance partners have agreed that the Congress will contest seven seats, the JMM four seats, the JVM two seats and the RJD one. The Congress is driving a hard bargain to improve its electoral presence here. In 2014, it drew a blank and in 2009, it won only one seat.The Congress and the JVM are both keen to contest from the Godda Lok Sabha constituency, currently held by BJP’s Nishikant Dubey. According to sources, JVM chief Babulal Marandi is adamant that Godda seat should go to his close associate Pradeep Yadav. The Congress, however, is not willing to concede the seat that it counts among one of its strongholds. Instead of Godda, the Congress has asked the JVM to fight from Chattra. The other seat it is offering is Kodarma which Mr. Marandi has won twice in 2006 and 2009.What makes it trickier for the Congress is that the JVM has a pan-Jharkhand presence and if it is not kept in good humour the party has the capacity to hurt the alliance in every seat.“We have resolved the issue but at this point I can’t say who will be fielded from Godda,” Jharkhand Pradesh Congress Committee president Ajoy Kumar said. Talks on: MarandiMr. Marandi, however, had a different take. He said the talks were still on. “The Congress should remember that the aim at present should be to stall the BJP and Narendra Modi. And for that, one must choose the person who has the best chance to win,” Mr. Marandi told The Hindu. He conceded that considering the pressure from cadres in both parties, the resolution may take some more time.The Congress has also rejected the CPI’s demand for the Hazaribagh seat, which is currently held by BJP leader and Union Minister Jayant Sinha. The CPI candidate, Bhubneshwar Prasad Mehta, has won the seat twice in 2004 and in 1991. “We have already conveyed to the CPI that we will not able to spare any Lok Sabha seat for the party but will suitably accommodate it in the Assembly elections scheduled for the end of the year,” Mr. Kumar said.The CPI is mulling on going it alone in the Lok Sabha election as per the demand of its rank and file.The JMM too has been trying to get the Jamshedpur constituency. The PCC president is expected to fight from there and the Congress has told in no uncertain terms that it will not sacrifice the seat for the alliance. The four seats that are expected to go to JMM are Rajmahal, Dumka, Giridih and Khunti. Palmau, the Lok Sabha seat bordering Bihar, is expected to go to the RJD.
This vast gorge might rival the Grand Canyon in splendor … if only it weren’t smothered by a couple of kilometers of ice. By stitching together data gathered by ice-penetrating radar equipment suspended from aircraft, researchers have discovered a massive canyon that has likely been hidden for millions of years. This unexpected, yet-to-be-named feature (colored mid- to dark brown in the exaggerated topography above) stretches 750 kilometers—about twice the length the Grand Canyon—from central Greenland (lower center of image) all the way to a fjord along the northwestern coast (top of image). It’s about as wide as the Grand Canyon (10 kilometers) and nearly half as deep at its deepest point (800 meters), the researchers report online today in Science. The proportions of the canyon, as well as its meandering path, suggest that the feature was carved by a great river well before the island was coated with ice, not by glacial action in the years since. Without the ice sheet that is now weighing down Greenland’s terrain, a river in the canyon would, on average, drop about 30 centimeters for every kilometer it flowed seaward, the team estimates. The continually dropping slope helps explain why northern Greenland, unlike Antarctica, has no large subglacial lakes: Meltwater that either forms at the base of Greenland’s ice sheet or ends up there after draining from the ice sheet’s upper surface flows away uninterrupted. This massive flow may also help explain the gargantuan channels on the underside of the floating ice shelf attached to the coast where this canyon meets the sea, the researchers contend. Previous studies have attributed those undersea channels—which measure between 1 and 2 km wide and extend up into the ice shelf as much as 400 meters—solely to the melting action of seawater.See more ScienceShots.Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)