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The problem businesses face today
Your salespeople feel the same thing.
What do I mean? With over 25 years of enterprise sales experience, show me customers with real problems and I'll help them solve them. I'll get those deals closed. I've done it hundreds of times before. I'm sure many of your salespeople feel the same way.
But take a VP at Humongous Corp who has never met me before. I reach out, but he throws up walls and shuts me out. It takes time and patience to break through to new people. But business leaders are under pressure to produce results now. It's not just me. CEOs, sales executives and marketers alike tell me it's growing harder and harder to engage and qualify new customers. They're finding that lead generation tactics used in the past no longer generate the results they once did.
Sales cycles of 4-6 months are now 12 months or more. Your salespeople contact target buyers repeatedly - often ten times or more - just to get a first meeting. The most common objections they hear are "Not interested" and "We already have that covered." Even when they find a qualified sales opportunity, the single approving executive of the past is now a committee.
Your salespeople find the most common person they talk to now is the mechanical voice in the executive's outgoing voicemail. Even making any kind of connection is harder - as decision makers have grown adept at blocking unwanted contact - they screen calls with voicemail, block email with spam filters and rarely attend trade shows.
At the same time business leaders feel extreme pressure to produce fiscal results. Shareholders pore over quarterly earnings. Boards of Directors pressure CEOs.
The combination of a process that no longer works with pressure for results means turnover.
Pressure flows downhill.
The CEO goes to his Chief Sales Officer and demands results.
From 1995 to 2006, The CSO goes to the CMO and requests more qualified sales performance-related turnover of
opportunities. Then the CSO pushes salespeople to close more
CEOs grew by 218%.
The same Booz Allen Hamilton study
A "produce or else" environment means missed goals which
result in involuntary turnover. According to Spencer Stuart,
the tenure of the typical Chief Marketing Officer is barely over "CEOs who deliver below-averagetwo years. Turnover of CEOs grew by 218% in the last decade.
investor returns don't remain in office For business leaders to deliver the fiscal results demanded, long."
their firms need to be able to find and sell new customers. However finding and selling a new customer is harder today than it has ever been. Since the approaches of the past no
longer work, a new approach is needed.
Finding new customers is the life-blood of business, so I know you'll find great value in this.
Historically, prospects relied on your salespeople for information. They also talked to friends and read magazines. You set up your booth at a trade show and met prospective customers. Decision makers often hired consultants you could find and influence. Selling was a tough challenge but good managers knew how to help salespeople find customers.
Marketing provided your air cover. They produced great brochures and content. They constructed an impressive booth for trade shows. They provided tools for your sales teams - voicemail scripts, email templates and more. They hosted webinars that you could invite your prospects to attend.
But a real problem emerged when broadband internet connections proliferated. Consumers discovered that online shopping was easy and fast - and sites like Amazon.com and eBay exploded. Businesses soon caught on as executives began to realize it was faster, cheaper and easier just to go online for research. As connection speeds increased and websites grew more robust, the use of online services exploded.
Let's illustrate by looking at how companies made decisions in the past - the decision making process.
Decision makers used a wide variety of sources to find the information they needed to solve business problems. That means when your salesperson called, the executive was often receptive, as he wanted information. He read your brochures and stopped at your booth. Your salespeople had many chances to build a relationship and engage with the prospect. But in recent years, that all changed.
The easy availability of information online has radically changed the process.
Please note that the steps the customer goes through to buy have not changed, however where they access information to move from stage to stage has changed dramatically. Prospects are in control of the buying process so they do not cleanly move from step to step
of the buying process. They may linger or even return to a prior step. I illustrate the changed process below.
The result of this change is illustrated by the answer MarketingSherpa got to a very simple question.
"In the most recent purchase, who found whom?"
They found fully 8 out of 10 deals were done when the buying company found the seller. Only 2 out of 10 had the salespeople find the deal (cold-calling).
Buyers find sellers today. This means that the buyer now holds the power and goes all the way through Consideration - without ever speaking with a salesperson.
The revolutionary changes in the buying process mean we need to adapt every stage of the revenue cycle process, from marketing to selling and even after the sale.
We need to get involved early - when the buying process begins
- by providing educational content that creates a positive image in the buyer's mind. It also means we have to stay in touch with potential buyers regardless of their timeframe to buy. And we
Buyer Finds Seller
need to clearly identify when a company is ready to buy, so we get involved with the right decision makers at the right time.
Seller Finds Buyer
This new approach is Demand Generation.
Demand Generation
The process of creating and nurturing (Generating) interest (Demand) in the products and services that your company offers.
That's our goal - to help you find new customers by generating and nurturing demand for your company's products and services.
As we learned, decision makers are forming opinions about your company's products and services long before your salespeople talk to them. Thus, success today depends on creating a positive image early in the buying cycle and gently helping decision makers move from stage to stage.
Unlike buying processes of the past, prospect empowerment means that current buying processes are prone to stops and starts. You must provide the prospect with the right information at the right time in the buying cycle. The only way to know what to provide at what time is to "watch" their behavior.
Which parts of your website are they visiting and who is visiting? For instance, frequent visits to your pricing page may mean a very interested prospect.
It's also important that you communicate with people who could be customers but are not ready to buy today - because today, many of those buy eventually. The more you tailor this to the person and buying stage, the more effective you will be.
In order to engage early with the right content to create a positive impression and keep in touch with those not yet ready to buy, we'll later explore the area of marketing automation - software that makes this possible.
Done incorrectly, it results in massive waste of scarce marketing funds.
One firm I met spent their entire yearly marketing budget to be the lead sponsor at an industry trade show. The President of this company told me he was praying this would work
- it did not, as they did not get a single qualified sales opportunity. This put them in dire financial straits.
Companies can ill afford to waste marketing funds today.
The key takeaway on Demand Generation is that it produces strong fiscal results. With better pipelines, sales closes more deals. Your salespeople are happier because they use their time better and win much more frequently. The company's revenues and profits increase and business owners are delighted.
Probably the best way to see what this can do for you is to look at a study of business to business marketers. This gives us a broad cross-section of results.
In a recent study of B2B marketers, Rubicon Marketing Group found that marketers using best practices Demand Generation enjoyed:
The buying process has changed. A new approach is needed. compelling.
It's time for Demand Generation.
How Demand Generation works
In order to do a better job selling to B2B companies, we need to understand how to talk to them. Thus the better we know them, the more effective we can be. So let's dig a bit deeper and learn WHY they buy.
Companies have problems, opportunities and challenges. They look for answers and solutions. They're not looking for a product or service.
"No one cares about your product except you." 1
Since the prospective buyer is looking to solve problems, what are the topics we should use when we talk to them -- how do we interest them? They don't care about our product, so that is NOT what we talk about.
Decision makers have business problems. So you need to provide good educational content that the prospect will read, listen to or watch that makes him or her think "Hey, he really knows his stuff; I like and trust him."
It's what the prospect wants, and not what we want, that matters.
Since decision makers are going online for answers, we need to put our great educational content online for them to read, watch and listen to. That means:
A robust and findable website needs to become the informational hub of your company - the go-to place for great educational content.
That's right. Your website needs to be where you make your focus - turning it into a great educational tool that attracts prospective buyers of your products and services.
1 Worldwide Rave, by David Meerman Scott.
You need to make an emotional connection, not just a technical one. Use language that is conversational, clear and results-focused.
Let's use a quick example of how we might talk to our prospective customer.
The CEO of a business is upset because his #1 competitor brought out a new product before his company did. He's determined never to let that happen again. But how?
He goes online and begins searching for ideas on how to speed new product introductions. He goes to Google and types in "Ideas for faster product introductions."
Let's assume your company shows up online, so he clicks your link. His click takes him directly to the page on your website where you talk about speeding product introductions. There he finds and listens to a recorded interview with an expert entitled "How smart companies are getting competitive advantage through faster new product introductions."
Note that this decision-maker was in the Have Problem stage of the buying process and had never talked to a salesperson. However, your company is in great shape toward winning a new customer.
This example illustrates the need for three things:
1. A findable website:
He found your website by typing words that described his problem. This means that your website needs to show up when prospective customers describe problems in search tools like Google and Yahoo.
2. A landing page.
When he clicked your link, he went right to the place on your website that discusses his problem. The page users go to when they click a link is called a "landing page." You need to have a landing page for each customer issue. If you send him to your homepage - you've lost him.
3. Good relevant educational content.
Once he arrived at the landing page, he found the content he needed. This means your website must have educational content that addresses critical business issues.
It's also important that you line up your educational content across the customer buying cycle. How do you talk to a decision maker in the Untroubled/Unaware stage? In the Have Problem stage? Etc.?
The decision maker is looking for better ideas. Therefore, you need educational content that educates him on potential areas of improvement. In the Have Problem stage, you need content that addresses the nature of the business problem. Matching your content to the buying process is a powerful way of building trust.
Other types of education content you can consider include:
Website articles on business issues.
Audio recordings of interviews with industry experts (podcasts).
Webinars - both live and recorded discussing business concerns.
White papers (like this one) on issues of concern to your prospective buyers
Case studies of companies successfully using your company's products and services.
Flash demonstrations of your products or executives.
There are possibilities that did not exist just a short time ago. For instance, have you ever considered hosting your own TV show?
I'm not joking. You really can do it. And it's easier and less expensive than you might think. A Boston area startup called HubSpot hosts a 30 minute weekly Internet TV show every Friday on marketing issues and news. A webcam, a table and a few homemade signs are all it takes.
Isn't this an interesting time in which to live? You can actually create your own TV show for peanuts.
In short, you need to be everywhere your prospective customers might be - using the types of content they wish to consume. You also want to match where they are in the buying process.
For instance, a white paper is a great vehicle to educate a buyer in the early process, but maybe she likes to listen to her iPod on a commute, so a podcast (audio broadcast) is the way she would like to consume information. Webinars are also a good way to share educational content.
Jon Miller, VP of Marketing at Marketo, recommends you spread your "online tentacles as widely as possible so that customers will find you no matter where they go." Are they on FaceBook, Twitter, LinkedIn, etc.? If so, you need a presence. Blog articles, podcasts, video casts, etc. are all possible. There are many vehicles you can use. The ones to focus on are the ones your customers and prospective customers use right now.
Don't take yourself too seriously - people react positively to fun and exciting a lot more than business-like and dull. Remember, people buy from people. Companies don't buy anything.
As we've illustrated, you're going to have lots of relationships with prospective buyers you've never met. With no opportunity to build a relationship face to face, you need to personalize the experience to the highest degree you can. This means you capture information such as name, title and company, but that you also react to changing online behavior.
Capture the person's name and contact information as quickly as you can without overdoing it. For instance, to download something, you might only ask for an email address and first and last name. In the next bit of content, you invite them to share company, title and other contact information. Over time, you'll have a comprehensive picture of the people to whom you're marketing - without driving them off. This is often referred to as "progressive profiling."
The more you become their trusted business partner, the go-to person for information about solving business problems, particularly as it's tailored and personalized - the more effective your programs become.
If you're to talk effectively to your prospects you need to understand the world in which they live.
A decision maker today is incredibly busy - he gets lots of phone calls/emails and is pulled into nonstop meetings. He is continually asked to do more with less. So he doles out attention in tiny pieces. If you cannot grab his attention in seconds, he's on to something else
In that world, you can imagine how he will react when he gets a message from your salesperson talking about your wonderful new product that is "state of the art" and "feature rich." He hits the Delete key as fast as possible.
Jill Konrath of Selling to Big Companies penned a remarkable and thought-provoking letter from a potential buyer to a salesperson, which I share as an abbreviated version here:
Dear Seller,
I only have a few minutes, but I understand you're interested in what you can do to capture my attention and entice me to want to set up a meeting with you.
Let me say this loud and clear right now - you have no idea what my day is like. You may think you do, but you're missing the boat. Until you understand this, my advice to you makes no sense.
I got into the office early this morning so I could have some uninterrupted time to work on a major project - something I can't seem to squeeze into the normal business day, which is filled with back-to-back meetings.
But, by 9 a.m. all my good intentions were dashed. My boss asked me to drop everything to get her some up-to-date information on a major reorganization initiative. Product development informed me that our new offering won't be available for the upcoming tradeshow. Sales is in an uproar because customers are waiting for it.
Right now, I have at least 59 hours of work piled on my desk, needing my attention. I have no idea when I'll get it all done.
Did I mention how many emails I get daily? Over 100. Everyone copies me in on everything. It drives me crazy. Then, add to that at least 30 phone calls - many from vendors who want to set up a meeting with me. Time is my most precious commodity and I protect it at all costs. I live with the status quo as long as I can - even if I'm not happy. Why? Because change creates more work and eats up my time.
In your well-intentioned but misguided attempts turn me into a "prospect," you fail woefully to capture my attention. I'm going to be really blunt here: I could care less about your product, service, solution or your company.
I'm not one bit interested in your unique methodologies, extraordinary differentiators or one-stop shopping. Your self-serving pablum, while designed to lure me into your clutches, has the exact opposite impact.
The minute they jump out at me, you're gone. Zapped from my inbox or tossed into the trashcan. When you talk like that in your voicemails, I delete you immediately. Delete, delete, delete.
You need to know though that I'm not always like this. Occasionally a savvy marketer or seller captures my attention, gets me to raise my hand asking for more information and even entices me to request a meeting.
What are they doing? They're completely focused on my business and the impact they can have on it. That's what's relevant to me - not their offering.
I'm always interested in ways to shorten time to market, speed up our sales cycles and reduce our supply chain costs. Notice that this is business talk, not marketing speak!
When you get even more specific and tell me how much impact, now you're really talking my language. If you mention you've helped organizations similar to mine increase sales conversion rates by 39% in just 3 months, I'll be on the phone to you in no time flat. Do you have good information or fresh insights about the challenges my company is facing?
I pay attention in 5 second increments, too. I don't have time for fluff. If it's relevant info, you've got me; start meandering and I hit delete.
Get the picture? I hope so, because I'm late for a meeting and while I've been writing this, the phone's been ringing off the hook.
Your Prospective Customer
Jill Konrath, author of Selling to Big Companies and founder of the Sales Shebang, is a frequent speaker at national sales meetings and industry events. For more articles like this, visit http://www.sellingtobigcompanies.com. Sign up for the newsletter and get a BONUS Sales Call Planning Guide.
Marketing automation
We've showed you that Demand Generation is engaging early - before companies are ready to buy - and developing and posting educational content online that helps them with business concerns. Demand Generation is also about personalization - capturing information and reacting to their online behavior. And, it is about determining who really is a good sales prospect and who is not.
It should be clear by now that you'll not be able to do this manually or in a spreadsheet. That's why you need to look at marketing automation software which makes Demand Generation possible.
Just Google the words "marketing automation" and you'll see vendors for consideration, such as Marketo, (sponsor of this white paper) Silverpop B2B Engage, and Eloqua. Fortunately, Software as a Service means you no longer need to install software and easy to use products like Marketo mean you can be up and running quickly with little effort.
For an online demonstration of Marketo, please click the image below.
One important fact to keep in mind is that marketing automation makes Demand Generation possible, but it doesn't address the educational content need of decision makers.
You can learn a great deal by watching their online behavior. Where one was visiting, now three are visiting. Or maybe they're visiting different areas of your website. Or their visits suddenly become more frequent. A decision maker who visited your pricing page three times is likely to be a good opportunity.
You never spoke with them but you see that their online behavior is changing. Fortunately, good software is available to track online behavior changes, like Marketo, Eloqua and Silverpop B2B Engage.
You also need to know when a target company becomes a qualified sales opportunity. Having a salesperson call an unqualified opportunity can easily destroy a budding relationship.
How do you determine how to make that call? The best thing to do is to go talk to salespeople. Who's a good prospect? What's the ideal customer profile? How do we ensure the culture is a match? Are they in the right part of the buying cycle?
There are also the traditional BANT measures - Budget, Authority, Needs and Timeframe. They're still important but you need to analyze a broad range of objective and subjective factors. I strongly suggest you go ask sales how they determine whether or not an opportunity is valid.
The best way is to find the critical factors and assign a point value to each factor - depending how important that factor is. For instance, fitting the ideal customer profile might be important while email open rate may be less important. By assigning point values, you can set a break point, such as 100, where any prospect getting 100 points goes to sales.
After meeting with your sales team, the next step would be to complete a lead scoring matrix, the purpose of which is to identify criteria required for lead ratings and the actions that should be taken for leads with that rating.
Here are some common form fields that would represent key explicit (things that people say about themselves or that can be researched) data:
a. Revenue
b. Employees
c. Industry
d. Geography
e. Completeness of business information (phone, email, first name, last name, etc.)
For each form field you select for lead scoring, list the possible input values for that form field and the points to be awarded for each of those values.
Next, think about what implicit (behavioral) data you want to track. You've got a ton of options here. It's best to start simple and then build on your matrix over time.
I've outlined on the next page some implicit attributes that some of our customers have used. Just because you see a comprehensive list, there's no need to use them all. Simple is better. 2
2 The Innovative Marketer blog, by Steve Gershick
The one last critical element before handoff is final verification. "Are you ready to talk to a salesperson?" It's imperative that you give only the best leads to sales. If they're not quite qualified, you should look at inside sales, who can cultivate the relationship and ripening process until they're ready to talk to a salesperson.
Lead nurturing
Few prospects are willing to drop everything to consider your company's products and services. With buyers in control, it becomes critical that you stay in touch with them regardless of their current readiness to buy. However, a study by CSO Insights showed a real problem.
Almost half of the companies surveyed considered the lead complete when it was passed to sales - but salespeople focus on the hottest prospects only, so this is a mistake. The ones who could buy but are not ready today fall by the wayside. And most of the companies in the survey had a rudimentary informal process for nurturing prospective customers. 10% of firms had no owner. A benchmark study, conducted by DemandGen Report in December 2008 found that only 8% of respondents currently have automated lead nurturing strategies and processes in place.
CSO Insights observes "companies that have a formal lead nurturing process have a considerably higher return on their marketing investment." 3 Sirius Decision found that 80% of the leads disqualified by sales buy within 24 months. A study by Marketo found a 20% increase in sales opportunities from nurtured leads.
It's clear that you need to put a real priority on implementing a formal lead nurturing process in your company.
True lead nurturing is the process of building relationships with qualified prospects regardless of their timing to buy. Unlike the popular perception, however, it's not a process but a conversation. Building relationships by definition cannot be mapped out in advance on a Visio diagram. Imagine going to a dinner party or on a date and having all your conversations mapped out before you even arrive! Instead, true lead nurturing means staying in touch while listening and reacting and adjusting appropriately. Only with this conversational view of lead nurturing will you reap the benefits.
The B2B companies surveyed by Marketo were able to grow their pool of qualified leads by as much as 50% with little to no incremental investment
3 CSO Insights, Lead Life Cycle Optimization 2008
Marketo has extensive information on lead nurturing on their website and a recorded webinar, Getting Started with Lead Nurturing (click to play). This is available on-demand and without registration.
Here are some key tips they shared on effective lead nurturing:
A good way for you to learn how to set up your own lead nurturing program is to see how others did it. Fortunately, Marketo has a complimentary webinar to explain how they did it, which you can watch by clicking on Getting Started with Lead Nurturing (click to play).
Roles and responsibilities
More than ever before, Sales and Marketing need to work closely together. Because systems and compensation are different, it takes leadership from your CEO. Marketing tends to be paid on salary and have a long view while Sales is paid on commissions and is short term focused on quarter to quarter results and pipeline. This means they have different goals, metrics and motivations.
The problem is of greater import today because of how the Internet revolutionized the buying process. Customers are no longer passive consumers but rather active participants. They research and investigate. If the timing is not right, Marketing will ship a lead to Sales before it is ready and the prospect may be upset by talking to Sales before he or she is ready.Marketing needs to engage the prospect earlier and for a longer period of time. Every lead must be nurtured and developed before passing it to sales. And once it's handed to Sales, Marketing needs to stay involved as the prospect might request more information - it's imperative the business present a unified and consistent face to the prospect. Prospect empowerment means you probably won't have a second chance.
It's imperative that you have measurable results - so your bosses and the Board can see what's being accomplished. Here are some typical measurements:
Percentage of Qualified Sales Opportunities (QSOs) that result in sales
Total sales divided by number of sales = average value of sale. Multiple average value by 12 to get a year.
Take the total margin dollars produced by 12 months of sales and subtract the cost of sales. Divide that number by your lead generation campaign cost and you'll see your return on investment.
Lead Nurturing: Track the percentage of Qualified Opportunities that result from leads greater than N number of months old.
There are other good sources of Marketing Metrics, such MarketingNPV and the book Marketing Metrics by Paul Ferris. Ron Shelvin also writes a good marketing blog at marketingroi.wordpress.com.
Be findable
You've seen how decision-makers go online when looking for solutions to business problems. You've turned your website into a hub filled with educational content. You've put out "tentacles" everywhere decision makers might be. But how do we ensure they find your website when they start to look?
We need to talk about online rankings. It's simply too important to overlook.
Decision makers describe business problems by typing words into the Google search box. Google runs their search through their secret calculations and shows screens of recommendations.
How does Google do this and how do I ensure my website shows up?
Google and the other search engines rank websites in search engine results pages according to relevance to the words the decision makers used. This relevance is calculated by looking at both on-page factors such as the content on your site and off-page factors in the form of inbound links to your website. Off-page factors are the biggest influencers in your website's ranking in search engine results.
The key to understanding this is to know that Google is trying to find the best websites to show for the terms used.
How does Google determine which is best? Google looks at the content of the website, but also looks at how many other websites have links to yours. Each link is a vote. More votes mean a higher ranking.
Others tell you all about search technology and how it works. They tell you that you need to use keywords in your title tags and to improve your global link popularity. Once they get to "topical relevance of inbound links to site", I get my fill of technical gobblety gook and my eyes glaze over. That is deadly dull, so let's use a different approach.
Your Google ranking is in its essence a popularity contest, so let's use people - with a goal of becoming popular. If we can understand how a person might become popular, we can understand how Google can highly rank our website.
Start with a long look in the mirror. See things we don't like? Maybe a bit flabby and our hair's gray. We come up with a plan and work it.
Color gray hair. Lose weight. Work out at the gym. Use other ways to improve your appearance, such as hair replacement, diets, liposuction, or teeth whitening. There are lots of things you can do to make yourself more attractive.
Months later, we look in the mirror. "Wow! I really like what I see." You smile at your slim physique and white teeth. But are we popular? Hasn't anyone seen us? We think "Oh no! I've to get out there."
We need to meet other people. We need reputable people to say good things about us - after all, a good word from Oprah means a lot more to our image than a good word from a no name person.
In the world of the internet, sites that have been out there a long time and have a lot of rich content do best -- such as CNN, Wikipedia, and universities. Those are the Oprahs of the internet and have the most credibility, so a "vote" from them means more than a vote from an unknown site.
How do we get the well-connected Oprahs of the world to recommend us? The real Oprah wouldn't invite us to appear on her show unless we have something truly compelling for her audience.
This was a simplistic but accurate definition of how organic search marketing works. The stuff you did on yourself is comparable to work on your website. You need to make it "attractive." Getting out and meeting others is equivalent to others linking to your website.
In Google's proprietary algorithm, some credence is put on what you do to your website, but the votes coming from others means even more.
What that means is this:
When a prospective buyer is looking and types keywords to describe what he/she is looking for; Google returns the most popular websites for those keywords, as determined by their proprietary algorithm. If your website is popular, it appears on the first page of listings, and they find it.
You have two options to capture those eyes when they describe their business problems with words - paid ads and organic search.
"Paid Ads" is traditional advertising - you pay each time a user clicks on your advertisement. You can do these very quickly. Google's program is called AdWords and you can go to AdWords.com to sign up. It's easy, fast and measurable - but it doesn't give the results of organic search.
Organic search results are "free." You don't pay for clicks, but you have to be popular. Becoming popular, as you just learned, takes time and consistent effort - but the results are better because that's the part of search results people use most.
The key thing to consider is your goal. If you need fast results, use paid search like Google AdWords. If you want the best return on your money and are willing to work for it, use free/organic search. You can also use them together - invest heavily with paid search. Over time as organic ramps up, scale back on paid search. If you're able to dominate the page by having your website ranked at or near the top for key search terms for both free and paid search, you'll be in great shape.
Discussing specifics of how to optimize for organic search and use paid advertisements is beyond the scope of this white paper. Good online resources about search engine optimization include SEOMoz and HubSpot's Website Grader.
Landing pages
Converting visitors to interested prospects means they not only click on your ad or link, but they go to a relevant and logical place that takes them through a process with a minimum of "friction."
The place they go when they click on the link is called the "landing page." Does the landing page match the ad? Is it simple and compelling? Do the colors and graphics match? Is the offer clear? It's critically important that you make this process as frictionless as possible.
Many companies make the mistake of linking to their home page. Imagine becoming interested in a product and clicking on it, only to go to the company page where you have to search for it again. Most people abandon the search.
For instance, when saving this document (written in Word 2007 in Word 2003 format,) Microsoft gives me a warning that "7 images might change position" and "Click Here" to learn more. But when I "Click Here," I get generic Word help. I go no further and your website visitors won't either -- if your landing page is not relevant.
You can check out Marketo for more information about Landing Page capabilities. MarketingExperiments is also a good source of training.
Customer buying processes have changed. So the ways we find new customers has to change too.
Here some action steps you need to take:
Demand Generation works. Many companies have experienced benefits. You can too. Let's get started. We also invite you to visit the website below to continue the discussions.
By The Fearless Competitor, Jeff Ogden
(516) 284-4930 office
1. Our company's value proposition - the business outcomes our customers get from the use of our products and services is:
Must be specific and measurable with constraints. For instance, if your customers cut cost of goods sold by up to 27.7% in the first six months without adding staff - that is a value prop. "Our customers experience a lower cost of goods sold" -- is not.
2. Our ideal customer profile is:
1. The top three challenges our prospective customers face include:
2. The top three media choices of our target customers include:
1. Our marketing changes based on customer online behavior (Yes/No)
2. Fill out the third column in the buying chart below. Focus on providing educational contact based on the persona of the executive in the buying cycle. For instance, a VP of Manufacturing has a problem with rework costs, but doesn't know that there's a better way - how might you "talk" to him?
3. What's the single biggest change in buying behavior?
4. Name three things you can do to engage prospective buyers at the earliest time when they're starting to look online.
1. Marketing and Sales have a close working relationship and meet at least twice a month (Yes/No)
2. Our CEO has taken a leadership role in aligning the measurements and objectives of sales and marketing (Yes/No)
3. We have a well documented process for nurturing and scoring sales leads (Yes/No)
1. We have a clear and documented scoring system for leads (Yes/No)
2. Our sales leadership has been actively involved in helping us define good lead scores (Yes/No)
3. We've moved beyond budget and authority to other factors, like online behavior (Someone visiting your pricing page for the second time is demonstrating increased readiness to buy.) (Yes/No)
1. We have a well-defined single view of marketing and sales - from first meeting to ongoing support (Yes/No)
2. The top four metrics we use to measure the effectiveness of our marketing include:
1. Our top three keywords and their monthly traffic in Google are:
Where to find additional information
• Findnewcustomers.net Companion website to this white paper.
• Sirius Decisions, CSO Insights
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Writing this has been a labor of love. My 25+ years of enterprise sales and marketing experience where I met so many wonderful people has shaped and molded my knowledge. I've had wonderful managers from whom I learned a great deal, such as Robert Greifeld, now President and CEO of NASDAQ/OMX. I also have to thank all of the experts who have shared their knowledge over the years. But most of all, I want to thank my wife of over two decades, Kathy, and our three wonderful boys for their love and support.
This document would never have been written had it not been for the help of experts. Their generosity in lending their time and knowledge is priceless. It is important to note that, while I know this subject matter intimately, the quality of this document is due to the help of leading experts in acquiring new customers, including:
We also need to thank our sponsor, Marketo. This important document would never have seen the light of day if not for Jon Miller, VP, Marketing at Marketo.
Lastly, a special note goes out to my good friend and mentor, Jill Konrath of Selling to Big Companies and the Sales SheBang. She edited this document and her diligence and perfection were invaluable. Jill's up there on a pedestal with my wife and mother. Nothing I've accomplished would have been possible without Jill.
Jeff is a sales/marketing expert who helps companies acquire customers. He also authored a highly regarded white paper entitled How to Find New Customers.
The CMO Club invited Jeff to host a session on Demand Generation at their Thought Leadership Summit in New York City. He also writes a popular blog entitled Fearless Competitor - filled with sales and marketing tips and ideas.
A large global software firm asked Jeff to lead a worldwide team of 25 on the firm's largest and most demanding customer. He and his team grew revenue by 242% in just 12 months while shutting out the firm's biggest competitor. He also headed global sales and marketing for a UK firm and helped transform them from a product / technology centric firm to a market-savvy, customer focused firm - subsequently named the 14th fastest growing company in the United Kingdom.
Jeff is also an entrepreneur - having founded two firms. Born and raised in a small town in the Midwest US, Jeff now lives just outside New York City with his wife and their three boys.
Are you considering investing in ERP software for the first time? Or maybe you already have an ERP solution but you're worried it's becoming dated. If either of the above apply to you, read our latest guide on the top ERP features and benefits based on the size of your business. You may be surprised at how versatile and cost-effective it is becoming - regardless of if you own a small business or run a large enterprise. more
When was the last time you evaluated the performance of your current contact center and the software you are using? The results may be frightening! If it's been awhile since you invested in contact center software, there is a good chance that your needs have changed or that there are better options available now. Fortunately, it's relatively easy to determine if you need an upgrade or not. more
The wrong phone system could be haunting your business - and we're talking about problems more serious than ghosts and ghouls. From increased costs to issues with scaling, we've identified seven important ways that a less than ideal phone system could be holding you back. You'll be surprised at how much of a difference this can make to your bottom line too. more
An in-house fax server gives an IT department centralized management and monitoring over the entire enterprise's faxing. This can help your company track usage and better maintain records for auditing and record keeping. However, there are serious drawbacks that come with utilizing an in-house fax server solution and these range from security to cost-prohibitive pricing. more
As an IT manager, maintaining physical fax servers and infrastructure is not a high priority. However, fax capability remains a business need simply because chances are your industry is dependent on its security. What if there was a way to reduce the amount of time spent handling fax complaints and maintaining physical servers? And this way took into account security, cost savings, and freed up your IT resources. Would you be interested? more


text:
After getting past more blue-haired cavemen in an underground area, the vikings reach a new cavern.
Reach the Exit
Send Olaf and Baleog to the right to deal with a snail. Then have Erik go to the right and get the tomato and dash into the wall.
If there is a blue-haired caveman down below, you should try to get him to go to the left as far as possible by having a viking on the upper level following the caveman. This will get the caveman off of the screen so that Olaf can go down and block the flames without having to deal with the caveman.
When Olaf is down there blocking the flames, you can have Erik try to jump and get the shield up above.
After that, have Baleog go to the left and kill the blue-haired caveman. Then send Erik to the left as well, so that Olaf doesn't need to block the flames anymore. Have Olaf go left and block the blue-haired caveman, and have Baleog kill it. Then get the red key and use it on the keyhole to the left, then have Baleog kill the two blue-haired cavemen on that side.
Have Erik go to the left and dash into the wall, then send Olaf down until he encounters a blue dinosaur. Have Baleog kill the dinosaur, then have Olaf go to the right and block the snail, and have Baleog kill it.
Next, have Olaf get into a bubble, and have him go to the left when he can. He should go all the way to the left, where there is a breakable wall and a flame-spitting statue. Send Erik up a bubble to dash into that wall, then have Olaf get the yellow key. Give Erik the key, then have Erik go down the ladder and jump over the stalagmites and use the yellow key on the keyhole. Then he should get the blue key and go into a bubble. Have him go to the right when possible, then go down the first ladder. Have him use the blue key on the keyhole, then go down the ladder. Don't dash into the wall yet! Instead, have Olaf go to where Erik is. Then Erik can dash into the wall, and Olaf can put up his shield and stand where the wall was. This will block the piece of wood from falling all the way, allowing you to collect the Omega Bomb. Go ahead and use it to kill the blue-haired guy, because he's the last enemy on the path to the exit.
Now send everyone to where the blue-haired caveman was, and go up the ladder to reach the exit.

subset: commoncrawl


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A "We the people" petition for the federal government to repeal the National Firearms Act has earned over 130,000 signatures, most of those garnered in the past week.
The appeal for abolishing the law that regulates suppressors, destructive devices, machine guns and short-barreled rifles and shotguns among others, was initiated on President Donald Trump's inauguration day but had only earned 34,185 signatures as of Feb. 8. By late Feb. 13, the total stood at 133,739, blowing away the 100,000-signature threshold needed to trigger an official response from the White House within 60 days.
"We the People wish to see the National Firearms Act of 1934 repealed in order to remove regulations on our 2nd amendment rights, increase national economic strength, and provide protection against threats to our national security," notes the simple one-sentence petition that has seen support from a number of those well-known in the pro-gun social media circle.
As the NFA itself is a package of laws, a repealer would generally have to begin in Congress and work its way through the legislative process to reach the White House for signature by the President. The current Congress has three active bills addressing NFA issues: the House and Senate versions of the Hearing Protection Act to partially deregulate suppressors, and a proposal by Sen. Marco Rubio to largely scrap Washington D.C.'s firearms laws.
The original hearings for the NFA took place over five days in April and May 1934 in front of the Ways and Means Committee of the 73rd Congress and was enacted on June 26 after being signed into law by President Franklin Roosevelt.
The act itself and the hearing records are in the Guns.com reference section.


text:
Brainwave Trailer (2005)
02 January 2005 92 mins
Jun Oh, a man suffering from severe headaches. With his headaches come some unexpected special powers. Meanwhile, two narcotics detectives stumble upon a corpse under a bridge. And that's when things start to get strange...
Watch the official Brainwave 2005 trailer in HD below or find more Brainwave videos on Vidimovie.


text:
The Phone Line
A recent cartoon I did for Greenpeace. Tell Samsung to end planned obsolescence. Joe Mohr is a cartoonist for a variety of publications and a children's writer and illustrator. His … Continue reading
Orange Doesn't Understand Free Speech
This is the cartoon I was working on during the Greenpeace movie Our Voices Are Vital. It's the only cartoon I've ever created while being filmed. Joe Mohr is a … Continue reading
The Life of a Cellphone
Here's a recent cartoon I did for Greenpeace Asia that they shared as part of their study on the impact of ten years of smartphones. Joe Mohr is a cartoonist … Continue reading
Cellphone Cartoon for Greenpeace South Korea
Greenpeace South Korea republished an old cartoon. It's very cool to see one of my cartoons written in Korean. …in case your Korean is rusty, here's the original. Joe Mohr is a … Continue reading
Honored to be in Greenpeace Film
I was honored to join these other amazing artists and activists in Greenpeace's Our Voices Are Vital film. It's the second time my cartooning has been caught on camera–although this … Continue reading
A part 2 to last week's RESIST cartoon. This would be the only other likely reaction he'd have to Greenpeace's great RESIST banner. Probably even more likely than last week's … Continue reading
Resist Racist
The great green activists at Greenpeace hung the RESIST banner in front of the White House after Trump moved in. This was (very likely) his reaction to the banner. #RESISTOFTEN


text:
The Intellectual Property Laws Amendment (Raising the Bar) Act 2012 (Cth) (Amendment Act) will take effect on 15 April 2013. Trade mark applications whose acceptance is advertised in the Official Journal of Trade Marks on or after 15 April 2013 will be subject to the new opposition practice rules.
Now is the time for brand owners to ensure they understand the impact of the new law. In short, the amendments will benefit brand owners by streamlining and improving the process of trade marks oppositions, enabling trade mark disputes to be resolved more quickly.
The main changes brand owners need to be aware of are listed below.
Changes to the trade mark opposition and non-use removal
Major changes to the opposition and removal processes include:
- The opposition period has been shortened from three to two months following advertisement in the Official Journal of Trade Marks.
- The new Notice of Opposition will contain two documents: the Notice of Intention to Oppose - to be filed two months from the date of advertisement in the Official Journal of Trade Marks; and the Statement of Grounds and Particulars - to be filed one month from the date of filing the Notice of Intention to Oppose. The Statement of Ground and Particulars must state the material facts on which each ground of opposition is based, but will not require evidence to prove the facts.
- There will be very limited opportunity to amend either document comprising the Notice of Opposition.
- An extension of time to file a Notice of Intention will no longer be granted on the basis of 'genuine research' or 'settlement negotiations', rather an extension will only be available where there was an error or omission by IP Australia, the person seeking extension or an attorney/agent; or in circumstances beyond the control of the person.
- The introduction of a Notice of Intention to Defend, to be filed by the applicant one month from the day the applicant is given a copy of the Statement of Grounds and Particulars. If an applicant does not file a Notice of Intention to Defend, the application will lapse.
- Introduction of a cooling off period for the purpose of conducting settlement negotiations. Parties may apply for a cooling off period by consent any time after the complete Notice of Opposition has been filed. The initial cooling off period will be six months and can be extended to 12 months.
- Extensions of time for filing evidence will be much more difficult to obtain and will only be available in exceptional circumstances or if the Registrar is satisfied that the party has made all reasonable efforts to comply with the deadline, but despite acting promptly and diligently was unable to file its evidence in time. This change is applicable to pending oppositions which have current evidence deadlines after 15 April 2013.
- Documents will be electronically filed and the Registrar will be responsible for sending documentation to the other party. There is no longer a requirement to serve any documents or evidence on the other party.
Additional damages for infringement
The Amendment Act includes provisions for additional damages in infringement proceedings. In addition to harsher criminal sanctions for trade mark infringement, the court will be given power to award additional/punitive damages for trade mark infringement in civil proceedings.
Expanded jurisdiction of the Federal Magistrates
The Amendment Act gives the Federal Magistrates Court jurisdiction to hear matters arising under the Trade Marks Act 1995 (Cth), including appeals from oppositions.
Customs seizures process amended
The amendments will slightly alter the process of customs seizure in Australia and are favourable to brand owners. The amendments aim to simplify the process of customs seizures by:
- Shifting the onus onto the importer to make a claim to Customs to release seized goods, failing which the goods will be forfeited and destroyed
- Allowing Customs to release details of the exporter or consignor to the brand owner
- Permitting brand owners to inspect multiple samples of the seized goods.
With the launch of the Raising the Bar amendments only a few weeks away, brand owners should consider how the new laws will affect them. We are actively advising clients in this area, and would be happy to assist you with understanding and utilising the new amendments.
Should you have any questions in relation to the Amendment Act, please do not hesitate to contact us.
© DLA Piper
This publication is intended as a general overview and discussion of the subjects dealt with. It is not intended to be, and should not used as, a substitute for taking legal advice in any specific situation. DLA Piper Australia will accept no responsibility for any actions taken or not taken on the basis of this publication.
DLA Piper Australia is part of DLA Piper, a global law firm, operating through various separate and distinct legal entities. For further information, please refer to www.dlapiper.com


text:
Welcome to our Christmas Gift Ideas guide! To celebrate the Holidays we've selected the best Christmas and winter themed pop-up books for you to give as a present to your friends and family. Whether you're looking for a gift for your dad, sister, grandma or best friend, there's something special to find for anyone. We also have a list of best-selling pop-up book titles by our favorite Paper Engineers. It's all in this guide with Christmas Gift Ideas. Take a look at this selection that makes it much easier to find the perfect Christmas present!
Winter & Christmas pop-up books
This is a mix of our favorite Christmas and winter themed pop-up books. All of them are quality books that are great gifts for kids, adults, friends and family. These new and classic pop-up books are a joy to read and must-haves for everybody who loves the winter season and Christmas!
Christmas Pop-Up Cards
More Christmas gift ideas
Pop-Up Advent Calendars
Amazon Gift Card in a Holiday Pop-Up Box
- Gift Card is affixed inside a specialty box
- Gift Card has no fees and no expiration date
- No returns and no refunds on Gift Cards
- Gift Card is redeemable towards millions of items at Amazon.com
- Scan and redeem any Gift Card via the Amazon App
- Free One-Day Shipping (where available)


text:
Come and work for us
We're looking for two Social Enterprise Advisers
Hours: 30 hours per week – more of fewer hours will be considered for the right candidate depending on the needs of the programme.
Salary: £25,000 + 9% employers' pension contribution pro rata
Location: West Birmingham and Smethwick
Working as part of a small team, the USE-IT Social Enterprise Adviser will provide specialist advice, information and support to help groups of people to trade successfully as co-operatives, or, as community owned businesses.
Co-operative Futures is a specialist business consultancy for co-operative and community owned enterprises. Co-operative Futures offers bespoke consultancy to emerging, new start and existing organisations.
The USE-IT Programme takes a place-based approach to supporting residents to trade their way out of poverty and social exclusion by supporting the creation of a community of social entrepreneurs. It is being funded by the European Regional Development Fund and is led by Birmingham City Council.
For more information USE-IT Social Enterprise Adviser Job Description & Person Specification
If you are interested then please email an up to date CV and a covering letter to email@example.com by midday on Friday 17th March. In the covering letter, please demonstrate how you meet the requirements of this post and explain why you would like to work with Co-operative Futures on the USE-IT programme.
Interviews will be held on Wednesday 5th April 2017


text:
The bar area of Blind Tiger Ale House. Photo Credit: manhattanstyle.com
Opening Hours: Daily: 11:30AM - 4AM
Phone: (212) 462-4682
Price: $$$
Website: http://www.blindtigeralehouse.com
They don't call it an ale house just for the 19th Century facade. In fact, the interior is as close to the old traditional public house idyll you'll get in Manhattan. Rustic wooden tables set beneath the whirring air-conditioning fans and convex mirrors give the place a decidedly Deco ambiance, enhanced by the cheery welcome and farewell from staff as patrons come and go. Blind Tiger offers an exceptional blend of ales, ranging from Irish stouts to all-American micro-brewed specials. Bigfoot Barley and McNeill's Firehouse Amber are just a few of the favorites. The garden is an open-air continuation of the interior, with 30's posters and war propaganda exhibits adding to the olde worlde enchantment.


text:
This email was created by [MemberName] <[MemberEmail]> who thought you would be interested in the following Article:
"What is Amazon Web Services?" Amazon has a variety of web services APIs that enable you to leverage Amazon's data and robust infrastructure, easily and inexpensively. These fundamental services enable external developers and businesses to build solutions in a reliable, scalable, and cost-effective manner.
CodeProject also contains hundreds of articles, free source code samples and applications to help in your day to day programming. Why not give it a try!


text: Hi everyone, I'm working on a website for a dental company and they would like to implement a small 30 sec animation video. It's original size is about 14mb, I have only been able to compress it to 6mb. (that still seems very big!) What tips could you give me to make it so I can reduce the video to a small size whilst keeping the quality and also how could I make it load up seperatly from the website? Thanks.


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text: Really? I've seen fans go so far as to mention it as one of the worst episodes of the show, which I'd definitely consider a wild overreaction (there are so many other more deserving targets). Certainly the timing was unfortunate for the show; it's a slap in the face of a return to substandard dreck after a genuinely nicely laid hour of TV. I don't differ in that I don't see a point to non-arc episodes. As a Star Trek fan, quite fond of the episodic format for sci-fi storytelling. I just think a lot of them stink.


text: I decided to post some pictures from a Sigma Macro lens for Canon mount that I purchased off of Ebay. Something that I enjoy about the Sony camera system (A6300,A7R,A7RII) is that they made it so easy to use just about any lens on this camera. Of course, your mileage can vary but it is good be able to use some old glass on a new camera. Something that I think both Nikon and Canon have failed at, Canon more so. The Sigma 50MM F2.8 Macro lens. I dont have much history about this lens other than it was cheap off of Ebay and my copy seems to be in good condition.


text:
He's hobbled now, but Miami's Kearns has surprised Guillen
Austin Kearns of the Miami Marlins left Tuesday's game in the fourth inning with a tight right hamstring. He's day to day.
Kearns, who pulled up while running the bases, is off to a solid start, batting .375 after going 1-for-1 with a walk before leaving Tuesday's game.
But if manager Ozzie Guillen had had his way in spring training, Kearns might have opened the season in the minor leagues.
Talking before Tuesday's game about Kearns' progress, Guillen said Kearns did not make a positive impression on him when he arrived to spring training as a non-roster invitee.
"He got lucky he got hot for three days because he was my first release when we had the meetings," Guillen said Tuesday.
Not everyone in the Marlins' front office agreed with Guillen, and Kearns started to play well. He eventually beat out Aaron Rowand as the team's right-handed bat off the bench, batting .370 with three homers and nine RBI in 17 spring games.
"If I could cut people, he might've been the first one to go out. But I let him play because of the problem we had: We needed a right-handed hitter," Guillen said.
"I made him compete against Rowand, and he beat Rowand easy, no problem. That's the reason he made the ballclub, because he earned it. He won the spot, and so far he has been great."
Guillen still doesn't consider Kearns an everyday player. "If we use him the way we use him right now, he will be very productive," Guillen said.


text:
Book: Penguin in Love
Author: Salina Yoon
Rating: two stars (out of four)
Release date: December 3, 2013
Publisher: Walker Books for Young Readers
Pages: 36
Source: Barnes & NobleThis book had such a sweet looking cover. How can you ignore a penguin and knitting? You can't. Unfortunately, I wasn't as impressed with the story inside. I Felt like a page was missing in the middle because of the abrupt transition and random story line. The illustrations throughout were pretty cute, but the story was disjointed and needed something threading it together besides the yarn theme.


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Does anyone know how the Rapture is going to work? What method of transport is going to be used? Will it take long, or is it instantaneous like it is on Star Trek? Do we need to take a thermos and sandwiches? And what might the appropriate attire be that day? I was thinking of wearing a ball gown but I don't know if this is appropriate. Your advice and theories would be welcome.
Thanks in advance
This would probably be better asked in the HP religious forum IMO.
As of now it has been moved to the appropriate forum. Took a little longer than I thought it might.
King James Version 1Th 4:17 Then we which are alive and remain shall be caught up together with them in the clouds, to meet the Lord in the air: and so shall we ever be with the Lord.
Reference Bible 1Th 4:17 Afterward we the living who are surviving will, together with them, be caught away in clouds to meet the Lord in the air; and thus we shall always be with [the] Lord.
American Standard Version 1Th 4:17 then we that are alive, that are left, shall together with them be caught up in the clouds, to meet the Lord in the air: and so shall we ever be with the Lord.
As a witness from these scriptures alike the word rapture does not exist in the scriptures
So Jehovah's name will be as it would be in Hebrew and Greek translation in answering questions.
To start ,an understanding By the rapture you mean that Christians living at the end of the system of things are to be taken to heaven, is that not right? . . . Have you wondered what they will do when they get to heaven? . . . Notice what Revelation 20:6 (Reference Bible Re 20:6 Happy and holy is anyone having part in the first resurrection; over these the second death has no authority, but they will be priests of God and of the Christ, and will rule as kings with him for the thousand years.
Simple Jobs or seats of the heavenly Goverment!
Now who will these king and priest rule over?
Reference Bible Re 5:9 And they sing a new song, saying: "You are worthy to take the scroll and open its seals, because you were slaughtered and with your blood you bought persons for God out of every tribe and tongue and people and nation, these people have been purchase by Jesus blood. These are the new citizens that will poses the earth that will live here and benefit from that New Goverment.
King James Version Mt 5:5 Blessed are the meek: for they shall inherit the earth.
New World Translation Mt 6:10
Let your Kingdom come. Let your will take place, as in heaven, also on earth.
People will not have to die and go to heaven to be in a heavenly inviroment once the earth is cleaned off. that is what the Mt 6:10 is saying .
I love it, Your sense of humor is priceless. When you find the answer to all those questions do share. I await on bated breath. LOL.
personally I hope HP shuts this one down!
I am only familiar with the raptor.
Keyword: "practical"
Pam, this is priceless! Being raised in a strict religious doctrine (will not name the denomination) all my questions were met with, "We don't have all the answers. We simply have to have faith." The words that were unspoken but clear as day were,
"You must not have enough faith, if you are asking these kind of questions."
Well, I certainly did not want to be regarded as one who did not have faith, so that
shut me up for good!!!
My only hope is that it does not happen while taking a shower.
Or, can you imagine doing the 'down and dirty' with your loved one in bed??
If I get an update on the time factor, will be sure to let you know!!
by rapture9 years ago
Rapture of His BrideNotice: 1 John 3:2 Shares We the sons of God, He shall appear, We shall see him as he is.1 John 3:2Beloved,now are (we the sons of God) and it doth not yet appear what we shall be,but we know that,...
by Jewels5 years ago
Finally some sense. There is nothing real about the Rapture, the word was never in the bible to begin with. Yet the Christian Right swears it will happen. The 'prophecy' is not really a prophecy, just pasted...
by Rose Maria Rica D. Fuentes5 years ago
share your thoughts
by Lynn Ella6 years ago
I don't think I've ever had this discussion before and I'm just curious if there is any common thought on this.
by Stacie L6 years ago
Looks like we're in for another rapture;anyone getting ready for this one?http://global.christianpost.com/news/ha … ing-58248/Harold Camping has predicted that the rapture will take place on Oct. 21, following...
by seanorjohn7 years ago
I am a christian. Not a very good one but I try my best. The biblical quote I really don't like is " an eye for an eye", I know it has been interpreted as don't overeact but I still don't like it. Seems...
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text:
There are so many reasons I'm choosing to do the Lumea trial; I hate the time it takes shaving every morning, feeling self conscious about lifting my arms up because of underarm hair, even after shaving and also because the pain of epilation & waxing is sometimes a bit too much. I've used the Lumea once already and so far pain free and took about 6 mins (for my underarms, bikini line, moustache & bottoms of my legs combined).
I'll be updating y'all on the way with updates via Instagram, Twitter and of course my blog here and I can't wait to share the results - I'm expecting to be as smooth as a dolphin afterwards, and I'm sure Andrew will love me all the more for it - I actually didn't shave my legs for two weeks recently (my excuse is it's autumn) and he hated it so much he wouldn't let my legs touch him in bed whilst sleeping... (don't worry gals, I reminded him that I have to deal with his hairy legs all the time)!
So I hope you join me on my updates!
"Lumea, the secret to beautiful hair free skin, for up to 2 months"
Disclosure: Compensation was provided by Philips via Mode Media. The
opinions expressed herein are those of the author and are not indicative of the opinions or positions of Philips.


text:
Photo of the Week
Quote of the Week
One hundred and eighty five spacewalks and counting. If the shuttle program was the golden age of LEO, the ISS is the golden age of EVA Beth Moses, Aerospace Engineer, Virgin Galactic, after spacewalk of Barry Wilmore and Terry Virts, conducted from the ISS on February 21 (EVA - extravehicular activity)
News of the Week
SES headlines the week
Luxemburg-based satellite fleet operator SES awarded Airbus Defense and Space, Boeing Space and Intelligence Systems, and Orbital ATK with contracts to make SES-14, SES-15 and SES-16 satellites, respetively.
SES-14 spacecraft, weighting 4200 kilograms at launch, will be equipped with C- and Ku-band transponders to provide telecommunications services across the Americas and the North Atlantic region. The satellite will be based on Airbus' Eurostar platform in its E3000e variant, which exclusively uses electric propulsion for orbit raising, and is scheduled for launch in Q4 2017 to replace SES's satellite NSS-806 and add new capacity.
SES-15, to be launched in Q2 2017, is also expected to cover North America, and also will fully rely on electric propulsion. It will be based on Boeing's 702SP satellite platform and will carry additional Ku-band wide beams and Ku- as well as Ka-band High Throughput Satellite (HTS) capability.
SES-16/GovSat was ordered by LuxGovSat, a new joint venture between SES and the Luxembourg government, from the satellite manufacturer Orbital ATK. SES-16 is a multi-mission satellite using dedicated military frequencies (X-band and military Ka-band) to provide services in Europe, the Middle East and Africa. The satellite will employ new Orbital ATK's GeoStar-3 satellite frame and is expected for launch in Q2 2017.
The three satellites could be launched both by Arianespace's Ariane 5 rocket and SpaceX's Falcon 9, setting up what is becoming a regular competition between these two companies. SES announced earlier that it planned to spend about $1.25 billion on up to four new satellites, their launches and insurance, between 2014 and 2018. This satellite order is for three of the four.
Later SES reported about its agreement to be the inaugural customer aboard an enhanced version of SpaceX's Falcon 9 rocket, a decision that followed a careful review of Falcon 9's 20% more-powerful first stage engine block and conclusion that SES' future revenue levels are very sensitive to the timing of a single satellite's launch, even for a company like SES, which currently has a fleet of 54 spacecraft. The launch is scheduled to occur by June.
It is worth to note that SES in 2014, for the first time, surpassed Intelsat as the world's largest fixed satellite services fleet operator when measured by revenue. Intelsat reported 2014 revenue of $2.47 billion. SES's 1.92 billion euros – up 3 percent from 2013 — translates to about $2.55 billion using the average exchange rate for the year.
SES has seven satellites under construction and scheduled for launch between 2015 and 2017, but SES-9 is the only one scheduled for 2015. The satellite will operate from 108.2 degrees East over Asia and provide coverage for Northeast Asia, South Asia, Indonesia and the Indian Ocean region. Of its 84 transponders, 53 are for new business, which is where SES's growth comes from.
Other News
- United Launch Alliance (ULA) announced that Atlas V and Delta IV rockets will be replaced by a new Next-Generation Launch System (NGLS), which is slated to be flight tested in 2019. ULA also plans to gain access to NASA commercial missions with NGLS and expects it doesn't take much time because it has already included the US Air Force in its design review process and because the new system will rely on legacy of Atlas V and Delta IV programs. The near-term priority for ULA is to field the BE-4 rocket engine with Blue Origin to replace the RD-180 in the Atlas V and to support the NGLS design.
- Orbital ATK said that the first flight of upgraded Antares rocket with new RD-181 main engine would likely happen in March 2016 without a preceding demonstration flight, but following a January 2016 test firing of the rocket's first stage. Later Reuters agency released an information, retrieved from its sources, that October 2014 explosion of Orbital ATK's Antares rocket may have been triggered when debris inadvertently left in a fuel tank traveled into the booster's main engine.
- Intelsat and Azercosmos will collaborate on the development of Azerspace 2/Intelsat 38 satellite, that will be launched in 2017. Azerspace 2 is expected to offer enhanced capacity, coverage and service offerings to support the growing demands for DTH, government and network services cross Central and Eastern Europe, Asia and Africa - via SpaceNews.
- Europe's fifth Automated Transfer Vehicle (ATV) that departed the International Space Station (ISS) on February 15 was the last one in ATV program, during which five ATVs delivered to the ISS more than 31500 kg of supplies. It is reported that European Space Agency (ESA) spent near 2,5 billion euro on the largest of cargo vehicles serving the station, what includes cost of launch aboard Ariance 5 rocket.
- Lockheed Martin Space Systems likely to offer NASA a redesign of Orion deep-space crew capsule's all-important heat shield. This decision was based upon the data from the four-and-a-half hour Exploration Flight Test (EFT)-1, carried out on December 5, that indicated possibility for a lower-cost heat shield design to provide the necessary protection for Orion crews.
- OHB Space Systems has completed the integration of Hispasat's upcoming satellite Hispasat Advanced Generation 1 (AG1). This satellite, weighting near 3200 kg, is the first one to be based on small-GEO platform jointly developed by OHB and the European Space Agency - via Via Satellite.
- The team working on the leading concept for a mission to Jupiter's moon Europa believes it can be ready for launch as soon as 2022, several years ahead of the schedule NASA officials stated - via SpaceNews.
- OHB Sweden and ÅAC Microtec have been appointed by the Swedish National Space Board (SNSB) to deliver a highly capable small satellite platform, named InnoSat, and to accomplish the advanced scientific mission named MATS - press release.
- Patrick Wood, erstwhile Head of Engineering and Operations and an Airbus Group Executive at Airbus Defence and Space, was appointed as SSTL's Group CEO with effect from 1st April 2015 - press release.
- Swiss Space Systems (S3) officially inaugurated its daughter company in Croatia. First activities of S3 Croatia will be ZeroG flights in the first half of 2016. Moreover, S3 Croatia is working under the project of Spaceport with possible location in Ubdina. Also, S3 Croatia will be involved in the development work of the upper-stage of S3 system that is currently being developed in its Swiss headquarters with the help of Russian partners, providing the propulsion system.
- Gilat Satellite Networks reported $235.1 million in revenue for 2014, almost exactly where revenues stood in 2013, at $234.9 million. Earnings Before Interest, Taxes, Depreciation and Amortization (EBITDA), however, increased year over year by 43 percent - via Via Satellite.
- Intelsat reported total revenue of $2,472.4 million and a net income of $232.5 million, or $1.99 per share on a diluted basis, for the full year 2014 - via SpaceRef.
- Boeing Defense, Space and Security announced that it is consolidating several of its aerospace development programs, including the Space Launch System heavy-lift rocket and CST-100 commercial crew vehicle, into a new organization called BDS Development, intended to improve management of those efforts - via SpaceNews.
- A private organization that recently selected finalists for one-way human missions to Mars in the mid-2020s has quietly suspended work on a pair of robotic missions, putting into question plans to launch those spacecraft in 2018 - via SpaceNews.
- COM DEV International Ltd. announced that the rapid and dramatic weakening of the Canadian dollar against its US counterpart in January had negatively impacted the Company's hedge portfolio - via SpaceRef.
- Orbital ATK Introduces New Company To Investors and Analysts - via SpaceRef.
- Firefly Space Systems, developer of small-class launch vehicles for SmallSat market, announces the addition of Bradspace Ltd. of UK to its growing team - press release.
- The National Space Society and the Space Frontier Foundation, along with 9 other space organizations, are joining together to create a new strategic alliance for space development and commerce - via Parabolic Arc.
- Boeing and ULA teams held a ceremonial groundbreaking to begin construction on a new crew access structure at Cape Canaveral Air Force Station. The preparations will enable Space Launch Complex 41 to host astronauts and their support personnel for flight tests and missions to the International Space Station - via Parabolic Arc.
- Kratos Defense & Security Solutions' subsidiary, SAT Corporation, has been awarded a contract to design, manufacture, install, test and deliver a Carrier Monitoring System (CMS) for NewSat's Jabiru 1 satellite - via Via Satellite.
- Researchers predict a $10 trillion return on investment for meteorological and scientific satellites that were recently launched - via Bloomberg Business.
- Slovakia becomes the ninth country to sign the European Cooperating State Agreement with ESA. Its membership fee is estimated to stand at €1.4 million per year.
- The Chairman of Indonesian National Institute of Aeronautics and Space (LAPAN) Thomas Djamaluddin gave interview to JAXA at the 21st Asia-Pacific Regional Space Agency Forum (APRSAF-21). He specified future LAPAN's goals: to launch LAPAN-A2 and LAPAN-A3 (with mass 50 kg) in 2015 on Indian rockets as well as to develop a small solid-fuel rocket, a transport aircraft (in collaboration with private companies), a military reconnaissance drone, sounding rockets and an Earth observation microsatellite. Also, LAPAN has long-term plans to launch by 2018 LAPAN-A4 and LAPAN-A5 satellites, weighting each 100 kg or more, and to develop fully domestic satellite by the end of 2019.
- The US Defense Advanced Research Projects Agency (DARPA) hopes to start as many as 5 new space programs next year in areas including space threat awareness and satellite propulsion. The agency's total budget request for space-related activities is about $126 million for fiscal year 2016. Despite the new starts, that is about $53 million less than the agency received from lawmakers in 2015 and about $43 million less than the agency expected to spend on space programs a year ago - via SpaceNews.
- ESA gave final approval for a $500 million mission to measure the biomass and carbon stored in tropical forests using a satellite in low Earth orbit equipped with a novel P-band-frequency sensor that features a 12-meter-diameter deployable antenna. This decision will permit the 21-nation ESA to issue bid requests to the two consortia, led by Airbus Defence and Space and OHB AG that have been working on the Biomass satellite design. Bid solicitation will be sent out in March, with responses due by June and an expected decision on a satellite contract, valued at about $275 million, in September. A launch could occur in late 2020 - via SpaceNews.
- The head of the new Polish Space Agency (POLSA) has revealed that the institution will be ready to begin its activities in the first half of March - via Radio Poland.
- SpaceX gains altitude in Washington 'Influence Game'. By 2014, the firm's investment in Washington advocacy had risen to $1.5 million, a high point — so far - via OpenSecrets.
- The Japan Aerospace Exploration Agency (JAXA) and the Japan Science and Technology Agencies (JST) concluded a mutual cooperation agreement for generating unique research and development, accelerating practical development, and delivering results to Japanese citizens - via Parabolic Arc.
New Tech & Tests
- As NASA prepares to test the massive solid rocket booster for the agency's Space Launch System (SLS) rocket in March, to understand how well advanced composite could withstand the immense strains of a launch, a team of engineers conducted a test that involved pressurizing a booster structure made of composite materials to its breaking point to see how it compares with the metallic booster cases currently used.
- NASA and Orbital ATK preparing solid rocket booster avionics for mission success - NASA release.
- World View Enterprises, the commercial balloon spaceflight company, is one step closer to launching manned voyages after successfully flying the first parafoil from the edge of space at a record-breaking height of more than 31 km - via Yahoo! Finance.
Space Exploration
- NASA astronauts Barry Wilmore and Terry Virts stepped outside the ISS, completing the first of three spacewalks to begin the process of reconfiguring the exterior of the station for the arrival of future commercial crew vehicles - via NASA Spaceflight.
- The Korea Institute of Science and Technology unveiled an unmanned rover that can search for rare minerals and metals on the moon's surface. The rover will be sent to the moon on a Korean-made rocket in 2020 to conduct a mission similar to NASA's Curiosity Mars rover - via The Chosun Ilbo.
- Astronauts on the ISS have made repairs to a set of small satellite deployers that malfunctioned several months ago, a move that the company NanoRacks, which provided them, calls a milestone for commercial activities - via SpaceNews.
- Awesome NASA video of proposed Jupiter's moon Titan submarine:
- Poll Reveals Public Skepticism of Government and Private Human Spaceflight - via SpaceNews.
- Story about Pete Ricketts, the Nebraska Republican that has invested in several high-risk space companies, such as XCOR, a leader in the race to send a paying customer into suborbit for $95,000 a trip, and Planetary Resources, company that plans to mine asteroids for platinum or use them as fueling stations for spaceships.


text:
Association of Vancouver Island and Coastal Communities
Representing Local Governments on: Vancouver Island - Sunshine Coast - Powell River - Central Coast - North Coast - British Columbia, Canada
About AVICC
AVICC Members
Elected Board
Executive Minutes
2017-2018 Executive Meeting Schedule
AVICC AGM Minutes
Life Members
AGM & Convention
2018 Convention – April 13-15
Past AGM & Conventions
2017 Convention April 7-9
2017 Convention Presentations
2016 Nanaimo - April 8-10
2015 AGM & Convention
2014 AGM & Convention
2013 AGM & Convention
2012 AGM & Convention
Future AGM & Conventions
Member Updates
Member Updates
Related Links
Sending Information
Solid Waste Committee
AGM & Convention Minutes
Annual Reports
Convention Newsletter
Policy Papers
Contact Us
2018 Victoria April 13-15
Business sessions will be held at the Victoria Conference Centre, 720 Douglas Street
Submit Resolutions by February 14
Submit Nominations by February 14
Accommodations Block
Submit Sessions Proposals by November 30 - download the form
2017 Convention Sponsors
Pre-Convention Session
Registration Services
Offsite Reception
Banquet Wine
Saturday Hot Breakfast
Pre-Convention Study Tour
Mayors Caucus and EA Forum
Welcome Reception
Host Community and Transportation
Refreshment Break
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Delegates Lunch
Refreshment Break
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23 March 2017
2017 Annual Report and Resolutions
Resolutions Background Material from Members
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They both claim to be God on earth or God's representitive on earth. They both require absolute obedience... They both are "in office" until death. They are both elected by the "senate". They both rule from Rome...
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The Pope is the head of the Roman Catholic Church. This church was established well after the Roman Empire we think of. In reality this church replaced the Roman Empire after the Empire fell.
A Caesar is the Title held by the ruler of the Roman Empire, the Emperor. Most people think of just Julius Caesar as "Caesar". He was never the Emperor but the Dictator. He was the original 'Ceasar" if you will. The Emperors after Julius Caesar also had the title "Caesar".
Some of the similarities are that the men with theses titles ruled much of the same territory. They could be ruthless in there policies to control the people. They also felt they could live by different rules then everyone else. For example there were several Popes that had children although the Roman Catholic church demands a vow of Chastity from it's clergy.
You stated that they claimed to be God on earth. This is not entirely true. The Roman Emperors did. They were part of a polytheistic culture. As long as the people recognized the Emperor as a God, they could practice any other religion they chose. They had a problem with the Christians because at that time,the Christians were intolerant of any other religion. The Pope and the leaders he controlled felt they were the word of God. They were speaking for God but were not actually God. There was only One God and he lived in Heaven.
The Emperors of Rome ruled through military force. The Pope's rule was a more indirect rule, by controlling the leaders that were part of the Roman Catholic Church. This church was the only church in Europe for many centuries. In the 1500 there was the Protestant Reformation and the church had to fight to survive. At that time it started to change into the Pope of today where most countries have a clear separation on state and religion.
This is a very complicated subject that spans thousands of years of history. You might want to read one of the "Idiot" guides about the "Roman Empire" and/or the "Roman Catholic Church"
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The Roman Catholic Church is the most clever deception introduced to mankind.
We can start at 70 A.D. to the present, the Roman army under General Titus invaded the City of Jerusalem. The intent has always been the same since then to the present day Vatican, Power! The Temple of Janus was given a facelift as well as the statue of Jupiter and the statue of Venus. The statue of Jupiter was re-named St. Peter, statue of Venus was re-named the Virgin Mary. This is a distorted version of the biblical Virgin Mary. However the intent was to conquer and deceive the world. So let us jump to 1541............
The Society of Jesus organized by Loyola in 1541.
The counter-reformation to the protestant movement, The Council of Trent and many more counter-reformations, all revised from the original Council of Trent to the present day Council of Churches acheiving the same goal, conquer, but with more sophistication, Jesuit infiltration into the protestant denominations. All with the same intent, Power!
The Inquisition, The Crusaders........
In our present day politics, economics, entertainment industry, the Vatican is very active behind the scenes in all levels of our society. The Illuminati, The Freemasons, The Trilateral Commission, The CFR, CIA, FBI, many numerous branches and agencies are all connected to the Vatican, all with the same intent and goal from the early days.
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Ceasar was the pope during his time. Jesus said "don't call any man your father"....he was refering to Ceasar. Ceasar wore the same clothes as the pope today. The pontiff maximus and the religions of Mitra and Cyble were combined with Jesus teachings to form the universal religion, catholic. There was a homeland security issue. 10% of rome was in jail for adhering to the teachings of Jesus. No room for violent criminals left. The country was being invaded by barbarians. One combined religion was the solution. All done around 325 ad. Pontiff Maximus (pope) remained in charge.
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Description of the accommodation:
Rooms, services Hanting Zhangyang Road Branch Shanghai is offering 60 comfortable rooms to guests looking for accommodation in Shanghai. You can also bring your laptop for the holiday, for there is wireless Internet connection (WiFi) available at the hotel. If you wish to learn more about the exact scope of services provided by Hanting Zhangyang Road Branch Shanghai (including those available for an extra fee) or about the equipment of the rooms, you can find the complete list on the information sheet below.
Payment Depeding on the selected room, date and price, you may be asked to provide credit card guarantee or to pay by credit card in advance.
Arrival, opening hours The earliest time for arrival and check-in is 14:00, the latest time for departure and check-out is 12:00. Chinese - China and English languages are spoken by the personnel.
Hanting Zhangyang Road Branch Shanghai rooms Rooms
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