first_img Show Closed This production ended its run on Jan. 20, 2019 Related Shows London will have to wait a little while longer to stick it to the man. School of Rock has pushed back its West End premiere; the show now aims to headbang across the pond in spring 2017. It was initially reported that the new Andrew Lloyd Webber musical was to begin at the London Palladium this fall.”This is a big fishing expedition,” Lloyd Webber said in a statement regarding the casting process. “We need brilliantly talented children who can act, sing and play rock instruments…Our show depends on it. If we do [find them], we will open in the West End in spring 2017. So kids, get the metal out, strut the stuff and help us stick it to the man!”The tuner, directed by Laurence Connor, features music from the hit 2003 movie, as well as new music written by Lloyd Webber and lyricist Glenn Slater, with a book by Downton Abbey’s Julian Fellowes. The film was penned by Mike White, directed by Richard Linklater and starred Jack Black as wannabe rock star Dewey Finn, who poses as a substitute teacher at a prestigious prep school. When he discovers his students’ musical talents, he enlists his fifth-graders to form a rock group and conquer the Battle of the Bands.The Broadway production opened in December 2015 and currently stars Alex Brightman and Sierra Boggess. In addition to the upcoming London bow, a U.S. tour is in the works and aiming for a fall 2017 launch. View Commentscenter_img Alex Brightman in ‘School of Rock'(Photo: Joan Marcus) School of Rock – The Musicallast_img read more

first_imgUSC’s American Red Cross Club is holding a blood drive from Tuesday until Thursday in partnership with the Trojan Scholars Society and the Inter-Health Council. The drive will be held from 8 a.m. until 2 p.m. in the Franklin Suite of the Tutor Campus Center.It’s the first time that the three clubs have worked together on a blood drive.“We believe it is important to work together as a student community of pre-health scholars to help out the public and our community,” said Sathvik Shastry, the Inter-Health Council president. “We encourage passionate students to help out and support their community.”The United States is facing a major blood shortage and the USC Red Cross Club hopes that USC students will do their part to help out.“A lot of people don’t realize that students make up a huge percentage of donated blood, and it may always seem like there is always a need for it, but that’s precisely because it’s true,” said Kevin Kong, the club’s biomedical chair. “Even fewer people don’t know that every two seconds another person needs a blood transfusion.”Kong further highlighted just how consequential donating blood can be to potential patients.“Each pint donated can save three patients’ lives, so there is no questioning our mission’s importance,” Kong said.While there, students can also get their cheek swabbed and register for bone marrow donations. Rebecca Sauer, president of the Red Cross Club, explained that these donations can be used in treatment of a variety of different maladies.“It’s cancer patients, it’s automobile accident survivors, it’s your little sister, your mom, your best friend,” Sauer said. “Blood donations are constantly required, and by bringing a blood drive to campus, we’re helping to ensure that patients can receive the blood they need, while making the entire process as easy for students as possible.”According to the Miller-Keystone Blood Center, donations are in constant need because of the short shelf-life of blood. Donated blood lasts only 42 days, while platelets, which are in blood cells and are used to treat burns victims and cancer patients, last only five days.The event is sponsored by Sprinkles Cupcakes and Yogurtland, and both companies have donated products for the donors.The organizers are hoping to match — if not beat — their record of 143 donations over the three days, Kong said.Though many book their appointments in advance, Kong is hoping for at least 20 walk-in donations a day.The donation process takes roughly an hour, including the 15 minutes of observation after the blood is drawn.Red Cross recommends drinking extra liquids following the donation, as well as avoiding strenuous exercise.It takes only 24 hours for plasma to replenish itself after a donation, but it takes around six weeks for red blood cells to be replenished completely, which is why eight weeks are required in between donations.“We are grateful for such willing volunteers that strive to help others,” Kong said. “The blood drives really encompass what it means to give back to the community as a Trojan.”last_img read more

first_imgUSC strategic public relations graduate student Anais Medina Diaz was upset when she found out last week that she could only invite four people to her satellite graduation ceremony. Her friends at the USC Annenberg School for Communication and Journalism felt the same.Last year, the graduation ceremonies for the School of Communication and the School of Journalism were held in separate locations. Daily Trojan file photo.“We all felt this sudden change was inconsiderate and insensitive to our cultures and families and friends,” Diaz said. Diaz decided to take action. During spring break, she created a petition  addressed to Annenberg Dean Willow Bay and Annenberg’s Office of Communication and Marketing, urging the school to reconsider the invite limit.Before spring break, Annenberg announced that the ceremonies for the School for Journalism and the School for Communication would be combined, as opposed to other years when the two held separate ceremonies. It had also announced that Annenberg students will only be able to invite four guests. “Most of us, I know in my cohort, have extended families and mentors that would love to see us graduate,” graduate student Brittany Stamoulis said. “Especially with our master degrees, it was very important for the most of us and a lot of us are first generation college students so that’s a big thing.” The petition asks Bay and the Office of Communications and Marketing to either hold separate ceremonies, increase the ticket amount per student, open the reception to more guests, or have the ceremony take place at an open space on campus to avoid the ticket limit. “Family members and friends have booked flights and hotel rooms to see this one special moment in their family’s history. Expenses that can not be refunded, cancelled or rearranged. Days off work that can not be repaid,” the petition read.The petition said Annenberg failed to communicate the information properly and that the “process to making this decision should’ve been more open and transparent.”“We are planning what we know will be an exceptional and memorable experience for our graduates as well as their families and friends,” Emily Cavalcanti, associate dean for communications and marketing, said in an email to the Daily Trojan. “We are finalizing the details of our satellite ceremony and are days away from sharing an update with our Annenberg community.”The petition had 140 signatures at the time of publication. Diaz hopes that friends and family will be able to participate in the ceremony alongside to the graduating students.“We understand why the school would want to combine and ticket the ceremony but feel this decision and announcement should’ve been made with more lead time,” Diaz said in an email to the Daily Trojan. “Additionally, the limited ticket number should be more inclusive of the culturally diverse students within the school who depend on the support and help from family members, friends and mentors.”last_img read more

first_imgSecond year defenceman Nathan Browne started the scoring on the powerplay and two minutes later rookie Jack Mills tied the score.The Saints took a 3-2 lead with 11 minutes left in the period with a Troy Maclise marker that would stand up as the game-winner. With three minutes left in the final period, Brown notched his second and a minute later Mills scored his second of the game.The victory was a vital rebound for the Saints after starting the season with a 3-2 loss at home and then losing 2-0 to the Trinity Western University Spartans to open this past weekend’s roadtrip. The Saints were outshot 32-22 in the Friday night game against Trinity Western.Next up for the Saints is the longest trip of the year as they travel to Victoria for a double header at the Ian Stewart Complex on the University of Victoria main campus.Games run Friday/Saturday starting at 7:30 p.m. and can viewed at fasthockey.com.The Saints next home game is October 28 vs Eastern Washington University. Game time is 7 p.m. at the Castlegar & District Recreation Centre. It took eight periods of regular season British Columbia Intercollegiate Hockey League (BCIHL) play, but the Selkirk College Saints offense finally woke up and welcomed the 2016-2017 campaign.On a roadtrip to the Lower Mainland over the weekend, the four-time defending league champions took on the Simon Fraser University Clan on Saturday evening in Burnaby.Facing a 2-0 deficit early in the third period, the Saints erupted for five unanswered goals in the final 15 minutes of the game to claim a 5-2 win.last_img read more

first_imgTHEGIRLINTHATSONG IN TUNE FOR SANTA MARIASHARED BELIEF WORKS WEDNESDAY FOR BIG ‘CAPLEGACY BACK ON TURF GRADE II BUENA VISTASANTA ANITA JOCKEYS ROLL TO CHARITY VICTORYDESORMEAUX MAKES HIS POINT FOR TEXAS RED THEGIRLINTHATSONG SET FOR GRADE II SANTA MARIAThegirlinthatsong took an immediate fancy to Santa Anita’s main track in her first startover it when she rolled to a 4 1/4-length triumph in the Grade II La Canada Stakes on Jan. 17. Jerry Hollendorfer looks for a similar effort in Saturday’s Grade II, $200,000 Santa Maria Stakes for older fillies and mares at 1 1/16 miles.“She looked like she likes Santa Anita,” said the Hall of Fame trainer, Santa Anita’s leader through 29 days with 19 victories. “It looks like there’s a lot of speed in the race, so that should help her, hopefully.”A Texas-bred filly by My Golden Song out of the Dixieland Band mare Belle of the Band, Thegirlinthatsong has a 5-4-4 record from 19 starts with earnings of $407,695 for a partnership that includes Hollendorfer.The field for the Santa Maria: Yahilwa, Gary Stevens, 5-1; Thegirlinthatsong, Rafael Bejarano, 5-2; Uzziel, Fernando Perez, 20-1; Legacy, Joe Talamo, 12-1; Warren’s Veneda, Tyler Baze, 2-1; Sweet Marini, Martin Garcia, 6-1; Awesome Baby, Flavien Prat, 6-1; Backintheacademy, Brandon Boulanger, 20-1; and Valiant Emilia, Tiago Pereira, 10-1.Tiz Midnight was scratched. (Current Through Thursday, Feb. 12) SANTA ANITA STATISTICS Flavien Prat5995615%$425,430 Philip D’Amato4188720%$419,460 Gary Stevens5397917%$705,402 LEGACY BACK ON GRASS FOR BUENA VISTALegacy returns to graded company and the turf Monday when she runs in the Grade II Buena Vista Stakes for older fillies and mares at one mile on Presidents’ Day.The 5-year-old Sightseeing mare led before weakening to fourth on a wet/fast track in the Paseana Stakes on Jan. 11.“The track was a little wet,” said John Sadler, who trains the Kentucky-bred miss. “I don’t think she cared for the mud, but other than that she’s been fairly steady. The filly that beat her (Warren’s Veneda) loved the mud. My horse should run pretty well.”The Buena Vista: La Tia, Joel Rosario; Winning Rhythm, Flavien Prat; Diversy Harbor, Gary Stevens; Blingismything, Kent Desormeaux; Nashoba’s Gold, Rafael Bejarano; Annecdote, Victor Espinoza; and Uzziel, Fernando Perez.            Monday is Dollar Day at Santa Anita. Fans can partake of draft beers, hot dogs and sodas for just a buck. First post time is 12:30 p.m. Gates open at 10:30 a.m. Edwin Maldonado6273811%$264,196 Carla Gaines2553120%$297,945 Martin Garcia7212121017%$1,081,330 Brandon Boulanger705387%$137,636 Victor Espinoza8917171219%$1,159,490 Joseph Talamo12413142010%$985,998 SHARED BELIEF TO WORK FOR SANTA ANITA HANDICAPShared Belief is scheduled to have his first breeze since vanquishing Horse of the Year California Chrome in the San Antonio Invitational when the once-beaten son of Candy Ride works Wednesday at Golden Gate Fields for the $1 million Santa Anita Handicap on March 7.Hall of Fame trainer Jerry Hollendorfer is following a familiar and successful routine with Shared Belief, who will have Hall of Fame jockey Russell Baze aboard for the drill.Art Sherman, meanwhile, squelched rumors, hearsay, gossip, speculation and/or scuttlebutt that San Antonio runner-up California Chrome would race somewhere in advance of the $10 million Dubai World Cup on March 28.“He’s going right to Dubai,” Sherman said by phone Friday morning from his Los Alamitos headquarters. “He’ll leave two weeks before the race.” Rafael Bejarano13832231823%$1,553,984 Mike Smith6714131021%$1,284,141 Richard Baltas3756314%$198,268 Corey Nakatani70128817%$629,670 Tyler Baze14117141612%$1,019,064 Mark Casse3975518%$594,800 FINISH LINES: The GoldenPick 6, a 20-cent bet at Golden Gate Fields, is a jackpot-style wager that is paid out in full when there is only one perfect ticket with all six winners in the Pick 6 sequence. When there is more than one ticket with all six winners, 70 percent of the net pool is paid to handicappers going six for six. The remaining 30 percent of the pool is carried over into the next racing day. The Golden Pick 6 is conducted on the final six races each day. Heading into today, the jackpot at the Bay Area track stands at $220,396 . . . Richie Silverstein points out that two-time Vosburgh Invitational winner Private Zone is scheduled to work in Florida this weekend towards his ultimate major goal, the Grade I, $400,000 Carter Handicap at seven furlongs at Aqueduct on April 4, “if everything goes perfect.” Silverstein is the long-time agent for Martin Pedroza, regular rider of Private Zone . . . Trainer Sean McCarthy reports that Santa Anita Gold Cup winner Majestic Harbor, who finished eighth by some eight lengths in the grassy San Marcos Stakes Saturday behind victorious Finnegans Wake, will run in next Saturday’s Grade III, $125,000 Mineshaft Stakes at 1 1/16 miles at the Fair Grounds for trainer Paul McGee, who formerly trained the son of the late Rockport Harbor . . . Host Tom Quigley will have the following guest handicappers in theEast Paddock Gardens at 11:20 a.m. this holiday weekend: top jockey agent Tony Matos on Saturday; handicapping author James Quinn on Sunday; and trainer and HRTV analyst Gary Mandella on Monday, Presidents’ Day . . . Mike Smith, with more Breeders’ Cup wins than any other rider (21), rides 7-2 morning line favorite Conquest Typhoon for trainer Mark Casse in Saturday’s Grade III, $200,000 El Camino Real Derby at Golden Gate. Northern California’s official Kentucky Derby prep, the 1 1/8-mile race has drawn a field of 10: Donji, Pedro Terrero, 30-1; Indianaughty, Corey Lanerie, 4-1; Metaboss, Alex Solis, 8-1; Ernest Shackleton, Drayden Van Dyke, 12-1; Cross the Line, Juan Hernandez, 5-1; Harmonic, Ricardo Gonzalez, 20-1; Soul Driver, Dennis Carr, 6-1; Stand and Salute, Russell Baze, 6-1; Conquest Typhoon, Smith, 7-2; and Mischief Clem, Kent Desormeaux, 9-2. All starters carry 122 pounds . . . Low five: She Got Away, 6-1 morning line chance in today’s third race, has finished fifth in each of her four starts, but had excuses twice when she steadied early on. The daughter of Kafwain adds blinkers today . . .Today’s eighth race is dubbed the “Happy 50th Birthday Mr. President” for a mystery celebrant, remindful of 1962 when Marilyn Monroe breathlessly and sensually sang Happy Birthday at Madison Square Garden to JFK on the occasion of his 50th. Jerry Hollendorfer9319131020%$1,928,784 Martin Pedroza10011171011%$475,660 Tiago Pereira6575811%$210,854 Bob Baffert541012819%$1,118,268 JockeyMts1st2nd3rdWin%Money Won Elvis Trujillo1201416912%$897,742 TrainerSts1st2nd3rdWin%Money Won A. C. Avila1850228%$107,524 Drayden Van Dyke11414131712%$769,086 James Cassidy3765716%$237,080 Richard Mandella3375621%$338,630 Fernando Perez989989%$391,962 POINTS, NOT FITNESS, CONCERN FOR TEXAS RED’S TRAINERKeith Desormeaux, trainer of Breeders’ Cup Juvenile winner Texas Red, is optimistic that the son of Afleet Alex can still make the Kentucky Derby on May 2 as he recovers from an abscess in his right front foot discovered after he ran a sharp second by a neck to Lord Nelson in the seven furlong San Vicente Stakes on Feb. 1.“We have a positive outlook,” Desormeaux said Friday morning after a brief visit to his native state of Louisiana. “It’s something that we’ve dealt with before and we’re hoping he’s done with it in a couple of weeks.”Texas Red left Santa Anita Tuesday for a California farm where he will be treated for the abscess while swimming to maintain fitness, according to a Daily Racing Form report.Texas Red made his 3-year-old debut in the San Vicente, his first race since a smashing 6 ½-length score in the Juvenile at odds of nearly 14-1 under Keith’s brother, three-time Kentucky Derby winner Kent Desormeaux.Keith indicated fitness and a prep before the Run for the Roses is not necessarily a major concern. Having enough points to qualify for the Derby is, however. At the moment, Texas Red has 12.“I wouldn’t even be concerned with having another race at all if we weren’t at the mercy of this point system,” Desormeaux said. “I’d go straight into the Derby. But you have to run now.“You’ve got a horse with $1.2 million in earnings and he’s the Breeders’ Cup champion; he shouldn’t have to prove anything more to get into the Kentucky Derby. But we have to run.” Ron Ellis3152516%$197,700 Jeff Bonde1950326%$192,730 John Sadler637101011%$473,646 VAN DYKE LEADS JOCKEYS TO CHARITY HOOPS WINA good time was had by all at last night’s 48th annual Santa Anita Jockeys-Holy Angels School Charity basketball game at La Salle High School in Pasadena, won by the riders, 41-34.Drayden Van Dyke, Eclipse Award-winning apprentice rider of 2014, led the jockeys with 20 points, while Omar Figueroa added 13, Corey Nakatani six and Elvis Trujillo, two.Other players for the riders, who opened a 7-0 lead early on and led at halftime, 26-12, were Rafael Bejarano, Brandon Boulanger, Kent Desormeaux, Berkeley Headley (son of trainer Karen Headley), Edwin Maldonado, Joe Talamo, Iggy Puglisi and Kayla Stra.“I was in the passing lane handing out assists,” said Desormeaux, who has been the jockeys’ leading scorer in past games. “I only played four minutes.”“It was a lot of fun and there was a good crowd,” said HRTV’s Kurt Hoover, who once again coached the riders. “It looked like every seat was taken.”Proceeds benefit the Holy Angels athletic program, the Kentucky-based Permanently Disabled Jockeys Fund (PDJF) and the Eye on Jacob Foundation. The game was sponsored by J. Paul Reddam’s CashCall and Santa Anita Park.The PDJF helps assist permanently disabled jockeys nationwide, while the Eye on Jacob Foundation, named for Jacob Desormeaux, the 16-year-old son of Kent, benefits those suffering from Usher’s Syndrome. An extremely rare neurological disorder, Usher’s Syndrome causes progressive loss of hearing, imbalance, and eventual loss of sight in approximately 14,000 children in the United States. Mark Glatt4068615%$323,624 Santiago Gonzalez3844811%$133,250 Doug O’Neill79991011%$502,806 Felipe Valdez1954326%$99,630 Hector Palma1762035%$116,180 Kent Desormeaux10221161121%$1,195,802 Peter Miller781617721%$961,180 Peter Eurton4396721%$417,278last_img read more

first_imgLOUISVILLE, Ky. (AP): The racing world wondered if there was a worthy successor to last year’s Triple Crown champion American Pharoah. Enter Nyquist. The bay colt who lacks any distinctive markings won the Kentucky Derby by 11/4 lengths yesterday improving to 8-0 in his career as the fourth consecutive favourite to win the race. Ridden by Mario Gutierrez, Nyquist ran 2000 metres in 2:01.31. The three-year-old colt became the eighth unbeaten winner in the race’s 142-year history, and the first since Big Brown in 2008. He the 2-1 favourite in the full field of 20 horses. “We got a beautiful trip from the start to the end,” Gutierrez said. Nyquist delivered a second Derby win for Gutierrez, trainer Doug O’Neill and owner J. Paul Reddam. The southern California-based team was behind 2012 Derby and Preakness winner I’ll Have Another. “This is such a special horse,” O’Neill said. “You can see it in his eye on a daily basis and he’s such a professional.” The bay colt is from the first crop of sire Uncle Mo, who never got the chance to run in the Derby after being the early favourite for the 2011 race. He was scratched the day before with a stomach illness.last_img read more

first_imgRay Maota The community of Ga Masemola in Polokwane came out in numbers to celebrate the launch of the 2012 Nedbank Back-to-School campaign. Through his own foundation, Lupi Ngcayisahas collected over 70 000 school shoes since 2009, with the aim of improving the confidence of underprivileged pupils. Kgoshigadi Masemola, the tribal chief of the community of Ga Masemola and Namane Dickson Masemola, MEC of education in Limpopo, were in attendance. (Images: Ray Maota) MEDIA CONTACTS • Nkosinathi Msiza  Senior Communications Manager: Nedbank  +27 11 295 3560 RELATED ARTICLES • SA prioritises quality education • Can drive raises R8.5m for education • Nedbank invests in water project • SA businesses urged to adopt schoolsNedbank‘s 2012 Back-to-School campaign is giving underprivileged pupils the pride to go to school with all the resources they need to make a success of learning.At the launch ceremony, held on 24 January at Thabanaswane Primary School in Ga Masemola, Limpopo province, 150 pupils from four schools in the area received essential school items such as uniforms, shoes, stationery, books, bags and sports kits, to start their school year on a high note.The schools are Thabanaswane Primary, Shushu Primary, Tsoatago Primary and Makgoabe Primary.Attending the event were Namane Dickson Masemola, MEC of education in Limpopo; Sekhukhune district mayor David Magabe Mogobo; Kgoshigadi Masemola, the tribal chief at Ga Masemola; Limpopo member of parliament Nelson Diale; Lupi Ngcayisa, from the Lupi Ngcayisa Foundation; and mayor of Makhuduthamaga, Makaeya Matlala.Kone Gugushe, Nedbank’s divisional executive for corporate social responsibility (CSR), said: “Education is one of our CSR focus areas and we are delighted to partner with the Department of Basic Education to ensure that all pupils are able to focus on their studies rather than worry about the lack of school resources.”Gugushe said the back-to-school campaign aims to give disadvantaged pupils an equal opportunity to be the best they can be.Nedbank is investing R2-million (US$251 000) in its 2012 campaign. Some 1 800 pupils across the country will benefit from the initiative.“We are gathered here today because we know the importance of education and the role we have to play to ensure that you get the best education possible,” said Ciko Thomas, managing executive for consumer banking in Nedbank’s retail division.Why Limpopo firstLimpopo province was chosen first because of a link between Ga Masemola and certain fund-raising efforts in Johannesburg.Nicholas Mampana, a shoe-shiner at Nedbank’s head office in Sandton, hails from Limpopo. He’s worked there for the past nine years and managed to raise R124 000 ($15 600) through Nedbank’s Retail Staff Volunteerism Programme, which encourages staff to use their time for worthy causes.Nedbank added another R100 000 ($12 500) to the amount raised by Mampana, who chose two of the back-to-school beneficiaries.Mampana said: “In 2002 I met the director of Nedbank at the Hilton Hotel where I used to work and he told me he wanted me to work at their offices.“I saved some money from the tips I received, as I remembered how I used to feel going to school with no shoes in my hometown of Ga Masemola. This is why I’m here today making sure youngsters in my community don’t go through what I went through.”Mampana said although he used to meet international stars and bigwigs while working at the Hilton, and loved his job there, he doesn’t miss it because it didn’t afford him the opportunity to help his community.MEC Masemola said: “Nedbank has shown its commitment to education every year and I would like to take this opportunity to say we appreciate the work they do.”Limpopo matric pupils improved their pass rate by 6% in 2011, going from 57.9% in 2010 to 63.9% last year.Thabanaswane and Nedbank partnershipThabanaswane Primary had one block of classes with only four classrooms and four ablution facilities when Obed Tshebetshebe became principal in 2006.Tshebetshebe applied to the Nedbank Foundation for assistance in improving facilities.Two years would go by before Tshebetshebe received a call in 2008 saying the foundation would donate R496 400 ($62 000) to build another block of classes.Nedbank built another block of four classrooms and five ablution facilities and also donated an Edutainer Container for early childhood development.This container has educational toys and is used to house Grade R pupils.Special focus on rural areas and informal settlementsNgcayisa, the founder of the Lupi Ngcayisa Foundation, has been collecting school shoes for underprivileged pupils since 2009.Ngcayisa said: “Our selection process looks at the poorest of the poor and we have a bias that favours pupils from rural areas and informal settlements as they have it the worst.”He knows exactly what he’s talking about as he was raised in a shack in Walmer in Port Elizabeth.“As a kid who grew up in a township characterised by despair, I was intrigued by a couple shopping for school shoes for their daughter in one of Johannesburg’s suburbs three years ago,” said Ngcayisa. “The young girl’s smile inspired me to seek to create or rather duplicate this delight in other children who unlike her, had never worn school shoes.”He collected 16 600 school shoes in 2009, 27 700 in 2010 and 43 400 in 2011.People who would like to donate school shoes to the foundation can drop them off at their nearest SABC office, and corporations who wish to help can contact Bata Toughees and buy directly from them at a discount.last_img read more

first_imgThere are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of winning.A Demo is a Sales CallThe first—and most important—law when giving a demo is to operate as if it is a sales call (because it is a sales call). When you get this wrong, you behave as if the software is going to do all the selling for you (entering from the left). When you approach the meeting as a sales call, you start with the outcomes the software generates for your clients (entering from the right).Because the sales call includes a demo, you are likely to have different levels of stakeholders in the meeting. These stakeholders need different outcomes, and the four levels of value to speak to this fact, treating all levels as necessary. The end users care about the product and need to know it works. Other stakeholders want to know about the experience working with you and your company. Still, others care about strategic outcomes.Your ability to link what you share to the outcomes is what makes for a successful sales call, even if you call it a demo.Open StrongLike any sales call, a successful demo starts with a strong opening in which you 1). Thank the practice and the stakeholders for their time, 2). Share your agenda, 3). Suggest the next steps you will ask for at the end of the meeting, and 4). Invite the stakeholders to share with you any adjustments to the agenda they may want or need from you.The pro tip here is to preview how you intend to speak to the individual needs of the different stakeholder’s needs. The more you demonstrate you understand each individual’s needs and concerns, the more effective the demo, and the better the sales call.It also doesn’t hurt to have a sense of humor.Confirm AttendeesWhen you are meeting with a group of people from your dream client’s company, you want to acknowledge them and learn a little bit about how you might best serve them. Start by asking for the attendee’s name, title, and how long they’ve worked for their company. If you have done enough discovery that they know what to expect and you know enough about their needs, you can ask them to share what they need to see from a demo to be confident it can meet their needs and improve their experience.The more productive you are at making sure everyone gets to see and hear what they need to be confident in changing, the more effective your sales call (demo).Confirm Decision-Makers AttendanceOne of the significant problems you run headlong into when you provide a demo is that the person with seniority and authority often goes missing. What most people do when this happens is plow through the demo without addressing the fact that the person you need in the room is absent; pretending it is okay may be polite, but it doesn’t do anything to improve your chances of winning without a person you know is critical to the process.You ask if the person can join you, and if they cannot, you ask if someone can confirm a follow-up call where you can bring them up to speed. To make this work, you have to identify the person that will help you acquire that meeting and ask them directly for help. You do not have to wait until the meeting ends to recruit their help.Start with Why ChangeIt is natural to want to dive right into your demo. That is what you believe your contacts are there to see. You are better starting off by sharing the reason your product or service exists in the first place. You expect too much of your product or software if you believe it is going to answer the question, “Why should we change what we are doing now?“Differentiate your product or software by explaining how it improves your client’s lives by eliminating the difficulties they struggle with as it pertains to the outcomes they are charged with creating. However, it is important to remember that different stakeholders will have a different view of what that value is.Tie the Value to the Future StateYou might say something like, “You know how you have that one problem that causes you to have to do this difficult thing using that cumbersome process? Here is how we get that outcome without all that effort.”Alternatively, you say, “You know how you have struggled to acquire the new clients you need and have experienced more churn than you believe is warranted? The outcomes we help our clients generate reverse these trends.”The demo is not going to connect the dots between what you do and how it benefits your clients. It is your job to show them the connection between what your product or service does and how it ensures the outcome your dream client needs from you. This is pure sales. The demo helps support the conversation; the conversation doesn’t support the demo (see law number 1).Confirm the ValueYou want to ensure that the stakeholders are tracking with you and agree that what you are showing them will help them produce better results. One of the outcomes of a sales call is to ensure it was valuable for your clients. You also need them to share their questions and concerns, which means you must ask for them.Schedule Next StepsNo sales call is successful if you don’t gain a commitment to do what comes next. This is as true for a demo as it is for every other sales call you might make. You want to control the process, sharing what works best for your clients after a demo—and when they want the better results you just spent an hour or more discussing with them.Follow these laws and make your demo the best sales call your dream client has ever experienced.last_img read more

first_imgTagsAustralia/Asia NewsAbout the authorIan FerrisShare the loveHave your say ABC deal for A-League and W-League club competitionsby Ian Ferris21 days agoSend to a friendShare the loveAustralian public-service broadcaster ABC has struck a two-year deal with Football Federation Australia (FFA) to provide free-to-air coverage of the A-League and W-League club competitions, as well as matches involving the men’s and women’s national teams, reports SportBusiness.It will mark the first time that ABC has broadcast the A-League, the top tier of the men’s club game in Australia. The deal also marks a return of ABC’s W-League coverage, with the broadcaster having served as the inaugural partner of the women’s competition from 2008 to 2017.Under the agreement announced by FFA and its pay-television rights holder Fox Sports, ABC will broadcast 29 live regular-season matches at 5pm on Saturdays during the 2019-20 campaign, with coverage to be shown on television and via the iview on-demand service.For the A-League 2020 Finals Series, ABC will provide delayed broadcasts of one elimination final, one semi-final and the grand final. It will also show 14 rounds of the 2019-20 W-League season and the entire W-League Finals Series live.Additionally, ABC will broadcast every men’s national team match which Fox Sports has rights to. The broadcaster will also show the women’s national team’s upcoming matches against Chile on November 9 and November 12, as well as next year’s Asian qualifiers for the women’s Olympic tournament.Fox Sports will continue to provide live coverage of all A-League, W-League and national team matches via Foxtel and Kayo Sports. last_img read more

first_imgTagsTransfersAbout the authorPaul VegasShare the loveHave your say Arsenal boss Emery pressed about dumped Ozilby Paul Vegas9 hours agoSend to a friendShare the loveArsenal boss Unai Emery was reluctant to discuss Mesut Ozil’s situation last night.Emery did not consider Ozil for their Europa League win over Vitoria.Pushed about the German, the manager would only say: “Tonight is not the day to speak about that.”I prefer to speak about the match. We have all the players who played.”He’s not in the squad. That is the decision tonight. Now we are going to work towards Sunday.” last_img read more