On Upselling

first_imgYou must upsell your clients.Upselling your clients isn’t about producing more revenue for you and your company, although it will certainly produce that outcome.Upselling your clients isn’t about improving your profit margins, even though it will absolutely make you and your company more profitable.Upselling isn’t about moving your clients upstream into a high priced solution as part of your sales strategy, even though it’s sometimes the right strategy and it often works.It isn’t about your commission check.Upselling is about creating the maximum amount of value for your clients.Let’s say you walk into your dream client’s office for a meeting. They know what they need and share those needs with you. You have just the solution. It’s what they need and will get them the right outcome. All you have to do is help them buy it. It’s an easy sale. But that doesn’t make it the right sale.What if there is something more your client needs? What if there is a larger, more strategic outcome you could deliver? Selling your client what they need isn’t the same as creating the maximum value that you can create. Stopping short of maximum value creation makes you transactional.So why don’t you upsell your clients? First, it’s easier just take the deal in front of you. Some salespeople just take the easy sale and move on. But the second reason some salespeople don’t upsell their dream clients is because they’re afraid that by increasing the size and scope of the deal they lower their chances of winning it. They also believe that increasing the value created also means lengthening the sales cycle (and it might).Not upselling means not creating the maximum value for your client. It means choosing to be transactional instead of strategic. Not upselling also means increasing the likelihood that one of your competitors (one who isn’t afraid of losing and isn’t afraid of a little longer sales cycle) will win their business—and their mindshare, their wallet share, and their loyalty.Your job is to create the maximum value for your client in every deal. That doesn’t mean selling them more than they need (that’s about you). But it also doesn’t mean selling them less than they need (that’s about you, too). Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

The Hustler’s Playbook: The New Rules for Hustlers

first_imgYou won’t work for “the company,” keep a low profile, work for 47 years, and collect the gold watch. Whether you work inside a big company or hang up your own shingle, you are going to have to make your own way. The idea your parents and grandparents thought was safe is now the risky advice you will ever hear.The greatest investment you will ever make is the investment you make in yourself. College might be part of that investment, but isn’t going to result in you making a lot of money when you graduate. You don’t want to leave school with debt. Work your way through school. Get someone else to pay for your advanced degree while you learn enough about the business (or whatever) to be truly valuable when you leave. Invest as much as you can in your personal development.Your income and your success are directionally proportional to the difference you make for others. The greater the difference, the greater the success.The limit of both your income and your success are the limits of your vision of yourself and of your imagination. You need to develop a giant vision and you need to dream big. Then you need to stay awake and make your vision and your dreams real.Most of the jobs you see now won’t be around in the future. The only jobs that are going to pay well are going to be the jobs you create for yourself. The primary attribute you are are going to need for these jobs is creativity. That very same creativity the educational system has tried to grind out of you.Your ability to get things done is your ability to build a network. The more people you know and the more people who know you for the value you create, the greater your success. You are not going to succeed as a solo act. You need a tribe.Your success and your income is going to be in large measure determined by your ability to sell well. You think that sales is a bad word. You’ve grown up in an era where too many believe it is impolite to make an “ask.” Your ability to get things done will be measured by your ability to sell. This is nothing new.Real success is built on character. There has never been a time when the currency of trust was more valuable. This will only grow in importance. You need to walk your talk.You are a brand. If you don’t want to be a brand, you are still a brand, just a weak one. You need to be known for the value that you create. You need a recognizable profile. You need to be easily found and you need attention.You are going to measure your success by the contribution you make. You are going to measure yourself by the impact you have had on other people’s lives. You are going to value the experiences you have had, and you are going to value meaning above all else.The rule is you are going to have to make your own rules.last_img read more

You Can Spot a Bully by the Choices They Make

first_imgForce is the choice of those who lack influence. Force is the choice of those who lack the ability to produce results through positive methods, like influence and character.Force is the choice of bullies, the choice of the truly powerless.The person who threatens others, no matter how much they try to veil that threat, is a bully. Bullying isn’t only the threat of physical violence, it is also the use of psychological threats.Leaders and people of influence don’t use threats. They don’t need to because they achieve results through positive means.The person who uses intimidation to get what they want is a bully. They choose intimidation because they believe they lack any real ability to produce the outcome they want. Usually, intimidation is employed by cowards, many of whom were taught to use it by other cowards.Most of the time the bully uses intimidation to impress other people. They try to find love, connection, acceptance, and approval by entertaining those whose approval they seek. They’re trying to replace something missing, employing methods that never provide it in a healthy form.People worth following would never consider intimidation as a choice for producing results.Bullies make other people feel small. They mock other people, sometimes to their face, and sometimes behind their backs. Either way, they are doing harm to others. Bullies try to ostracize other people, making them feel like  outsiders, like they’re excluded. They hope to ingratiate themselves to others by eliminating people they believe to be weak, or people who threaten their significance.People with true character never tear other people down; they build them up. In fact, leaders, people with real influence, see something in others that they don’t see in themselves and challenge them to become the best version of themselves.Physical force, no matter how small and insignificant, is bullying. Even if that physical force is so minor that no real damage is done, it produces the damage via psychological impact. Those who feel the need to dominate others resort to force when they are at their very weakest and most desperate.You condone bullying when you allow it to exist in any form. You have a duty to protect those who are being bullied and do not have the strength or power to defend themselves—especially when you are a leader. In fact, defending others from harm is an act of leadership and an expression of your values.Real power exists in compassion, not force.last_img read more

Pete Turner on Cultural Understanding, Caring, And True Influence – Episode #57

first_imgPodcast: Play in new window | Download (Duration: 55:09 — 50.6MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSVery few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a perspective and skill set far beyond those of the average person. And you may wonder why a guy with that background is on a sales focused podcast. It’s because so much of what Pete has learned about culture and how to deal with people applies directly to the business and sales world. You’ll get it after you listen to this episode. It’s a bit longer than usual but you won’t care. It’s that good.Culture is like gravity, it is everywhere. Salespeople need to understand the culture they step intoClick To Tweet4th generation warfare and its relevance to business cultures.The term “4th Generation Warfare” is not a commonly heard phrase but it’s one that’s being used more and more to describe the way that warfare situations have changed in the last decade or two. Pete Turner brings his expertise in that realm into this episode of In The Arena to illustrate how there are many more things going on in every culture than most leaders and decision makers are aware of. And for salespeople, understanding the underlying cultural dynamics of a situation would win or lose the deal. You won’t be sorry you listened to this one. Spying (counterintelligence) is not really all that different from sales.Pete Turner spent a good deal of his military career in what is called “counterintelligence.” It’s spying, plain and simple – getting into the everyday life of a culture to discover important information that can help your side of the conflict. But Pete realized early on that his job was not to locate or identify the bad guys, his job was to get to know the culture and the people, to care about them, and to understand what his side of the conflict could to to win a lasting peace after the conflict was over. Sound anything like sales? It should. Be sure to listen so you can glean the insights Pete has to share.In human relationships show is fast and fast is slow ~ Anthony IannarinoClick To TweetRelationships are key to getting almost anything done in a culture.In a military conflict, The American way is often to come into the situation with the assumption that help is needed and that “we” are the ones to give it. But Pete Turner says that his experience as a counterintelligence officer and cultural consultant to the military has shown him something entirely different. It’s impossible to truly help if you don’t know the real situation on the ground and military leaders and diplomats are characteristically bad at getting that kind of intel. Many salespeople do the same thing: they make assumptions about the business culture they’re stepping into instead of investing in the relationships required to make a sales change happen. You’ll hear Pete’s insight and see how they relate to the sales process on this episode of In The Arena.  Organizational cultures require that you come in with respect. Any culture has its own unique set of “rules” regarding the way things work between people. If you come into a culture as a gung-ho salesperson without taking the time to communicate respect for the way things are done (through getting to know people and asking questions), you’ll inadvertently disrespect something valuable to the culture and quickly become an outsider who is not allowed in. On this episode you’ll learn how to ask questions, learn, and demonstrate respect that builds the relational clout needed to become an influence on the culture from your place outside of it. Every salesperson needs to learn these lessons.Salespeople need to build the kind of relationships that will withstand the ask ~ Anthony IannarinoClick To TweetOutline of this great episode How you can get aboard the Bob Burg mastermind event. The concept of 4th generation warfare. Why Anthony invited Peter Turner onto the show today. Why the concept of 4th generation warfare appeals to Anthony. What are 4th and 5th generation warfare? Was the American Revolution 4th generation warfare? Why the military conflict is not the end of the war. Pete’s deep experience in these types of situations. The “sales” portion of counterintelligence (spying). Why relationships matter in conflict resolution and sales. Pete’s time in Afghanistan. How the accountability ladder works and why it doesn’t work. Why leaders often try to impose their will against the culture’s wishes. The problems on the ground are often not the problems leadership sees. Why organizational cultures require respect from those coming in. Key lessons for business people from Pete’s experiences. Pete’s current work consulting and advising. The most important book Pete has ever read and why. Who has had the biggest influence on Pete’s thinking. Pete’s most important lesson in life. What would Pete do if he weren’t doing what he does now? What Pete hopes to be remembered for. The break it down show.Our Sponsors:Bob Burg’s “Go Giver” Event: www.TheGoGiver.com or email Kathy(at)theGoGiver.comResources & Links mentioned in this episodewww.BreakItDownShow.com – Pete’s showwww.PeteATurner.comMark Safransky0743284917The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarinoTweets you can use to share this episodeYou have the watches but we have the time. The difficulty of 4th generation warfareClick To TweetWhy salespeople need to respect the culture of every business they encounterClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address belowlast_img read more

8 Critical Pipeline Metrics You Need to Measure

first_imgThe number of sales-related metrics and KPIs are limitless. There are countless things that are worth monitoring and measuring, some more valuable than others, depending on your goals, what you sell, and how you sell. There are a few, however, that I find to be critical to increasing sales, whether you are coaching an individual or leading a large team.The following list of metrics is something I believe should be monitored, measured, and managed in what I would call a Pipeline Meeting (something that, for me, is different than an opportunity review meeting, where people spend much of their time discussing individual opportunities).New Opportunities Created: Salespeople do many things, but they roll up into two primary buckets. The first bucket is opportunity creation, the second is opportunity capture. One mistake that sales managers often make is to undervalue opportunity creation and focus exclusively on opportunity capture. By looking at the number of opportunities created, you capture a metric that measures how well you are doing in building your pipeline.Deal Size: It’s easy for a salesperson to perceive every prospect as being a good prospect, believing every prospect they pursue brings them that much closer to their goals. The reality suggests something different for most sales organizations, namely that the too small deals take as much time as larger deals while not contributing enough towards your goals. The size of a deal is important, and the average of these deals is a good indicator as to whether your salespeople are pursuing the right clients. This metric allows you to coach your team to focus on the right deals, not only those who appear to be more receptive.The Value of the Opportunities: Rarely do I ever see this metric being captured. Because the salesperson captures the value of an individual opportunity when they enter the information to the CRM, the individual value is looked at while the collective value is ignored. The value in the collective value of the opportunities created in a week is that it allows you to verify that you are generating enough new opportunities to meet your goals. If you have a goal of $20,000,000 in revenue, you need to win $384,000 in new business a week. Which brings us to win rates.Win Rates: This is a critical metric for determining how well you are doing at building your pipeline. We’re going to weave this metric together with the value of the opportunities created. If you have a 40 percent win rate, yielding $384,000 in new revenue a week means creating $961,000 in new opportunities each week. You need $50,000,000 in new opportunities annually to yield $20,000,000. When you underestimate what needs to happen in a week, you put your goal at risk.Segment: For some sales organizations, their teams cover different segments of markets. They may have one team that calls on more transactional business, another that calls on Small and Medium Businesses, and one that focuses exclusively on Enterprise clients. In cases where this is true, the segmentation can tell an important story. Looking at the metrics above as filtered by the segment allows you to ensure that you are growing the segments appropriately, or in some cases changing the focus of the sales force.Solution: When you sell products, services, and solutions, it can make sense to look at the pipeline through the filter of a solution. Maybe you are doing well in products but lagging when it comes to services. Or you could be succeeding in services, but not selling the larger, compelling differentiated services that allow you to displace your competitors.Deals That Moved Forward: There are two metrics rolled up into this one view: number of deals, and value of deals. In B2B sales, deals progress over time, some moving faster, and some necessarily moving slower. What you want to ensure is that deals are progressing from week to week, that action is being taken to progress your opportunities. The number of deals moving forward is a good metric, and so is the value of those deals. But a word of caution here, as you also must look at the deals that moved backward in stages or that fell out of the pipeline for one reason or another.Commitment: This is a personal favorite for me because I believe that is an indicator that the opportunity is real and that the salesperson knows how to move the deal forward. The prompt that can be recorded is the commitment that the prospective client has made that indicates they have agreed to the next step. The 10 commitments I wrote about in The Lost Art of Closing are good guideposts, but you can capture these as customer-verifiable outcomes, or whatever makes sense for you and your organization.If you want to see how I look at these metrics and how I use data visualization to assess pipeline performance, please join me for this webinar on Coaching Pipeline and Data Visualization with Microsoft’s suite of business analytics tools within PowerBI.This post is sponsored by:last_img read more

‘Gau rakshaks’ beaten up in Ahmednagar

first_imgPune: There was heavy police deployment in Shrigonda taluk of Ahmednagar district on Sunday, after a group of ‘gau rakshaks’ (cow vigilantes) were allegedly assaulted by a mob, after they accused some people of illicitly transporting cows to a slaughterhouse.According to the police, the complaint has been lodged by Shivshankar Rajendra Swami, one of the ‘gau rakshaks’. The complain says that the incident occurred late on Saturday when a group of 15-20 people had come to Shrigonda Taluk to look for vehicles to illegally transport cows to an animal market being held in Kashti village.According to the complaint, the ‘gau rakshaks’, said to be activists of the Akhil Bharat Krushi Gosewa Sangh, caught a tempo allegedly carrying cows from Pune and took the drivers to the Shrigonda police station. A dozen cows were said to have been retrieved from the vehicle.When the ‘gau rakshaks’ stepped out of the police station after lodging their complaint, around 25 men allegedly assaulted them with sticks and pelted them with stones.Seven people hurtSeven of the ‘gau rakshaks’ were said to be seriously injured. The owner of the tempo, Wahid Shaikh, and the driver, Raju Shaikh, have been arrested under the Maharashtra Animal Preservation Act. Around a dozen of the alleged attackers were also detained during the course of the day.‘Situation under control’ Police on Sunday said the situation in Shrigonda was tense, but under control. The administration has stepped up the security arrangements throughout the district given the sensitive nature of the incident.Authorities said they were recording statements of the detained people, and more arrests are likely to take place.The seven injured ‘gau rakshaks’ have been shifted to Ahmednagar city from Shrigonda for medical treatment.last_img read more

Apex court stays its order to demolish multi-level car parking near Taj Mahal

first_imgThe Supreme Court on Friday stayed its order directing the demolition of a multi-level car parking being built near the iconic Taj Mahal and asked the Uttar Pradesh government to submit a comprehensive policy on preservation and pollution in the Taj Trapezium Zone (TTZ).The court said no further construction would be carried out there. The multi-level car parking was being built around one km away from the eastern gate of the monument.“We do not know how hotels can be built there. The problem is this that all measures seem to have been taken are ad hoc. It cannot be like this,” a Bench comprising Justices M.B. Lokur and Deepak Gupta said.At the outset, the Bench asked Additional Solicitor General Tushar Mehta, representing the State government, about the policy for protection of the 17th century white marble mausoleum.TTZ is an area of 10,400 sq km around Taj Mahal aimed at protecting the monument and its environs.“You [the State government] tell us what is your policy towards protection [of Taj Mahal]. What is the policy you have formulated,” the Bench said, adding, “if you have a policy, can we look into it?”’Govt. committed to protecting Taj’Mr. Mehta told the Bench they had a comprehensive policy on the issue. He contended that the government was committed to protecting Taj Mahal. “There is a policy. I will bring the comprehensive policy,” he said.The Bench observed that applications were being filed before it for the construction of hotels in the area and felling of trees.Mr. Mehta told the court that initially there was a plan to build an orientation centre at a distance of around one km of Taj Mahal but later it was decided that a multi-level parking would be built there for tourists.He said they had taken the approval of the TTZ and developmental authorities for the construction of the parking lot there. “There is no difficulty about that, but you tell us what is the policy. If it is according to the policy, then it is okay,” the Bench said.When Mr. Mehta referred to the apex court’s October 24 order to demolish the parking lot, the Bench said “we will maintain status quo, but no further construction will be permitted there. We will stay the order”.’No construction activity now’The State government told the Bench that construction activity had stopped there. When Mr. Mehta said the pollution issue concerning TTZ would cover a vast area, which might not be required to be gone into at this stage as the court was hearing the parking lot matter, the Bench said, “it will have an impact on the Taj”.During the hearing, the Bench observed that one lakh trees are to be planted in the area but there was no space for it.Environmentalist M.C. Mehta, who has filed a plea seeking the protection of the Taj from the ill-effects of polluting gases and deforestation in and around the area, told the Bench that TTZ was an “ecologically sensitive area” and the government should have come out with a comprehensive policy on it.’Will file policy in two weeks’Mr. Tushar Mehta told the Bench that he would file the policy within two weeks, after which the court posted the matter for hearing on November 15.The apex court, which is dealing with M.C. Mehta’s petition, has been monitoring development in the area to protect Taj Mahal, built by Mughal emperor Shah Jahan in memory of his wife Mumtaz Mahal in 1631. The mausoleum is also a UNESCO World Heritage Site.The apex court had passed a slew of directions to protect the monument.last_img read more

Unnao MLA remanded for 7 days

first_imgBJP MLA Kuldeep Singh Sengar was on Saturday sent to seven-day police remand a day after he was arrested by the CBI for allegedly kidnapping and raping a minor from his constituency in Unnao of Uttar Pradesh.Mr. Sengar was formally arrested on Friday after being grilled by the CBI for more than 12 hours. The arrest late on Friday came soon after the Allahabad High Court rapped the State government for failing to put him under custody despite an FIR being lodged against him under the stringent POCSO Act.Accomplice arrestedThe CBI has also arrested a woman accused by the minor of luring her to the MLA’s residence on the pretext of getting her a job on the day of the alleged rape. As per a complaint by the minor’s mother, the woman stood guard in the courtyard while the MLA allegedly raped her daughter.The woman and Mr. Sengar are named as accused one and two in the CBI FIR.The agency produced Mr. Sengar before a district and sessions CBI court here. The agency also sent him for a medical examination. The MLA did not oppose the CBI’s application in court. “We are in support of a fair investigation,” said Satendra Singh, Mr. Sengar’s lawyer.The CBI also escorted the victim and her family to Lucknow, where she also underwent a medical examination at Ram Manohar Lohia Hospital. The slides of her age determination and gynaecological tests have been sent to a forensic laboratory.Victim, kin relieved Speaking to the media on the arrest of the MLA, the minor said she was further relieved by assurances by Prime Minister Narendra Modi and Chief Minister Yogi Adityanath that justice would be done. “I am hopeful I will get justice after what Modiji and Yogiji said,” she said.Her uncle also said he was “very happy” to know about the MLA’s arrest, and said he was eager to depose before the CBI as “to speak the truth, we don’t need to recall much”. The MLA said he had full faith in the judiciary and God.last_img read more

‘Referendum 2020 rally an ISI plot’

first_imgPunjab Chief Minister Amarinder Singh on Monday termed the ‘Referendum 2020’ rally by the Sikhs For Justice in London “a futile exercise to create trouble in India, particularly Punjab”.“The SFJ is just a group of fringe elements that is playing into the hands of Pakistan’s ISI to divide India…but they have failed, and will continue to fail in their nefarious designs,” the Chief Minister said.He said the presence of Pakistani politicians at the rally confirms that it was an out-and-out ISI plot, which fell through just as their attempts to create trouble in India have been failing all these years.“As expected, it turned out to be a damp squib,” he said, adding that the U.K. government should have put its foot down and not allowed its soil to be used to propagate anti-India campaign.“By allowing the protesters to use Trafalgar Square, instead of the usual Hyde Park that’s generally used for such purposes, it had shown its total complacency on the issue,” he said.“The entire referendum business is nothing but a money-making racket of the SFJ, with no takers for the so-called campaign either in India, or even outside, as is evident from the poor show at the rally,” he added.Terming the SFJ fringe elements mere social media tigers who were trying to create a hype even when they have no support, both in India and abroad, the Chief Minister said the Sikhs were a patriotic community who have always stood for the unity and integrity of the country.The Chief Minister warned the SFJ and all other such anti-India forces to stay out of the country and refrain from any attempt to foment trouble in Punjab, or any other part of India.last_img read more

One killed in Bengal violence

first_imgA day after the Supreme Court declined to interfere in the case of the unopposed victory of the Trinamool Congress on many seats in the West Bengal Panchayat elections, violence was reported on Saturday in certain parts of the State over the panchayat board formation.One person was killed in the Uttar Dinajpur district when violence broke out in the Islamapur area over electing a panchayat pradhan. Lal Mohammad died of injuries in a crude bomb explosion. Four others sustained injuries in the violence, said the police.According to the Opposition, the violence reflected feud within the Trinamool Congress. Trinamool Congress district president Amal Acharya admitted to factionalism and said that the party will not tolerate this.Violence was also reported in Malda, Birbhum and Cooch Behar districts. In some areas, the election of panchayat pradhans was suspended by the administration over apprehension of violence.Opposition parties could not file nominations in 20,698 (35.26 %) seats for the three-tier panchayat elections . In the remaining seats which went to polls in May 2018, the Trinamool Congress won 95% of the zila parishad seats, 81% of the panchayat samitis, and nearly 67 % of the gram panchayat seats.In some panchayats, Opposition parties came together to keep the Trinamool Congress out.last_img read more

Modi to release stamp on Suheldev

first_imgWith the 2019 Lok Sabha election approaching, Prime Minister Narendra Modi’s visits to Uttar Pradesh have increased and his next stop is Ghazipur where he will release a postal stamp in the name of a backward caste-Dalit chieftain Suheldev on Saturday.This comes amid cries by the BJP’s ally in U.P., the Suheldev Bharatiya Samaj Party, named after the icon, that it was trying to appropriate the legacy of the legendary medieval-era warrior-king and downplaying his caste identity.Though Suheldev’s historical existence is shrouded in mystery, he is today popular as a caste icon among the Rajbhars (OBC) and the Pasis (second largest Dalit caste in U.P.), both of whom have been competing for his legacy.The BJP-RSS have over the years aggressively tried to portray Suheldev as a Hindutva warrior who stopped the march of Muslim invader Ghazi Mian, a nephew of Mahmud Ghaznavi, in Bahraich and halted the spread of Islam in the region. “A commemorative postal stamp on the Maharaja Suheldeo will be released by the Prime Minister in Ghazipur,” said the PMO in a statement.Rally in GhazipurMr. Modi will also address a rally in Ghazipur, which abuts his Lok Sabha constituency Varanasi. Om Prakash Rajbhar, president of the SBSP and a Cabinet Minister in the Yogi Adityanath government, said he was not invited to the event despite the fact that Suheldev is the icon of his party and caste. The SBSP has boycotted the event and since last week have been staging a demonstration near the venue with a two-fold demand: that the postal stamp to be issued by Mr. Modi contain the caste name of Suheldev and the sub-categorisation of the OBC quota.‘Erasing our history’“They are tying to erase our history,” said Arun Rajbhar, SBSP general secretary. ”When they can issue stamps of Prithviraj Chauhan and Sardar Vallabhbhai Patel with full names, and rename Mughalsarai railway station to Pandit Deen Dayal Upadhyaya station, what does it cost them to issue the stamp in the name of Maharaja Suheldev Rajbhar,” asked Mr. Arun Rajbhar.last_img read more

Maharashtra may push plan to breathe life into bureaucracy

first_imgFaced with a growing number of complaints against the bureaucracy, the Maharashtra government could push a proposal to rejuvenate it.The proposal offers a performance-based financial incentive and funds for bureaucrats’ housing and their children’s education among several other measures forwarded to the Department of Personnel and Training (DoPT) soon after demonetisation was announced two years ago.“Chief Minister Devendra Fadnavis has held several consultations with the bureaucracy to formalise the proposal. It was forwarded to the DoPT soon after. We are looking at reviving it in the wake of recent cases of complaints against some of our bureaucrats,” said a close aide of the CM. As per the proposal, a ₹2-crore corpus is to be created for the Indian Administrative Service (IAS) officers to tap into for their children’s education while another ₹3 crore will be made available as interest-free loan for buying a property in Mumbai and other urban centres.The proposal was in addition to efforts to push IAS officers to declare their assets. As per the DoPT guidelines, civil servants are required to file and submit returns under the relevant provisions of Conduct Rules. They have to show details of all immovable property owned, acquired or inherited or held on lease or mortgage, either in their own name, in the name of a family member or dependants.The Cabinet had last year discussed a suggestion to make IAS officers’ family members declare their assets and properties. Finance Minister Sudhir Mungantiwar has reportedly suggested guidelines to Mr. Fadnavis making it mandatory for not only bureaucrats but even their spouses and children to declare their assets. The move had met with resistance from the IAS union, sources said. The Chief Minister has on a number of occasions made his displeasure known over the “attitude and ego” of the State bureaucracy. If senior bureaucrats perform to the best of their ability, the pace of development could improve, he had said last year. “They must learn to think out of the box,” he had told The Hindu in an interview last year.last_img read more

No inquiry against editors in Assam, MHA clarifies

first_imgThe Union Ministry of Home Affairs said on Friday that it had not asked the Assam government to conduct any inquiry against some editors in the State who have opposed the Citizenship (Amendment) Bill, 2016, terming the information as “absolutely baseless” and “mischievous”. In a statement, the Ministry said that it had been reported in a section of media that the MHA had asked the Assam government to take action against some editors opposed to the Bill.‘Baseless, mischievous’ “This is absolutely baseless and a mischievous interpretation of facts. This is to clarify that the Union Home Ministry has not asked the government of Assam to initiate any probe against any editor or member of the press/media,” it said. “The factual position is that one Vinay Joshi, of Ratnagiri, Maharashtra, sent a petition to the Home Ministry on the Centralised Public Grievance Redress and Monitoring System (CPGRAMS) on February 14, 2019, related to the issue of the Bill stating that it has been exploited by different militant groups like ULFA and the media has propagated militant ideology to give fresh boost to the militant groups,” the statement said. “Following the standard practice, the petition was routinely forwarded to the government of Assam. No inquiry has been ordered… no report has been called from the government of Assam,” the statement said. It is “mischievous” to suggest that the Centre has asked the Assam government to initiate action, it added.last_img read more

Democrat Assault on FIRST Bill Delays Vote by House Science Panel

first_imgYesterday, the Democrats struck back. Knowing that they couldn’t stop the Republican majority on the U.S. House of Representatives science committee from passing legislation to alter the activities of the National Science Foundation (NSF) in ways they oppose, members of the minority party instead offered more than a dozen amendments designed to highlight what they see as the bill’s serious flaws.The amendments would have altered language in the Frontiers in Innovation, Research, Science, and Technology (FIRST) Act that the scientific community has sharply criticized since it was first circulated in draft form last spring. Although parts of the bill have been modified since then, several provisions remain sticking points for scientists. They include setting specific spending targets for each NSF research directorate, altering the agency’s vaunted peer-review process, cutting funding for the social and behavioral sciences, imposing new rules to combat scientific misconduct, raising the bar for investigators who have previously received NSF grants, and holding down overall spending at the $7 billion agency.At the committee markup of the bill yesterday, the panel’s Democrats didn’t hold back in ridiculing those provisions. “Unwise and irresponsible,” “a recipe for disaster,” and “a threat to continued U.S. leadership in science and technology” were some of the phrases they used. In rebuttal, Republicans accused their colleagues across the aisle of having “a lack of connection to the real world,” of being willing to “burden our children and grandchildren with enormous debt,” and of “prefer[ring] NSF’s funding to come without having to answer questions from Congress or the taxpayers.”Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)There were brief moments of comity. In compromises reached before the legislators met, Republicans agreed to remove a cap on how much NSF could spend on rotators—academics who work at the agency for a few years—and to alter the administrative structure of a committee to oversee science education across the federal government that would be based at NSF. And the panel unanimously accepted a bipartisan amendment offered by representatives Jim Sensenbrenner (R–WI) and Zoe Lofgren (D–CA) to bring the bill’s language on providing public access to the results of federally funded research in line with policies already adopted by the Obama administration. Yesterday’s legislative assault on the bill was at least temporarily effective: The committee put off action on 15 amendments, including two by Republicans, after Democrats insisted on recorded votes. This morning, a notice on the committee’s website said the votes have been “postponed until further notice.” That delays a vote at least until next Wednesday, according to a committee aide.Lobbyists hope that the issues raised during the 6-hour session, which was interrupted twice so members could go to the Capitol for votes on other matters, will delay the expected passage of the bill by the entire House of Representatives. In the meantime, the Democrats used their attacks to expose what they say is the bill’s tone of pervasive mistrust of, and hostility toward, the scientific community.The panel’s top Democrat, Representative Eddie Bernice Johnson (D–TX), said yesterday that the committee’s unwillingness to listen to the objections of academic and high-tech business leaders makes the FIRST Act “an opportunity lost” for Congress to lay out a strong vision for federal research. She entered into the record letters from about 20 academic, research, and high-tech business groups that have expressed concerns or outright opposition to the bill.The committee’s chairman, Representative Lamar Smith (R–TX), insisted throughout the markup that the bill does provide such a vision. He said Democrats simply disagree with the Republican approach to improving how NSF operates by making sure that “only high quality research receives taxpayer dollars.”Despite calling for only a modest boost in NSF’s 2015 budget (the actual budget for every agency is set by a different congressional committee), the bill would also shift money into areas of scientific research “that drive future economic growth,” he says, especially the physical sciences, engineering, and computer science. It would do so by cutting spending on the social and behavioral sciences and holding steady investments in the geosciences.last_img read more

Everything you wanted to know about medical marijuana, but were too afraid to ask

first_imgSAN JOSE, CALIFORNIA—Humans have been using cannabis for more than 5000 years. So why don’t scientists know more about it? Three experts gathered here at the annual meeting of AAAS (which publishes Science) to discuss what scientists and doctors know about the drug and what they still need to learn. “By the end of this session, you’ll know more about cannabis than your physician does,” said Mark Ware, a family physician at the McGill University Health Center in Montreal, Canada, who organized the talk.How does marijuana work?Our brains are primed to respond to marijuana, because “there are chemicals in our own bodies that act like THC [the psychoactive ingredient in pot]” and other compounds in cannabis called cannabinoids, explained Roger Pertwee, a neuropharmacologist at the University of Aberdeen in the United Kingdom who has studied cannabinoids since the 1960s. Cannabinoids produced by our bodies or ingested through marijuana use react with a series of receptors in our brains called the endocannabinoid system, which is involved in appetite, mood, memory, and pain sensation. Scientists have discovered 104 cannabinoids so far, but “the pharmacology of most of them has yet to be investigated,” Pertwee said.Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)What are the known medical uses of marijuana?Marijuana has been used for decades to stimulate appetite and treat nausea and vomiting, especially in patients undergoing chemotherapy. Its success in easing the symptoms of multiple sclerosis patients led to the development of Sativex, a drug manufactured by GW Pharmaceuticals that includes THC and cannabidiol, a cannabinoid that isn’t psychoactive.Marijuana or cannabis-derived drugs have shown promise in treating anxiety, depression, post-traumatic stress disorder, epilepsy, and neuropathic pain, but much of the evidence is still anecdotal and is awaiting confirmation in clinical trials. “We’re a little short on evidence to make good guidelines” for prescribing cannabis for different conditions, Ware said.Why haven’t there been more clinical trials?At least in the United States, it’s difficult to get funding for a cannabis clinical trial, said Igor Grant, a psychiatrist at the University of California, San Diego, who is one of the few scientists who has run clinical trials with the drug. Pharmaceutical companies prefer to invest in developing drugs they can patent, and the federal government currently lists marijuana as a Schedule I drug, or a dangerous substance with no medical benefit. That classification means researchers who want to work with the drug need approval from multiple federal agencies, including the Drug Enforcement Administration, Grant explained. “In the U.S. there are certainly a number of hurdles and processes one has to go through, and I think this does inhibit ordinary investigators who don’t have the means or the knowledge or the staying power to get through the system.”Grant supports reclassifying cannabis as a Schedule III drug, which are recognized as having an accepted medical use and less potential for abuse for Schedule I and II drugs.What are the safety concerns with medical marijuana?“There is no evidence for long-term damaging effects in adults,” Grant said. Preliminary data linking marijuana use to an increased risk of schizophrenia have not been supported by further studies. The only confirmed long-term effect of marijuana use by adults is chronic bronchitis, he said.The situation may be different for children and adolescents, whose brains are still developing. A study found that people who were heavy marijuana users as teenagers had lower IQs than their peers 20 years later, but the sample size was extremely small, Grant explained. More recently, scientists have started imaging the brains of teenagers before and after they start using marijuana, but the research needs to continue for much longer to fully understand how cannabis affects the developing brain. “The data are very weak at the moment,” Grant said.Check out our full coverage of the AAAS annual meeting.What message would you send into space? Tell us on Twitter and Vine with #msgtospace!last_img read more

Many caveats on promising Ebola drug trial

first_imgSEATTLE, WASHINGTON—There’s a “slight hope” that it may help some people. That is the researchers’ sober assessment of an Ebola drug that made page one news earlier this month when it was touted as the first promising treatment for this deadly disease.Those media reports relied on preliminary data on a trial of a new drug in Guinea that were leaked by a nongovernmental organization that was helping conduct the study, the researchers say. The New York Times broke the story on 4 February, and the same day, French President François Hollande issued a statement heralding the results as encouraging. “Healing is accelerated,” the statement read. Guinean officials announced they wanted to make the drug more widely available.Yesterday was the first time the French team discussed their data publicly, speaking to the media at the Conference on Retroviruses and Opportunistic Infections (CROI) here.Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)In the opening press conference, the trial’s principal investigator, Denis Malvy of the University of Bordeaux, described the trial, called JIKI. Sixty-nine adults and adolescents took part in the study, from mid-December to mid-January. All participants received the drug, favipiravir, for up to 10 days. Their outcomes were compared with patients receiving standard care at the same clinics for the 3 months prior to the trial’s start. In all, 48% of the participants died, which is similar to the mortality rate in the historical control group. But when the researchers did a subset analysis of patients who entered the clinic with lower levels of Ebola virus in their blood, they found an increase in survival.Malvy, who plans to describe the data in detail at a Wednesday morning presentation, explained that the trial did not initially intend to analyze the outcome of patients by different viral loads. But the standard test used to diagnose the disease gave this information, and the investigators saw an interesting pattern.In 29 patients who arrived with high levels of virus, 27 died. “It is highly unlikely that favipiravir monotherapy will reduce mortality in this population,” Malvy said.In the 40 patients who entered the trial with lower viral loads, only 15% died compared with a 30% mortality in the historical control group. “We have the initial impression that monotherapy with favipiravir could improve survival in the group with less advanced disease,” Malvy said, noting that the trial is ongoing. But Malvy also stressed that even when the trial is complete, it will not provide a clear answer about whether favipiravir worked, because, for ethical reasons, the researchers did not enroll an untreated control group at the same time. He called this  a “proof of concept” study that the researchers hope will inform future trials.The improved mortality in the group may have not been related to favipiravir, Malvy said. For one thing, the standard of care in the clinics may have improved during the time of the study, making the comparison to the historical control misleading. The researchers also relied on a relatively crude measure of the two different viral loads. Other studies that have more carefully analyzed Ebola viral loads have found that at least four different levels correlate with different mortality rates, which suggests the supposed benefit of favipiravir seen might disappear if more precise measures were compared.Xavier Anglaret, a colleague of Malvy’s at the University of Bordeaux who coordinates the JIKI study, said their data “are not a high level of evidence” and that the group’s aim was modest from the outset. “It’s only trying to find a signal,” Anglaret said.Anglaret said the researchers had submitted an abstract to the CROI meeting prior to the New York Times story appearing. “We were all very angry” about the leak, he said. “We wanted to share the overall story ourselves.”*The Ebola Files: Given the current Ebola outbreak, unprecedented in terms of number of people killed and rapid geographic spread, Science and Science Translational Medicinehave made a collection of research and news articles on the viral disease freely available to researchers and the general public.last_img read more

Sushma Swaraj comes to aid of Indian woman stranded with son’s body

first_imgExternal Affairs Minister Sushma Swaraj helped an Indian woman in bringing back the mortal remains of her son, with whom she was travelling from Australia to India, after he died suddenly at the Kuala Lumpur international airport. The minister’s response yesterday came after a netizen sought her help in the matter through a tweet.“@SushmaSwaraj @MEAIndia – urgent and kind request – one of my close friends & his mom travelled from Australia to India. In Kuala Lumpur International Airport, my friend collapsed suddenly and passed away. My friend’s mom is alone in KLIA and don’t know much to get help,” he had tweeted.Read it at Financial Express Related Itemslast_img read more