mesothelioma ABOUT

Mesothelioma ABOUT

Definition

Mesothelioma is a common disease that causes malignant cancer cells to form the inside lining of the chest and abdomen, or around the heart. It is believed that the main reason to be exposure to asbestos.

Description

It is also known as malignant mesothelioma on behalf of asbestos cancer or simply "average." Mesothelioma causes cancer cells to develop in the mesothelium in the body, where it can spread to and damage the vital organs and tissues. These can also be malignant cells metastasize to other areas of the body. Mesothelioma is very difficult to diagnose and respond only slightly in most of the methods of treatment, which represents a poor prognosis.

The disease derives its name from the mesothelium, the bag-like membrane that protects most of the internal organs in the body. It is divided into two distinct protective of cells: the visceral (surrounding layer directly on the device) and parietal (bag around the body cavity). By releasing the lubricating fluid, mesothelium allows the devices to move more freely within the body cavity. For example, squeezed and stretched lungs. It referred to as the mesothelium also according to the location in the body: the pleura (chest), peritoneal (abdomen) and pericardial (heart).

More than two-thirds of all cases of mesothelioma begin in the pleura region tumor. Thyroid cancer spreads through the chest cavity, sometimes developing in the lungs as well. The cause of this disease is the most common pleural effusion, an excessive accumulation of fluid in the chest cavity. This excess liquid increases the pressure on the lungs and restricts breathing. In addition, malignant cells can cause pleural lining to thicken and restrict breathing space even further.

Peritoneal mesothelioma is the second most common form of the disease, which represents less than 30% of all cases. Constitute the malignant cells in the peritoneum, which affects the stomach and intestines, liver and spleen. Like pleural mesothelioma, the disease also causes the accumulation of excess fluid in the abdominal cavity. Normal bodily functions, such as digestion, could be hindered by impeding the movement of the machine.

Very rare forms of mesothelioma occur in the pericardial tumor, as well as the mesothelium of the male genital mutilation (FGM). Mesothelioma cystic peritoneal tumor, a rare form of new from this disease, mostly occurs in women and is more moderate in nature.

Takes malignant mesothelioma to form one of the three cell types: epithelioid (50% to 70% of cases), Alsarcomi (7% to 20% of cases), and biphasic / Mixed (20% to 35% of cases). These cell types, mesothelioma Zaarani tumor carries the most appropriate diagnosis, followed by a biphasic, and finally sarcomatosum (very aggressive).

Mesothelioma remains relatively uncommon in the United States, with approximately 2,500 new cases reported annually. Infection rates are much higher in Western Europe (more than 5000 cases reported annually). These figures spent to climb dramatically over the next 20 years. Older male (average age of 60 at diagnosis) and 3-5 times more likely to develop mesothelioma than women tumor. This is the most I like to do to the predominance of men in those occupations with an increased risk of exposure to asbestos.

Causes & symptoms

Nearly 80% of all patients with mesothelioma have a history of exposure to asbestos. They worked the majority of these patients in the industry, which involves the use of asbestos in some fashion. In addition to occupational exposure, home of the family and the exposure it is not uncommon. An individual is exposed can carry asbestos particles on their clothes, skin, in their hair when they return home, which led to the exposure of paraoccupational. Short exposure to asbestos has occurred, no more than 1-2 months, can lead to long-term consequences. Although the dangers of asbestos have been known for decades, and the long latency period of mesothelioma (30 to 40 years) means that the vast majority of patients have already been exposed as far back as the 1950s. It is estimated that up to eight million Americans have already been exposed. Many industries, in particular, show a higher exposure to asbestos ratio:

1. Insulators (Asbestos workers)

2. Boilermakers

3. Ship-fitters

4. Steel workers

5. Maintenance workers

6. Plumbers

7. Brake mechanics

Symptoms

Mesothelioma is a very aggressive once really settles. However, the initial symptoms are usually non-specific in nature and / or mimic other conditions, such as continuous gastronomic disorders or pneumonia. Some patients show no symptoms at all. As such, evaluation and proper diagnosis is usually delayed and must be confirmed by a doctor.

Patients suffering from the most common pleural mesothelioma is showing signs of shortness of breath, pleural effusion, and / or chest pain. Most symptoms of pleural effusion on the right lung (60% of the time). Patients may also present persistent cough, weight loss, weakness, fever, difficulty swallowing.

Patients suffering from peritoneal mesothelioma tumor means most common signs of pain and / or swelling occurs in the growth of fluid retention or abdominal tumor. Weight loss, nausea, intestinal obstruction, anemia, fever, swelling of the legs and / or feet symptoms are known.

Diagnosis

Only a doctor can diagnose mesothelioma properly. , There should be a review of patient's medical history, including any past exposure to asbestos any patient shortness of breath display, chest pain, accumulation of fluid, or pain and / or swelling in the abdomen. This follows the review with a full physical examination, which must involve the use of imaging techniques. X-ray, computed tomography scan (CT), magnetic resonance (MRI) scans the chest and / or abdomen, as well as lung function, the doctor can provide with critical diagnostic information. Although positron emission tomography scanning are expensive and not covered by most insurance, this diagnostic tool has proved very useful in identifying tumors sites and determine the stages of the disease.

If you referred to, your doctor may want to examine the patient's chest internally and / or abdominal cavity. This diagnostic procedures, known as thoracoscopy (chest) and endoscopy peritoneum (abdomen), usually performed in hospitals. Both imaging procedures include fiber-optic instrument is inserted into the patient through an incision. These laparoscopic instruments provide the doctor with a closer look at the body cavity, and any type of tissue or abnormal accumulation of fluid found in it. Excess fluid can suction through a needle or tube, in a process known as amniocentesis chest (the chest) or amniocentesis (abdomen). In addition, the doctor may perform a biopsy of any kind of abnormal tissue are discovering during this period. Examine patients of abnormal tissue, as well as liquids, remains the only effective way to confirm the diagnosis of mesothelioma. The biopsy also help the doctor in regulating progression of the disease properly.

Once confirmation has been created malignant mesothelioma, the doctor will conduct further tests to determine the extent of spread of underlying disease. This diagnostic process is known as "staging." Pleural malignant tumor can be divided into four stages:

Localized mesothelioma malignant mesothelioma (stage 1) -Cancer present in the membrane right or left side. It may involve the lung, pericardium, or diaphragm on that side.

Advanced medium malignant mesothelioma (stage 2) -Cancer spread beyond the right or left pleura to the lymph nodes on that side. It may involve the lung, pericardium, or diaphragm on that side.

Advanced malignant tumor medium epithelium (Phase 3) -Cancer spread to the chest wall, diaphragm and ribs, heart, esophagus, or through the lining of the abdomen. May or may not be nearby lymph nodes involved.

Advanced tumor malignant mesothelioma (stage 4) -Cancer evidence of metastasis or spread through the bloodstream to the members and / or distant tissues appears.

Recurrent malignant mesothelioma may also occur, where the cancer back in its original location or anywhere else in the body even after treatment.

Treatment

There are three traditional methods of treatment mesothelioma: surgery, radiation therapy, and chemotherapy. And the location and stage of the disease, as well as the age and general health of the patient, and determine the treatment that should be used. In addition, these methods can be combined if indicated. In fact, it seems that multimodality approach to provide more positive results for the treatment of mesothelioma.

Surgery, the most common treatment, and involves removing the tumor. In the early stages of mesothelioma, this only involves removing part of the mesothelium and surrounding tissue, but may also require removal of part of the diaphragm. For more advanced stages of the disease, and remove the entire lung may be the only option, which is known as the lung.

Radiation therapy, also known as radiation therapy, and destroys cancer cells and shrink through different types of radiation. Each of the external radiation treatments (such as machine) and internal (such as radioactive isotopes) can be used effectively for the treatment of malignant mesothelioma.

Finally, chemotherapy, and the method of comprehensive treatment, used anti-cancer drugs to destroy cancer cells throughout the body. Most of delivery of the drugs used to treat mesothelioma intravenously. The effectiveness of chemotherapy within the Hollows, the injection of drugs directly in the chest or abdominal cavity, and is being studied.

Pain and other symptoms caused by an accumulation of fluid around the chest and / or abdomen can be treated by draining excess fluid through a needle or tube. It is known that these procedures as amniocentesis chest (chest) and amniocentesis (abdomen). Drugs and radiation therapy, surgery can also alleviate or prevent further accumulation of fluid.

Doctors are studying other methods of treatment, such as immunotherapy, gene therapy, and treatment during the photosynthesis process.

Alternative treatment

This is due to poor diagnosis associated with mesothelioma, regardless of the appropriate treatment, in many cases, palliative care is preferred, otherwise, the option is available to patients. This is particularly true for advanced stages of the disease this. By treating the symptoms rather than the disease itself, the goal of this approach is to get the "quality" of life rather than "quantity" of life. The aim of palliative care to relieve the discomfort of the patient's caused by shortness of breath and pain. Chemotherapy and radiation therapy, and / or surgical pleurodesis, in conjunction with the effective management of pain and respiratory function should be an appropriate basis for Palliative Care of mesothelioma. Techniques to reduce stress, such as acupuncture, aromatherapy, massage, thinking, and can provide a useful addition to the patient's sense of well-being.

Prognosis

Phase, location, what is involved cell type, as well as the age of the patient and the tissue a big factor on life expectancy. Unfortunately, even with intensive treatment and diagnosis of patients with intermediate and poor mesothelioma. Pleural mesothelioma offers a median survival period of approximately 16-17 months after the initial symptoms. Diagnosed with peritoneal mesothelioma is poorer and has a time for survival and median life of only ten months after the initial symptoms. Unfortunately, the more advanced stages of mesothelioma can provide no more than four or five times to survive for a month.

While survival for patients who suffer from domestic mesothelioma can extend for several months with aggressive therapy, with approximately 20% of patients alive last sign of life for five years. We have extended treatment programs recently developed at leading cancer centers this time to survive beyond that. Dr. Sugarbaker, from the women's center at Brigham and Boston, has achieved an average rate of survival of 40% in five years with the treatment of pleural mesothelioma system, as reported in the Journal of the chest, heart and vascular disease surgery. Other programs are also showing positive results. However, despite these successes, there is no cure for mesothelioma currently exists.

Key terms

Asbestos

Metal naturally, is used all over the world for durability and heat resistance have qualities. Levy very nature, asbestos particles can easily enter the respiratory tract and damage to sensitive tissues. This damage can lead to asbestosis, mesothelioma and lung cancer.

Dyspnea

There is a difficulty in breathing or shortness of breath, usually associated with some form of heart or lung disease. Also known as air hunger.

Mesothelium

Membrane / sac which protects the main internal organs in the body and allow them freedom of movement (for example, lung spasms). The mesothelium is composed of several parts, including the abdominal cavity (peritoneal), and chest cavity (pleura), and pericardial (heart).

Pleural effusion

An abnormal accumulation of fluid in the pleura, the membrane that lines the inside of Levy the chest cavity and protects the lungs. This buildup can cause shortness of breath, coughing and chest pain.

Prevention

Avoid or reduce exposure to asbestos is the best way to prevent mesothelioma. Unfortunately, due to the large delay between exposure and onset (30-40 years), it is probably too late to prevent the development of mesothelioma for most patients. Not smoking may slow progression of the disease and / or prevent further other complications associated with exposure to asbestos

Six Keys to develop a plan successful business information

Six Keys to develop a plan successful business information

To build a successful business, you have to start at the end. "

Creating a clear business plan is essential for every leader who wants to operate a business of easy success, self-sustaining. While the time and effort, which has as a strategic roadmap will allow you to view your business from a higher plane and quickly assess their strengths and inefficiencies is needed. Also trains its employees drainage to achieve the objectives of your company and to fulfill its mission and vision without your constant involvement, a practice that also released daily work, or, as we call "do what they do."

I have identified six key elements of each plan must include successful business. The first three encompass what we call the organization "Culture", while the second three comprise its business "systems". Lacking these business elements almost inevitably leads to employee confusion, conflicts and other problems at work that undermine product quality and performance, brands and companies is almost impossible to remedy. Like most companies do not have a clearly defined culture or defined systems, taking these steps will gain an immediate advantage over your competition. Below a brief description of the six keys shown shown shown:

CULTURE

1. Vision

A statement from a phrase that defines the ultimate impact of your business will do in the community. It should state what you want to achieve in terms of an almost unattainable goal or dream. A good vision statement makes the connection between your business's passion and purpose. My rule for Vision is: "People will work harder for a vision then they will for a paycheck." Your vision statement should inspire, motivate and excite your employees, customers and the community in which we do business. It should be short, concise and easy to remember.

Remember, a vision is nothing more than a big target. It differs from a goal, which almost never reach their vision is a virtually unattainable ideal that motivates employees to meet and exceed the practical goals of your company. In other words, the targets are used to measure the systems and processes, while vision is the fuel that ignites people to go beyond the objectives of excellence. The top management of a company has the responsibility to drive its vision. Without the support and encouragement of senior management, vision, and will not impact the company you need to outperform their competition.

Example: "Estrada Strategies:" Creating an opportunity for all businesses to succeed "

2. Values

The core values ​​are the rules of conduct in your business: a clearly defined set of rules that describe your organization's approach to relationships. It is a written code of conduct defining how all stakeholders will treat friends and strangers, including other employees, customers, suppliers and the community.

Without defined rules of conduct, people have little or no guidance as to what constitutes acceptable behavior in your business. In the absence of such values, people will create their own rules. experienced employees default to values ​​acquired outside the company in prior work environments. Some may have a positive impact, others not. Without defined values, managers have difficulty getting people because it means that the awards or disciplinary action.

the core values ​​of your business are not negotiable within the company environment. When broken, disciplinary action or rapid termination is usually in order. When management does not meet the written values, employees soon realize that they have little or no symbol converted to values ​​that everyone winks and no one takes seriously. However, if the fundamental values ​​are respected, the company can use them to guide all aspects of the business.

Example- "We believe in frequent communication, open and honest."

3. Mission

A brief and concise of the four essential elements of each statement of business:

1) What is done, 2) How do you do, 3) it does so, 4) When does.

The mission of the company is really the work plan for its employees; It is also a management tool to communicate how your business in the community.

A mission statement is not a long dissertation, as companies in the 1970s and 80s Those long proclamations were often viewed as unrealistic rhetoric, empty intended to impress the bankers and the like. Today, they are used to guide the overall direction of the company as well as their daily business activities. Beyond providing essential guidance for its employees, which empowers take prompt and effective decisions by establishing critical limits. Without a clear mission, a company often become paralyzed whenever it encounters a new situation as it attempts to figure out what to do.

Example- "Our mission is to bring our small to medium clients to greater success. Our

Method is to perform behavior modification through business training, one-on-one

business training and supervision. We promote our vision of being the example of business

for our customers. "

SYSTEMS

4. Growth

A well thought out plan to grow your business that clearly defines these four elements:

1) Your target market;

2) How to market your product to the target;

3) An advertising strategy;

4) Brand creation that establishes a unique visual and emotional identity.

The rule for growth is, "Or is green and growing or ripe and rotten you are." Without growth, a company is likely to fail. A growth plan is the lifeblood of your organization. It includes processing systems sales, marketing, advertising and branding your company.

1) Sales to define the demographics of your future customers whole process (your goal

market activities or "suspects") and that drive new relationships and key

lead to future opportunities, sales, customers and referrals.

2) business marketing activities that create visibility, credibility and demonstrated

capacity in the market. Low cost / high impact is a key element of this process,

communicates to your market that your company is, what it does, where and how it does it

He does. Marketing supports sales, but not to be confused with sales. Remember, marketing

It is the visibility, credibility and demonstrated ability. These elements build trust and branding

in the market.

3) Advertising-systems that bring potential customers through their doors, make the phone ring and create opportunities. Advertising is all about making sales. It is the aspect of promoting growth, and concerns how your company attracts its customers. It also tracks where and how

customers discovered your company. Ultimately, advertising has to do with the return

investment (ROI).

4) Branding involves the processes that create product or name recognition in the market. That

It includes visual and emotional impact people connected with your name, logo and tag

lines. Think "check mark" golden arches of McDonald's or Nike. You know your market

logo, name and label? That is the test.

5. Operations

Operations encompass the "nuts and bolts" of how a company satisfies customer needs, wants

and expectations-the model that defines how a company produces products or provides services. The paper focuses on the five components of their business processes or way of doing things: systems, quality control, labor standards, materials management and Internet technology.

1) What systems / processes are. These define how your company executes, produces and

It offers its products and services, including procedures, materials and process manuals.

2) How your company will control the quality of its products and services.

3) the rules defining productive labor costs of labor relations to provide their products and services. Thinking in terms of a workpiece can be expected to produce X amount of product per X hours, a day, a week or a month. Also, think in terms of labor costs compared to total revenues or results. Such labor standards provide the benchmarks necessary for their employees and their managers to track and measure performance.

4) Material management or the cost of goods sold. How your company manages physical and

stores its raw material before and after the products produced. It also focuses on keeping material costs, transport and storage to a minimum. The goal here is to minimize inventory without running below the required materials.

5) Internet technology how your company will use the Internet to advertise and sell their

products. The focus here is how your company effectively uses its website to promote and sell their products and services. Some companies have glorified brochures on the web, and that might be all they need. Most companies today are moving into e-commerce where prospects can purchase items over the Internet.

6. Finance

The financial aspect of your business involves how you manage budget planning, cash flows, capital service and debt, KPI or key indicators similar to tubes and securities sales performance, total revenue, gross margins, operating expenses and net profit to name a few. In the end, KPI serve as the monetary numbers that define the health of your company. The process, in short, means developing a budget that covers three years of monthly projections of your business in these three areas:

1) Income statements;

2) cash flow statements; Y

3) The balances.

An experienced leader, KPI monthly, quarterly and annual weekly monitoring. He knows exactly where the company is financially at any given time. KPI constitute the financial information of a leader has to make strategic decisions: to buy a building, increase inventories, or purchase of new equipment. Running a business without KPI like driving a truck on a mountain road blindfolded. It is likely to drive the truck right off the cliff.

While having a successful business plan defined in terms of these six key components will be absolutely no guarantee that your business will succeed, not having one will almost inevitably lead to failure. Estrada Strategies exists to help businesses like yours succeed, in part, by providing business training, executive coaching, and monitoring business you need to create a dynamic business plan.

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Assumptions best-selling should never do

Assumptions best-selling should never do

One of my favorite quotes from Mark Twain: "It's not what you do not know what gets into trouble is what is known with certainty that it is not.".

Buying behavior continues to change at breakneck speed. Business-to-business (B2B) actions and reactions crawl providers at a very slow pace. It is not clear to me how many sellers refuse to recognize the changes or simply do not know how to respond - or both. It seems that your old sales approaches still work.

I have identified at least seven bad assumptions that marketers still do.

1. Unit website the same gross income.

For sellers who sell items of great complexity, the website takes me remind fairs bingo. Traditionally, marketers have visitors fill out bingo cards with contact information before getting what they had to offer - mouse pads, soft balls, key rings, etc.

Fast forward two decades and realize that most website visitors now access your site instead of visiting trade show booths. The volumes of information about the products available. Please do not confuse activity with progress. In most cases, site visitors are doing evaluations of products not start buying cycles. Marketing owns the top of the funnel, and visitors are researchers, not buyers. Most coaches are possible for sellers to higher levels when it comes to vendors. Any marketing or sellers have to qualify these cables when trying to access higher levels.

Think about the time of sale and the rate of heat loss when you start earning too low within organizations. Suffice to say that electronic bingo cards potential customers are not the way to higher revenues.

2. Buyers are a blank canvas.

knowledgeable researchers have done their homework by visiting several websites of suppliers and leveraging your social network before you arrive or be willing to talk with a salesperson. Many have been happy to avoid early vendor involvement. They have an inherent distrust of vendors and feel they can try to alter the requirements to obtain a competitive advantage without concern for how they are meeting the needs of the buyer.

The problem is that despite the fact that the sellers agree on their sellers are getting involved in buying cycles later than ever, most leave each individual vendor to determine how they will align with potential buyers who have already established their requirements. The most common mistakes they make are:

He is failing to give buyers the opportunity to share with them what the requirements have already determined. This is unfortunate, since the lack of respect for the full time of the acquisition of knowledge about offers and start from scratch as if the buyer was a rookie. Misalignment equals bad buying experience.

Sellers who ask what the requirements have been established that premature attempts to change the requirements list.This infuriate buyers and sellers and risking not make the short list of suppliers to be considered seriously.

Sellers can not understand buyers who have done research have a vision of the features or capabilities they deem necessary. In order to align with these buyers it is necessary:

They learn what they think they want.

Take them back to phase two - the development of solutions.

When making questions fortunate buyers have come to the conclusion that there were some missing requirements.

The successful implementation of this will provide a better shopping experience, shoppers have come to the conclusion sellers are competent and provide a better opportunity to be the provider of choice.

3. 'I just compete with sellers.

There is a great advantage when a seller can access a key player who has that person from latent to active need, and establish itself as the column A - the provider that most closely matches the needs of the buyer. What is especially gratifying is the fact that if a seller receives a sufficiently high level, budgeted UN initiatives can be financed. Have you ever thought about how this happens?

Even when working for companies that are doing well, top executives do not have a blank check for unbudgeted funds. If a seller may file - or the executive can see - a strong recovery in investment, the executive can take a look at all projects budgeted in a given year and robbing Peter to pay Paul. Which means you can decide not to pursue initiatives that do not feel budgeted provide the most benefit. Upon hearing about this concept years ago in one of my workshops, a student approached me in a jump and realized to try to sell the software to a distributor of heating oil, which had lost a sale of software to a delivery truck!

The best defense against displacement of competitors is to take the offensive. By this I mean working with existing and potential customers to build a strong cost-benefit that will make it more difficult to postpone or cancel spending.

4. The senior executive is the one who makes the decisions.

When working with the committees, many salespeople and their managers assume that the person is the one who makes decisions highest level. Although I think it is important to have access to the widest possible number of members of the committee, which focuses too much on the senior executive may not be the best approach.

I was working on an opportunity to sell sales training and process. While some regional directors have participated in the decision, the primary contacts were training manager (Joe) and senior vice president of sales worldwide (Allan). While we had access to Allan, Joe was the person who needs a thorough understanding of our offerings. Our main competitor left a number of traces against Allan as they were constantly trying to go over your head and hold meetings with Allan.

Ultimately, we won the business, and I asked the manager of training how the decision was made. He said he believed that our offer was a better option for the organization. When he shared this view, Joe left the decision up to him. In many cases, sellers do not know if the person highest level participating will be a rubber stamp or if he / she will want to make the final decision.

The words always and never rarely applied to sales. My suggestion is not visceral hypothesis that the top person in the organization will make the final decision.

Related: A fraudster taught me everything I know of persuasion

5. Proposals sell.

My definition of close is asking for the business. All closing techniques I know, the less effective it is to issue proposals to decision makers who will then distribute it to members of the buying commission. This is a recipe for disaster for many reasons:

In their haste to move along transactions, many proposals are issued too early.

Sellers lose a lot of control proposals are issued once. Many prospects darken after receiving proposals.

For quite complex B2B deals, few executives buyers take the time to read the proposals. Instead, they will move quickly to pricing and have no idea potential value, it is likely to conclude that the price is too high.

Executives who try to read the proposals often give up if / when not fully understand what they are reading.

Much of the potential value of making purchasing decisions must be obtained from executives buyers.

While most vendors see proposals as a step that is closer to them orders, my belief is that the proposals are not sold. Rather, they should provide the necessary information for buyers making purchasing decisions. Therefore, proposals must document and confirm:

desired business results

The reasons for the results can not be achieved

Specific capabilities that address the discovered motifs

The implementation activities

The potential value

total costs

Before issuing proposals, sellers should consider asking the highest level they have called to review a draft proposal before it is issued. It is a way to ensure that it accurately reflects what they wanted to see and there are no surprises in the proposal. If the meeting to review the content of the draft proposal goes well with a person who can make a decision, sellers may be able to close at that point in time.

6. Buyers are going to be honest with you about why you lost.

A college friend of mine uses a technique when he wanted to end the relationship with the people who had been dating for a while. Its aim was to end things and avoid discussing why he had done and who was at fault. The phrase he used was: In doing so, he took the responsibility to end the relationship without saying that there was someone new - and was not usually "I'm not good enough for you.". The conclusion was that it was not worthy.

My belief is that when fixing prices and are fairly equal, top seller earns the lion's share. The elephant in the room is that the most common reason for the losses is that sellers sell more.

When trying to get more useful information on losses, my suggestion is that sellers who lose wait a few months and have someone other than the seller's contact person who believes he is the decision maker. He explains that the company delayed touchdown, and is not an attempt to change someone's mind. On the contrary, you are trying to improve sales efforts of the company and would appreciate if the buyer could explain briefly:

The main reasons for choosing the winning supplier

perceived deficiencies in supply or lose vendor support

Aspects of the sale of effort that could have been done more effectively

Going the distance and losing is the worst possible scenario for manufacturers and sellers. Having invested time and effort, actionable reporting losses can save some benefit. I would also suggest that after a significant victory you may want to interview the key to information on the motives of the actors victory.

7. executives are interested in the offers.

Companies that do not provide guidance on how messages executives make calls to do a disservice to the significant amount of training products they offer. In today's buyer environment, it seems that vendors have few opportunities to share that knowledge, because most mid-level and below personnel prefer to get their product knowledge through the website. The main reason for this is that they are wary of sellers who believe to try to influence their requirements - in other words, to try to sell them.

While interest less personal level is mainly to learn about products or offers, executives have neither the time nor the inclination to acquire knowledge about the products. The first attempts to educate them usually as a result is delegated to lower levels or worse for a premature end to the meeting.

Executives are concerned and interested in improving business results. They want the Cliff Notes version of tenders. By this I mean that they would like a salesperson to discover their business problems, help them realize why they can not be achieved without the seller's offer, then at a high level they have an understanding of what capabilities are needed to achieve the desired result.

Remember, executive calls are all about business results, and have to learn how they can use offers - usually by the lower levels of the organization - to achieve