Latest: Newcastle 0 QPR 0 – Green keeps Rangers level

first_imgQPR’s defence withstood sustained pressure from Newcastle in the first 20 minutes at St. James’ Park.Rangers were almost embarrassed early on when Steven Caulker, under pressure from Jack Colback, played a short backpass and Rob Green’s clearance cannoned off the Newcastle midfielder and dropped wide of the post.Harry Redknapp’s side worked overtime to get in blocks and headed clearances as Newcastle took the upper hand.Remy Cabella was the first to test Green, with a low shot from 15 yards that the QPR keeper fielded comfortably.Rangers’ first flash of inspiration came from Charlie Austin, when he dispossessed Paul Dummett and then fired an angled shot across goal.Ryan Taylor almost marked his first Premier League start since March 2012 with a goal when he was picked out unmarked on the edge of the box by Cabella’s corner, but Green tipped his effort over the bar.Cabella and Taylor combined again a few minutes later after Ayoze Perez had launched a swift counter-attack, and once again Green saved Taylor’s shot.QPR made two changes from the draw with Manchester City. Nedum Onuoha and former Newcastle man Joey Barton came into the side, with Mauricio Isla on the bench after his international exertions and Eduardo Vargas missing following the birth of his baby daughter. Newcastle: Krul; Janmaat, Williamson, Dummett, Haidara; R.Taylor, Sissoko Colback; Cabella, Perez, Ameobi.Subs: Elliot, Streete, Anita, Gouffran, Armstrong, Ferreyra, Cisse. QPR: Green, Onuoha, Caulker, Dunne, Yun, Barton, Henry, Sandro, Fer, Zamora, Austin.Subs: McCarthy, Traore, Phillips, Isla, Mutch, Kranjcar, Hoilett.Follow West London Sport on TwitterFind us on Facebooklast_img read more

Photos: Ex-Sharks star Joe Pavelski selling San Jose mansion

first_imgFormer San Jose Sharks star Joe Pavelski is selling his Willow Glen mansion in San Jose, Calif. for $3.598 million, reports here if viewing from a mobile device.The former team captain who played with the Sharks for 13 seasons is now a member of the Dallas Stars.He’s leaving a 4,401 square foot five-bedroom, six-bath home with a wine cellar, pool and spa, sport court and putting green, among many other amenities. Pavelski purchased the custom built home in 2013 for $2.7 …last_img read more

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