Overcome the obstacles. Turn sales enablement to buyer ...

All businesses try to help their teams sell. Selling is, after all, the primary focus of most businesses. Some see selling as the endgame, others as one of the means to other corporate goals ? shareholder value for example. Selling is a dominant force in determining culture and operation.

Which has helped ?sales enablement? become a critical focus for marketing organisations.

But supporting sales isn?t push-button. At MTD spend quite a bit of time working out not just what to produce to support sales, but how to support them, the kind of sales teams we?re working with ? and what they need to be supported in. Businesses have a wide variety of channels they need supporting from us in:

• Small in-house sales teams supporting remote sellers
• Extended teams conducting sophisticated engagement ? needing lead gen, pipeline management etc
• Increasing exploration of online sales models
• Social and digital, CRM programming, digital body language analysis (seldom properly explored internally)

The businesses we work with all need support in some, or all, of these areas to have better conversations with any audiences, whether directly with consumers, with resellers, or other businesses.

So far so straightforward. But while we?re driving sales enablement and equipping sales teams, it?s easy to forget the other half of the equation. Buyer behaviour. The way people buy has changed fundamentally, driven by digital channels, smart technology and a culture of self-determination. All buyers, business and consumer, dislike being sold to. They want to choose freely, with absolute clarity, 24/7.

What does that mean in practice? First, it means (according to Harvard Business School) that traditional sales ? on which a lot of businesses focus 100% of sales enablement ? now amount to only 15% of the entire buying process. Second, it?s resulted in buyers wanting something different: challenge. Challenger sales, as we cited in a previous blog, are now far more effective than traditional ?relationship? selling ? 34% effective, according to Gartner, as against 9%. ?

It?s amazing that despite clear evidence that the nature of buyers and thus sales has changed, many businesses aren?t addressing their sales enablement processes.

We meet this need by making Sales Enablement part of a bigger story: Buyer Enablement. That means we do much more than give sales teams tools and help them with engagements (though we do that a great deal as well); we define the entire buyer journey, map the perfect channels and create the best content to engage them with, and work with everyone in their services ? in sales, customer service, marketing ? to help them do more. At the same time we create ways, through every tool, technology and channel, for buyers to discover, trust and buy from our clients, wherever and whoever they are.

This is sales enablement, for today?s bigger, faster world. A new way to overcome obstacles and succeed in a crowded, hard to penetrate market. By doing something most of the competition isn?t ? and looking beyond the normal.

So what?s the relevance for you? Well, as businesses look to streamline their sales and marketing organisations (whilst addressing the challenges presented by changing buyer behaviours) we believe that Buyer Enablement creates a more effective and efficient operation ? delivering greater relevance to your buyers and moving more potential buyers to your brand.

To discuss how MTD can support your business, get in touch here ? or reach out to us on Twitter @MTD_agency and #buyertobrand.?

Source: http://www.marketingteamdirect.com/mtd-blog/uncategorized/overcome-the-obstacles-turn-sales-enablement-to-buyer-enablement

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Great Moments in Consumerism (talking-points-memo)

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Brain waves encode rules for behavior

Thursday, November 22, 2012

One of the biggest puzzles in neuroscience is how our brains encode thoughts, such as perceptions and memories, at the cellular level. Some evidence suggests that ensembles of neurons represent each unique piece of information, but no one knows just what these ensembles look like, or how they form.

A new study from researchers at MIT and Boston University (BU) sheds light on how neural ensembles form thoughts and support the flexibility to change one's mind. The research team, led by Earl Miller, the Picower Professor of Neuroscience at MIT, identified groups of neurons that encode specific behavioral rules by oscillating in synchrony with each other.

The results suggest that the nature of conscious thought may be rhythmic, according to the researchers, who published their findings in the Nov. 21 issue of Neuron.

"As we talk, thoughts float in and out of our heads. Those are all ensembles forming and then reconfiguring to something else. It's been a mystery how the brain does this," says Miller, who is also a member of MIT's Picower Institute for Learning and Memory. "That's the fundamental problem that we're talking about ? the very nature of thought itself."

Rules for behavior

The researchers identified two neural ensembles in the brains of monkeys trained to respond to objects based on either their color or orientation. This task requires cognitive flexibility ? the ability to switch between two distinct sets of rules for behavior.

"Effectively what they're doing is focusing on some parts of information in the world and ignoring others. Which behavior they're doing depends on the context," says Tim Buschman, an MIT postdoc and one of the lead authors of the paper.

As the animals switched between tasks, the researchers measured the brain waves produced in different locations throughout the prefrontal cortex, where most planning and thought takes place. Those waves are generated by rhythmic fluctuations of neurons' electrical activity.

When the animals responded to objects based on orientation, the researchers found that certain neurons oscillated at high frequencies that produce so-called beta waves. When color was the required rule, a different ensemble of neurons oscillated in the beta frequency. Some neurons overlapped, belonging to more than one group, but each ensemble had its own distinctive pattern.

Interestingly, the researchers also saw oscillations in the low-frequency alpha range among neurons that make up the orientation rule ensemble, but only when the color rule was being applied. The researchers believe that the alpha waves, which have been associated with suppression of brain activity, help to quiet the neurons that trigger the orientation rule.

"What this suggests is that orientation was dominant, and color was weaker. The brain was throwing this blast of alpha at the orientation ensemble to shut it up, so the animal could use the weaker ensemble," Miller says.

Eric Denovellis, a graduate student at Boston University, is also a lead author of the paper. Other authors are Cinira Diogo, a former Picower Institute postdoc, and Daniel Bullock, a professor of cognitive and neural systems at BU.

Oscillation as consciousness

The researchers are now trying to figure out how these neural ensembles coordinate their activity as the brain switches back and forth between different rules, or thoughts. Some neuroscientists have theorized that deeper brain structures, such as the thalamus, handle this coordination, but no one knows for sure, Miller says. "It's one of the biggest mysteries of cognition, what controls your thoughts," he says.

This work could also help unravel the neural basis of consciousness.

"The most fundamental characteristic of consciousness is its limited capacity. You only can hold a very few thoughts in mind simultaneously," Miller says. These oscillations may explain why that is: Previous studies have shown that when an animal is holding two thoughts in mind, two different ensembles oscillate in beta frequencies, out of phase with one another.

"That immediately suggests why there's a limited capacity to consciousness: Only so many balls can be kept in the air at the same time, only a limited amount of information can fit into one oscillatory cycle," Miller says. Disruptions of these oscillations may be involved in neurological disorders such as schizophrenia; studies have shown that patients with schizophrenia have reduced beta oscillations.

###

Massachusetts Institute of Technology: http://web.mit.edu/newsoffice

Thanks to Massachusetts Institute of Technology for this article.

This press release was posted to serve as a topic for discussion. Please comment below. We try our best to only post press releases that are associated with peer reviewed scientific literature. Critical discussions of the research are appreciated. If you need help finding a link to the original article, please contact us on twitter or via e-mail.

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Source: http://www.labspaces.net/125423/Brain_waves_encode_rules_for_behavior

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Video: Obama, lawmakers to meet next week on fiscal cliff

>> at @tamronhall and @newsnation. [ woman ] ring. ring. progresso. in what world do potatoes, bacon and cheese add up to 100 calories? your world. [ whispers ] real bacon... creamy cheese... 100 calories... [ chef ] ma'am [ male announcer ] progresso. you gotta taste this soup.

>>> we're working on this budget. we're going need ate lot of prayer on that.

>> that was president obama , of course, talking this weekend about efforts to avert that so-called fiscal cliff. the president spoke while touring a monastery in thailand with a buddhist monk , later explaining he believes in prayer and if a buddhist monk is wishing him well, he can take whatever good vibes he can. white house and congressional negotiators planned to hold talks all week while the president is in asia and congress is in recess. new proposals are then expected to be discussed when president obama and congressional leaders meet again next week and after congress returns. got that? that's your calendar. right now house democratic leader nancy pelosi insists there's no deal without tax hikes on the wealthy, while republican leaders stand firm against raising any tax rates .

>> is that something that's acceptable?

>> no.

>> not at all, no way?

>> nochlt. the president made it clear in his campaign that there are not enough -- what you just described is a formula and a blueprint for hampering our future.

>> tax increases to chase ever-higher spending is a fool's errand. what we need to do is have that balanced approach which is increasing revenues through a process of tax reform and then spending reductions.

>> and joining me now live is democratic congressman john yarmouth of kentucky, a member of the house budget committee . thank you for your time.

>> absolutely.

>> you heard those two countering opinions on where this is going. i want to throw this in the mix. a short time ago, a couple hours ago house majority whip kevin mccarthy said that nancy pelosi and the president are not on the same page. he referred to even the dollar amount of what is considered wealthy referring to the may proposal from pelosi at a million dollars or more as opposed to 250,000 we're talking about right now. is there divide?

>> i think that right now we see a lot of positioning for the negotiations, but i've been one who has been in line with speaker pelosi or leader pelosi on that for a long time. that there's nothing sacrosakt about the $250,000 number. the white house is very, very strict about that. i think there are a lot of ways that we could negotiate somewhere between that number and incomes over a million dollars a year. i offered an amendment in the budget committee just to raise the tax rates back to clinton era rate on incomes over a million dollars. every republican voted against them. we'd love to talk about another number if the republicans were willing to talk about any number.

>> that is an interesting point there. to further point out in this interview, mr. mccarthy says that pelosi , his words, keeps changing the game plan . what do you make of this assertion that the ball keeps moving as negotiations have just started?

>> well, again, i think we're seeing a lot of posturing now. one of the things that i keep asking of the republicans is, where have they ever taken one step toward us? one inch? they have never been willing to take a step. they say we need to compromise, find middle ground and all that sweet talk. they never move out of their end zone . this is what's been so frustrating about the negotiations. the president put forth a number of proposals last year, two and a half cuts to a dollar in revenues. four dollars to one dollar. they weren't willing to come one dollar, one dime. that's frustrating. the game keeps changes, but i don't think from our side.

>> the plan to attack the immediate issue regarding taxes that go up, and then focus on entitlements and some of the other concessions that may come aahead here? you hear or we hear two lines of thought. people who want to rush this in which seems impossible before the end of the year or take it piecemeal together for something perhaps larger?

>> well, i think, tamron, there are so many elements or issues that have to be resolved. i doubt we can get them done by the end of the year. the senate passed a resolution to the tax issue and we have to vote on that. if speaker boehner can deliver 25, 30 votes, we'd supply the rest of them. there's an easy and quick answer to that. the rest of it, the amt, the farm bill , there are many tax issues besides just the income tax rate we have to resolve, too. i worry about the estate tax done and other ones done if we can, and then push the other matters to next year.

>> thank you so much for your time. we greatly appreciate it. talk with you soon, hopefully. thank you.

>> thank you.

Source: http://video.msnbc.msn.com/newsnation/49889655/

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Bengals roll over Chiefs, are thinking playoffs

By DAVE SKRETTA

AP Sports Writer

Associated Press Sports

updated 4:29 p.m. ET Nov. 18, 2012

KANSAS CITY, Mo. (AP) - The Bengals punt team trotted onto the field midway through the first quarter Sunday, shortly after the Chiefs had kicked a field goal to take a rare lead in a game.

All the momentum was going Kansas City's way.

Then the snap landed in the hands of Cedric Peerman, who was lined up to protect punter Kevin Huber. The running back raced around the side of the line, the perfectly executed fake catching the Chiefs napping, and 32 yards later gave Cincinnati a first down.

New life, too. The Bengals would convert another fourth down on the same series, and Andy Dalton would hit A.J. Green with a short touchdown pass to cap it off, giving Cincinnati a lead it would never relinquish in a 28-6 victory on Sunday.

"It was a momentum-swinger," running back BenJarvus Green-Ellis said. "That's the thing about the NFL - most of the games are decided by a few points. When you get a momentum-swinger like that where you punch them right in the gut, it swings the momentum going your way."

Dalton wound up with 230 yards passing, including another TD throw to Mohamed Sanu, and also scampered for a score. Green had six catches for 91 yards, and Green-Ellis bullied his way for 101 yards and a touchdown on the ground as the Bengals (5-5) won their second straight.

Cincinnati plays its next four games against teams that began the day with losing records.

None of them are as bad as the Chiefs, though.

Jamaal Charles had 87 yards rushing for Kansas City (1-9), but that was the only highlight for a team that lost its seventh straight amid a gloomy backdrop at Arrowhead Stadium.

The Chiefs' once-raucous home venue was only about half-full most of the game, and a good portion of those who showed up were dressed in black - a grass roots effort organized by fans who have been trying to pressure team ownership to clean out the front office.

"I focus on the game. I don't get into the crowd," Chiefs coach Romeo Crennel said.

Perhaps he should have let his eyes wander.

What happened on the field couldn't have put him in a good mood.

Dalton and Green shredded Crennel's porous pass defense, Ellis pounded away at a front line that had played better of late, and a middle-of-the-road Cincinnati defense looked like an iron curtain against a Kansas City offense that has been utterly inept.

The result: The Bengals are back to .500, and eying back-to-back postseason appearances for only the second time in franchise history, while the Chiefs have dropped seven straight games in a single season for the first time since Oct. 5-Nov. 23, 2008.

"We felt like we gave a couple of games away," said Dalton, who had four TD passes in last week's win over the Giants. "Now we've got momentum and we've got to keep it going. We've had two great wins, full-team wins, with everybody doing their part, and we've got to keep that going."

The Chiefs struck first for the second straight week, turning several nice runs by Charles into a 34-yard field goal by Ryan Succop, before reality set in again.

That's when the Bengals pulled off their faked punt, converted another fourth down and then saw Dalton cap the drive with a 5-yard fade pass to Green, who managed to stab the ball with one hand and then slap both feet into the end zone before falling out of bounds.

Peyton Hillis fumbled on the Chiefs' ensuing possession, their league-leading 31st turnover this season, but they dodged trouble when Mike Nugent missed a 50-yard field-goal attempt.

Cincinnati made it 14-3 later in the second quarter when Dalton fooled the entire Kansas City defense on a perfectly executed naked bootleg. The 1-yard TD run came on fourth down after a video review showed that Gresham had been stopped just shy of the goal line on a 10-yard catch.

The Bengals' most impressive drive of the game came after they forced the Chiefs to punt for the third straight time, an 11-play, 78-yard masterpiece in which they faced third down once.

Ellis capped that one off with a short touchdown plunge for a 21-3 lead.

Matt Cassel deftly led the Chiefs to a field goal in the closing seconds of the half, but Crennel elected to put backup Brady Quinn into the game at quarterback to start the third quarter.

Cassel sustained a concussion earlier this season, and then lost his job to Quinn, who was active for the first time since sustaining his own concussion Oct. 28 against Oakland.

Quinn didn't fare much better leading the Kansas City offense, and the Bengals tacked on Sanu's touchdown catch in the fourth quarter to seal the win.

"We did good things in all three phases," Bengals coach Marvin Lewis said. "We knew it was going to be a grind. We can't worry about things around us. We just have to take care of us."

NOTES: Bengals CB Terence Newman left with a concussion. Chiefs WR Dwayne Bowe (neck) and left tackle Branden Albert (back) also were hurt. ... The Bengals were 3 for 3 on fourth down. ... DT Geno Atkins forced two fumbles, had a sack and led Cincinnati with six tackles. ... Cassel and Quinn combined to go 17 of 30 for 188 yards.

---

Online: http://pro32.ap.org/poll and http://twitter.com/AP-NFL

? 2012 The Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

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Schaub rallies Texans with 5 TDs

Matt Schaub and Andre Johnson hooked up on a 48-yard touchdown strike with 2:01 left in overtime, and the Texans pulled out a 43-37 win over the Jaguars on Sunday.

Johnson and Blackmon make NFL history

HOUSTON (AP) - Houston's Andre Johnson and Jacksonville's Justin Blackmon both had more than 200 yards receiving Sunday, marking the first time two players reached that mark in a single game.

Source: http://nbcsports.msnbc.com/id/49877006/ns/sports-nfl/

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Former Teachers? Union Leader Speaks Out Against Tenure

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Blog | UCP of Central Pennsylvania presents Family Activity Nights

To ensure that there is enough food and supplies, registration is required for all family night activities.? Please register by email to : familysupportservices@ucpcentralpa.org or call (717) 975-0611 x248.

Monkey Joe?s-Tuesday, November 13th-6:15-8:00

Featuring an all inflatable indoor playland for children ages 12 and under. The entire facility will be reserved for the family night.? Light refreshments will be provided and the snack bar will be open for food and beverage purchases. Siblings are welcome. $3.00 donation per child is appreciated. Register by November 10th.

Family Craft Night- Friday, December 7th-6:00-8:00

2nd Floor Community Room of the Giant Food Store in Camp Hill.? Families who have children with disabilities are invited to join in for some holiday fun. There will be supplies to complete a variety of handmade crafts available for children of all ages and abilities.? Refreshments will be provided. $3.00 donation per child is appreciated. Register by December 3rd.

Family Movie Night-BRAVE-Friday, January 18, 2013-5:30-8:00

2nd Floor Community Room of the Giant Food Store in Camp Hill.? Pizza and cartoons begin at 5:30pm and the feature begins at 6:00pm.? Kids are invited to bring their sleeping bags or blankets. Crayons and coloring pages are provided.? $2.00 per person donation is appreciated.? Register by January 15th.

Source: http://www.raiderweb.org/blog/2012/11/01/ucp-of-central-pennsylvania-presents-family-activity-nights/

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