Category: iywjipit

Campesino for Gladiator Trophy feature race at Caymanas

first_imgSix starters have been declared for today’s open-allowance feature over 1400 metres for the Gladiator Trophy, including super fit CAMPESINO, who faces two tough opponents in PHINEAS and LONG RUNNING TRAIN.Significantly, all three were prepared for the December 5 Diamond Mile, but none managed to get into the race, having failed to secure the necessary earnings to make the top 16. They were placed on the reserve list instead, and with the first 16 entries standing their ground, CAMPESINO, in particular, at number one on the reserve list, failed to squeeze into the race, much to the displeasure of his owner Howard Hamilton.Today, CAMPESINO has a glorious opportunity to resume winning ways with outgoing champion jockey Dane Nelson riding for 14-time champion trainer Philip Feanny.CAMPESINO is still in fine fettle following his good second to the progressive POKER STAR in the fast-run Glen Mills Caribbean Sprint on November 14.In this small field, the five-year-old son of Campadre-Yaella should get first run on the recent Coca Cola Invitational Mile winner PHINEAS from the Andrew McDonald stables and Harry Parsard’s 3-y-o filly LONG RUNNING TRAIN, now bidding for a hat-trick, into the straight. And this should prove a decisive factor in CAMPESINO’S winning bid.PHINEAS beat him by 13/4 lengths when they last met over this trip back in June and went on to beat none other than subsequent Diamond Mile winner SEEKING MY DREAM by a head in the Invitational Mile. But CAMPESINO enjoys a 4.5 kg swing in the scales today, and, if anything, is a better horse now. He thus gets my vote.The day’s supporting feature for the War Zone Sprint Trophy has attracted 12 starters, including top contenders ROYAL ASSAULT, with Shane Ellis riding for trainer Anthony Nunes and recent winner FEARLESS FURY, who is unbeaten in two starts. The latter will be ridden by promising 4.0 kg claiming apprentice Dane Dawkins for trainer Fitzroy Glispie, and the fact that he is set to receive 7.0 kg from the speedy ROYAL ASSAULT, tilts the balance in his favour.I also like ELVIRA in the second race; JAMAI RAJA in the third for maiden two-year-olds; as well as down-in-class RAGING PROSPECT IN The fifth; YOGA in the sixth; and the recently disqualified winner, PRINCE O’SHAUN, in the 12th and final.last_img read more

Stop throwing garbage in waterways – Harmon tells Albouystown residents

first_imgFloodingAs heavy rainfall continues, several communities along the coastal regions of Guyana have recorded high water levels, and several have been completely flooded.In Georgetown, several sections of Alexander Village and Albouystown have been inundated as the persistent rainfalls continue.On Saturday, Minister of State, Joseph Harmon, met with Albouystown residents to distribute 300 sanitation hampers. During this distribution exercise, Harmon said the Civil Defence Commission (CDC), which is responsible for coordinating disaster relief efforts, will be working to assist the affected communities.While commending residents for their efforts in assisting each other during their time of discomfiture, Harmon nonetheless urged that they keep garbage, including plastic bottles and plastic bags, out of the drains.“I must say you guys have been doing a wonderful job in assisting one another, but I came this morning (Saturday) and I saw pampers and a lot of garbage around the area. We must keep our trenches and kokers clean,” Harmon said.The State Minister, along with Georgetown Mayor Patricia Chase Greene and Councillor of Constituency Number 10, Malcolm Ferreira, gave Albouystown residents a quantity of bleach, soap power, Jeyes Fluid, garbage bags, anti-bacterial soaps, mops and brooms.Minister Harmon told Albouystown residents during a brief meeting that a first-hand assessment of the situation was need to determine damages and needs in the area, and to assure residents that the Government is actively pursuing relief solutions.There have been minimal reports of flooding in Region Four (Demerara-Mahaica), with reports of five inches of water being accumulated in the North and South Ruimveldt areas, as well as minor flooding occurring along the East Coast.Harmon, during a post-cabinet press briefing, indicated that the National Emergency Monitoring System remains activated on a 24-hour basis, with the ten administrative regions being actively monitored.However, communities along the West Bank of Demerara, including Canal No. 1, have recorded threatening levels of water inflow.Residents of lower Canal Number One have blamed the regional authorities who they claimed failed them with respect to proper drainage in the area.Additionally, the residents are saying that the National Drainage and Irrigation Authority (NDIA), which is responsible for the maintenance of the main canal, has not cleared it since late November, hence the reason for the current flooding in the area.Canal Number One Polder has been flooded since December 20, with the water receding during low tide — which is mainly in the nights — but returning to threatening levels in the mornings.last_img read more

Messi, Rakitic light up Wembley as stylish Barca sink Spurs

first_img0Shares0000Barcelona’s Lionel Messi celebrates after scoring the third goal against Tottenham© AFP Glyn KIRKLONDON, United Kingdom, Oct 3 – Lionel Messi’s Wembley masterclass and a sublime strike from Ivan Rakitic got Barcelona back in the groove as they clinched a pulsating 4-2 victory against Tottenham on Wednesday.Ernesto Valverde’s side arrived in London for the Champions League Group B tie amid a mini-crisis after failing to win their last three La Liga games. But the Spanish champions have fond memories of the English national stadium, where they won the European Cup in 1992 and 2011, and they were revitalised by the sight of the iconic venue.Aided by a rush of blood from Tottenham goalkeeper Hugo Lloris, Barcelona went ahead after only 92 seconds as Philippe Coutinho scored their quickest Champions League goal since 2005.Rakitic stole the spotlight midway through the first half when the Croatia midfielder struck with a thunderous half-volley.In a dramatic second half, Tottenham’s Harry Kane reduced the deficit before the majestic Messi added Barcelona’s third.Erik Lamela’s deflected strike kept Tottenham in the hunt, but Messi capped a mesmerising performance in the final moments to give Barca a second successive group-stage victory as they emerged from their recent struggles.Tottenham are in danger of crashing out at the group stage for the second time in three years.Mauricio Pochettino’s side have lost both of their group matches after a 2-1 defeat at Inter Milan in their opener.They head to PSV Eindhoven for their next European fixture on October 24 knowing a win is essential as they already trail Barca and Inter by six points.It took Messi less than two minutes to show reports of Barca’s demise were greatly exaggerated.Taking possession on the halfway line, Messi was pressured by Son Heung-Min, but his devastating response was simply sublime.Messi twisted away from Son as if swatting away an annoying fly, then unfurled a perfectly-weighted pass that picked out Jordi Alba’s run behind Tottenham defender Kieran Trippier.Alba alertly picked out Coutinho on the edge on the penalty area and, with Lloris having needlessly rushed off his line, the former Liverpool forward was able to fire into the empty net.It was a bad mistake by Lloris in the French World Cup winner’s first appearance since August after a torrid period marred by a thigh injury and his arrest for drink-driving.– Messi magic –Tottenham were decimated by injuries to Christian Eriksen, Dele Alli and Mousa Dembele and it took 25 minutes before they finally had a shot when Kane brought a routine save from Marc-Andre ter Stegen.That was only a brief respite for Tottenham as Valverde’s team doubled their lead in the 28th minute.Once again the creation and execution were breath-taking.Messi clipped a pass to Luis Suarez before Coutinho smartly hooked the ball back from the touchline to the edge of the area, where Rakitic launched himself into the air for an agile half-volley that flashed past Lloris.Messi was toying with Tottenham and it seemed only a matter of how many Barcelona would win by when he glided away for a shot that struck a post early in the second half.Spellbound by Messi’s magic, Tottenham backed off again moments later as the striker hit the woodwork for a second time.Yet Kane gave Tottenham a lifeline when the England forward netted against the run of play in the 52nd minute.Powering into the Barca area with intent, Kane side-stepped Nelson Semedo and planted a powerful low strike into the far corner for his 10th goal in 12 Champions League appearances.Messi had the perfect response in the 56th minute when he cantered onto Alba’s pass and side-footed past Lloris.Tottenham refused to surrender and Lamela set up a tense finale when his 66th minute shot deflected off Clement Lenglet and flew past ter Stegen.But Messi had the last word when he slotted home from Alba’s cross to ease Barca’s nerves in the 90th minute.0Shares0000(Visited 2 times, 1 visits today)last_img read more

Arsenal and Liverpool-linked star confirms interest from Premier League

first_img Lucas Digne [left] 1 Lucas Digne has revealed he rejected offers from Premier League clubs to join Roma.The full-back moved to the Italian side this summer from Paris Saint-Germain, arriving on a season-long loan with a view to permanent switch.However, the France international has now revealed that he could have ended up in England after receiving offers from top-flight sides.Arsenal and Liverpool were two teams linked with Digne, and he told L’Equipe: “[Coach Rudi] Garcia had a big impact on my decision to come here, but he wasn’t the only reason, since Roma have been interested in me for years.“I’d received offers from England too, but I realised that Roma was the club I wanted the most. I’m here on loan, so I can’t say how long I’ll be here, but I’ll give everything for this shirt.”last_img read more

Doherty slams Minister McHugh over failure to appoint Údarás Board

first_imgDeputy Pearse Doherty has today repeated his calls for Minister of State Joe McHugh to appoint a new board to Údarás na Gaeltachta without further delay.The Donegal TD’s comments come amid growing frustration at the absence of a dedicated board at the agency which has been without one since last November.The Sinn Fein TD said this is something which is all the more shocking considering that 2018 has been designated as ‘Bliain na Gaeilge’. Deputy Doherty said “I think it is simply scandalous that I find myself once again having to publicly call on the Minister of State Joe McHugh to appoint a new board to Údarás na Gaeltachta. “Yet, here we are in the first month of what is supposed to be ‘Bliain na Gaeilge’ and the Minister of State has still yet to make these appointments – this is not good enough.“Only last month we heard the devastating announcement that 32 jobs were to be cut following the shock closure of SLM Éire Teo. located here in the Gaoth Dobhair Industrial Estate.“Immediately following this news, I called on the Minister of State to appoint the new board without delay and yet he has still not done so. “The Board has an important role and is responsible for setting the overall strategies and policies of the agency.“Its members are also responsible for approving investments and supports for the purposes of incentivizing enterprise and job creation, whilst also promoting the Irish language, culture and the development of Gaeltacht communities as a whole.”He added that the agency will also take on an important role as part of the many number of events and initiatives which will form part of Bliain na Gaeilge this year.“I very much believe that the concept behind Bliain na Gaeilge is worthwhile however, there must be substance behind the initiative.“Bliain na Gaeilge must be about promoting and nurturing the Irish language and must be more than a mere publicity stunt or vanity project. “This is why I am once again urging Joe McHugh to appoint a new Board to Údarás na Gaeltachta without delay so as to ensure that the agency may fulfill its hugely significant function which is to develop the Gaeltacht regions.”Doherty slams Minister McHugh over failure to appoint Údarás Board was last modified: January 10th, 2018 by StephenShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window)Tags:donegalPearse DohertyÚdarás na Gaeltachtalast_img read more

Jurgen Klopp admits Liverpool need lots of improvements but remains optimistic

first_imgJurgen Klopp insists he is not crazy to be optimistic about the future despite admitting Liverpool have a lot of improvements to make.The Reds secured Champions League football for only the second time in the last eight years on the final day of a season in which they looked like mounting an unlikely title challenge until the turn of the year.With extra demands on his squad Klopp is already looking to strengthen and it is reported negotiations are still taking place to buy Roma’s former Chelsea winger Mohamed Salah for a club-record £35million-plus.But after finishing his first full campaign in charge the German has high hopes about what can be achieved next season.“I know that we are good already but we have so much space to improve – I love it,” he told liverpoolfc.com.“Being really good and feeling there’s not a lot more possible – that’s still okay but you think how can you keep this? We can really improve. That’s what I’m really looking forward to.“We have to, obviously, because around us we have a lot but we will really be a challenger, we will fight.“We will play good football on the good days, on the less good days we will still fight for the result. I really feel positive.“I’m really optimistic for our future, not because I’m crazy but only because I know what we have, I know what we will get, I know what we can get, and I know that we really have a super bunch of people – knowledge, character – not just the players, all around.” 1 Jurgen Klopp last_img read more

Raiders fined $20,000 for violating NFL injury report policy

first_imgThe Raiders are still taking losses, even on their bye week.The league fined the Raiders $20,000 for a violation of the NFL’s injury report policy after they failed to downgrade left guard Kelechi Osemele from “questionable” to “out” when he didn’t travel to the team’s Week 5 away game against the Chargers, a source confirmed to the Bay Area News Group on Thursday morning.Here is what the league’s policy states on the matter:“Injuries or other events that occur after 4:00 p.m., New York …last_img read more

Georgia City Bucks Wood High-Rise Trend

first_imgWood advocates are perplexedIt isn’t clear what prompted Sandy Springs to alter its building code. City officials haven’t offered any evidence that wood buildings are any less durable or less safe than concrete and steel structures, and the American Wood Council says evidence does not bear that out.Ken Bland, vice president of codes and regulations for the Council, says that Sandy Springs was given reports from the National Fire Protection Association showing that wood-frame buildings are “equal in performance to street and concrete” in multifamily buildings. A study by the Athena Institute for the city of Minneapolis, he added, showed no evidence that wood-frame buildings were being demolished at a pace any faster than steel and concrete buildings.“So we’re perplexed by that,” Bland said in a telephone interview with GBA. “We don’t believe there is a durability issue with respect to wood buildings. We believe any building exposed to the elements requires maintenance… When properly maintained, we know wood buildings will last hundreds of years. The durability doesn’t really pass the sniff test. The fire safety one doesn’t pass.”Asked for a reaction to Tolbert’s claim that “many cities have instituted a requirement for construction with enhanced quality materials,” Bland said, “I would certainly take exception to that statement by the assistant city manager. We honestly do not know of other cities anywhere in the country that have taken a step of this magnitude. There will be certain cities that have fire districts or fire zones, but in terms of a community like Sandy Springs, to my knowledge there’s nothing else like it anywhere else in the U.S.“We just don’t understand the problem they’re trying to solve with this particular ordinance.”One probable outcome Bland said, will be a slowdown in the pace of multifamily development.“It’s no secret that wood-framed buildings are less expensive to construct on a square foot basis than an equivalent steel and concrete building,” he said. “So they are right when they say they want to increase the cost of construction through this restriction. They feel that will slow down growth. The reaction by the development community will be to build less multi-housing in their city.” For some builders and architects, wood is the building material of the future, with lower costs and less embodied energy than concrete and steel and suitable even for structures many stories tall. But in Sandy Springs, Georgia, a city of about 100,000 north of Atlanta, wood has been deemed unsuitable for anything taller than three stories and larger than 100,000 square feet.In a unanimous vote on August 16, the Sandy Springs City Council approved changes in the city’s building code that will prohibit the use of structural wood in multifamily projects of that size and up, even as designers elsewhere around the world embrace an expanded use of wood, particularly cross-laminated timber, for multistory construction.The change in Sandy Springs means “certain enumerated building elements (including the structural frame, load-bearing walls, etc.) are to be made of noncombustible materials.”In a memo explaining the proposal in advance of the vote, Assistant City Manger Jim Tolbert said, “In order to preserve the safety of persons inhabiting buildings above a certain height, many cities have instituted a requirement for construction with enhanced quality materials that increase the durability and longevity of the buildings.”Tolbert didn’t name any of those cities and did not respond to a message asking for more information. Likewise, the city’s director of communications and its community development director didn’t respond to requests for comment.The city posted a copy of the ordinance and Tolbert’s memo at its website, but there are no minutes detailing the City Council’s discussion. RELATED ARTICLES Can Wood Replace Concrete and Steel in Skyscrapers?Cross-Laminated Timber Condos Planned in Portland A Portland, Oregon, architectural firm, for example, is planning an eight-story condo building called Carbon12 that would be built with CLT components. In Vancouver, Canada, an 18-story hybrid student residence combining concrete and timber is underway. The $51.5 million project should be finished next year. A 1,000-foot tall high-rise made from timber has been proposed in London.A single company in the U.S. — D.R. Johnson in southern Oregon — currently makes CTL components, although they have a longer track record in Europe. Still, proponents point to a number of advantages timber buildings have over concrete and steel structures, including shorter construction schedules, lower cost, and fewer greenhouse gas emissions.Architect Michael Green, who is working on a seven-story, all timber building in Minneapolis, said it has been difficult changing perceptions about wood, but that engineering large timber buildings “is truthfully the easy part.”“We’re at the beginning of a revolution, I hope, in the way we build, because this is the first new way to build a skyscraper in probably 100 years or more,” he told a TED audience a few years ago.Last year, the U.S. Department of Agriculture awarded two $1.5 million grants in its Tall Wood Building Competition to promote the use of lumber and mass timber building products. Elsewhere, wood is gaining groundThe ordinance in Sandy Springs seems jarring given the widespread use of wood in multifamily buildings. Conventional stick-building is common — accounting for 87% of multifamily buildings in 2015, according to the website Construction Dive. A number of building designers are growing enthusiastic about the potential for cross-laminated timber (CLT), a kind of heavy duty structural plywood, for constructing multistory buildings. Advocates for steel and concrete like itThe National Ready Mixed Concrete Association, however, had a much different reaction. In a report on the Sandy Springs vote, Construction Dive quoted an association spokesman as saying that Sandy Springs was heading in the right direction.“It’s a very simple equation,” said Kevin Lawlor, spokesman for the association’s Build with Strength initiative, in a press release following the decision. “The stronger the building materials you use, the safer occupants will be. The Sandy Springs Council set an example for the rest of the country.”Rahim Zadeh, technical director for the Steel Stud Manufacturers Association, said that steel-framed buildings don’t create the fire hazards that wood buildings do, according to Construction Dive. Plus, he said, steel is straighter and more consistent than wood, and is resistant to termites.“Steel is more green because of the high recycle content of steel studs,” Zadeh told Construction Dive.last_img read more

Why You Shouldn’t Use Letterbox PNG Overlays for YouTube Uploads

first_imgWe all want a cinematic look for our online videos, but letterbox PNG overlays for YouTube uploads are a bad idea. Here’s why.Before we begin, it’s important to note that this article is for those uploading media solely for online viewing — especially for YouTube. Since most broadcast standards are anchored to 16:9, if you’re delivering the file for TV or DVD, then you may have to letterbox to get the result you want, but let’s have a look at the use of letterboxing for YouTube.Adding a letterbox overlay to your footage to make it look cinematic has been one of the most debated practices since online filmmaking became a real deal. (“You can tell this wasn’t shot in 2.35:1.”) Some argue that by adding a letterbox overlay you’re losing composition real estate — and that it’s a waste of time. The letterbox gets added by the system player for widescreen footage, not hard-baked into the footage by the user.Whatever your thoughts about placing letterbox overlays on 16:9 footage, you cannot overlook the cinematic effect those two small black bars create. Just like 24fps, the letterbox has become a generic convention of cinema, and it does skew our minds into thinking that something is cinematic. As a result, media outside of film and television have also adopted this method. Video games have embraced letterboxing for their cutscenes, which are aptly named “cinematic cutscenes.” Many games that use in-game graphics for their cutscenes (meaning they do not use CG-rendered cutscenes) will notify the player with the letterbox. For example, as we see in the following clip (8:10-8:20), the game takes you from being able to control the camera and into a cutscene. But other than the black bars, nothing changes in the graphics or cinematography.You’ll also see this applied in music videos as cinematic parody. In Lonely Island’s 2011 smash hit “Captain Jack Sparrow,” the team descends toward a club, but before doing so, the letterbox crawls in. It lets us know that this is the cinematic part, so strap in. As Andy Samberg says at that moment, “Here we go.” (Ironically, because the 16:9 footage from the video has been letterboxed, it has caused an issue with the video thumbnail, which I will discuss below.)Nonetheless, whether you’re for letterboxing 16:9 footage or against it, adding .png letterbox overlays is a bad idea for YouTube uploads. First off, since the majority of us (myself included) will overlook manuals and support pages, here’s what YouTube says about letterboxing:YouTube on desktop uses a 16:9 aspect ratio player. The player automatically adds black bars to videos so that they are displayed correctly without cropping or stretching…Note: If you add letterboxing to a video before uploading it, the widescreen player will add vertical bars, resulting in black bars all around the video and a bad viewing experience.Let’s look at this in action. YouTube, whether you notice it or not, is always changing the way it displays media to keep up with the ever-advancing user technology. Presently, there are four ways you can watch a YouTube video on a desktop computer: default viewer, miniplayer, theater mode, and fullscreen. Theater mode is a happy medium between the default viewer and fullscreen mode. It removes the clutter from the right-hand sidebar and practically engulfs the entirety of screen space, allowing you to concentrate on what you’re watching while still being able to swap tabs or read the comments. However, theater mode is also where we will start to see the issues with the letterboxed footage.Theater (and default) mode has an adaptive resolution and will differ depending on the size of your browser; however, since we will not be using the full height of the monitor/browser, the media will also be pillarboxed (black bars added to the sides of footage) when viewing in theater mode. This is how a 16×9 video clip appears in theater mode.And this is how a letterboxed video clip appears:There is, of course, an apparent imbalance between the amount of viewable space due to one clip being letterboxed, but the theater mode for the letterboxed version doesn’t increase the overall size of the media. From the original 16×9 media clip, we can see a slight size increase (highlighted in red).Whereas on the letterboxed version, you can’t see the theater mode clip from the browser because the default player is the same size.Unless you’re watching fullscreen, the benefits of using the letterbox overlay are sparse — you end up watching the media clip back as a box within a box, which just looks ugly. If you were also to comb Google archives for “21:9 and letterbox,” you would find a number of reports from disgruntled owners of 21:9 monitors despairing over those who letterbox their footage and inadvertently make their films look less than cinematic.So, what can you do? Well, to get the best of both worlds — having a letterbox when fullscreen and a decent display in theater mode — it’s better to edit and render your 16:9 footage at a cropped ratio. Instead of adding black bars, you remove the area that the letterbox would obscure. Many who use letterbox overlays are trying to get a Cinescope-inspired look, a format that sits at a 2.35 ratio. To get this ratio from 16:9, you would need to divide 1920 by 2.35 which would give you 817, the number for the height of your editing sequence: 1920 x 817.Yes, in essence, it’s just as fraudulent as using a letterbox since this isn’t true 2.35 media, but just look at the difference when uploaded to YouTube. This is in theater mode, and it nearly covers the entire display region. If you watch in fullscreen, you still get the elusive black bars, which the YouTube player adds.(Note, however, that if you upload a video in a ratio other than 16:9, you will be unable to use YouTube End Cards.)As Travis Transient mentions in the following video, there are going to be situations when you have standard 16:9 media and need to switch to a cinematic shot or clip from your film, and as a result, you will need to use a letterbox overlay. But, going forward from here, be conscious of your choice. Look to use the method that will give the majority of viewers a better viewing experience. Also, think about the longevity of your media. 4:3 footage doesn’t hold up in 2018, and perhaps in 15 years’ time, letterboxed 16:9 footage won’t hold up on YouTube. In 2011, RED’s Jim Jannard said: “We believe this [21:9] should be the future standard.” While 21:9 hasn’t become as ubiquitous as 16:9, there is a growing base for those who own 21:9 monitors, and perhaps one day 16:9 will be just as dated at 4:3. Looking for more info on making online videos? Check out these links.What to Keep in Mind When Creating Facebook Video AdsThe Lowdown on Facebook’s New Streaming ServiceA Cheat Sheet for Social Media Video Aspect RatiosHow Social Media Has Redefined the Aspect RatioCreate a Social Media Bumper and Lower Third for Your Videoslast_img read more

On Science and Sales

first_imgWhen something is a science it comports with the scientific method. This means that you can prove that something is always true and, no matter how many times you try, you can’t prove it false. Gravity is a good example of something scientific. If you drop something, it falls towards earth with a Newtonian precision and certainty. You can never drop something and have it not fall towards Earth.Just because you are measuring something doesn’t make it scientific. You can survey sales managers, sales people, and buyers, and you can capture some interesting and useful insights, but this isn’t science and the information shouldn’t be treated like it is. I use one cup of spinach, one cup of frozen berries, and two level scoops of Iso-Pure protein powder in the smoothie I make each morning. I measure carefully, but I am not doing science; I’m just making breakfast.Why isn’t the kind of research you read on sales, selling, and business scientific proof? Why do we have conflicting views on what works and what doesn’t work?One, because nothing that we capture is always true and often proven to be false. Gravity will never be proven to be false (unless you want to get into a discussion about mass traveling at the speed of light).Two, we are dealing with human beings and human psychology. Human interests and motivations are unpredictable.Gravity doesn’t ever have low blood sugar, it isn’t under stress at home, it doesn’t have financial problems, it isn’t concerned about its teenage daughter driving, it doesn’t fret that Jones might get the promotion it wants, and it doesn’t continually change it’s mind because it’s afraid of making the wrong decision and embarrassing itself. Gravity doesn’t have mood swings.Gravity doesn’t prefer salespeople it knows, likes, and trusts over salespeople it doesn’t know. Gravity doesn’t play politics. Gravity doesn’t have personality conflicts, and it isn’t easily swayed by someone with excellent rapport-building skills. It doesn’t have preferences, motivations, and a history of experiences upon which it is drawing.Gravity doesn’t like big companies over small companies, it doesn’t care about price, it hasn’t been lied to in the past, and it doesn’t care one way or another about the difference between price and cost.All of the factors are sometimes true about your buyers. And they’re sometimes true about salespeople, too. Gravity doesn’t forget to prepare. It doesn’t stick its foot in its mouth in a big important meeting and blow a deal.But this doesn’t mean that information and research isn’t valuable or that it doesn’t prove useful. To the contrary, what we capture are patterns and generalizations that are worth observing and worth our attention.Right now, for example, you’re being told that the research tells you to lead with insight to challenge your clients. This is a sometimes useful pattern. It’s worth knowing when this approach is useful. It’s useful for developing latent dissatisfaction. It’s also useful for creating value after you’ve won a client to prevent becoming the status quo and exposing yourself to a competitive displacement. But it isn’t always useful, nor is it always the right approach.Your also being told to expect that your buyers are 67% into their buying process before you ever speak with them. This is probably a useful generalization for sales organizations that sell B2C, but it is often proven false in B2B sales where buyers don’t even have a process they repeat (outside of purchasing, maybe). I have started touting the made up statistic that buyers are now 117% through their buying process before they engage you. The generalization is that buyers now have access to more basic information. Because this is generally true, you need to create a higher level of value to be useful as a salesperson.So what should you do with the research you read that pretends towards science? You should read it. You should spend time thinking about it. You should talk with other smart people about the patterns and generalizations it represents. And then you should play with it and see where and when it is useful.There is a certain confidence that comes with knowing something is true with an absolute scientific certainty. But in sales and business, especially in this Disruptive Age, you are better off being skeptical, being agnostic, being open to new ideas, and learning the patterns so you know when they are useful and when they are not.last_img read more