IMPORTANCE OF PARTNERSHIPS Infantino was quick to underscore the importance of the FA forming partnerships in order to develop the sport. “Obviously, a collective effort is needed,” he stressed. “One person or organisation alone cannot do anything, but I am sure that with the help of the Government, who is very committed, and also a little bit of FIFA and CONCACAF, I am sure the results will be there.” Infantino, a former general secretary of UEFA, also praised the work of John Williams, whose administration has come in for criticism in recent times, especially for its bungling of the appointment of a national men’s coach to replace the long-serving Stephen Hart. “I have been able to witness really a new Trinidad and Tobago Football Association with a new spirit, with my friend, David, who with his passion, brings everyone with him,” Infantino said. “I have witnessed the government, who is fully behind the football association. I have been witnessing the population in Trinidad and Tobago, who is absolutely passionate for football.” He added: “[John Williams] is one of these persons who can really make things happen with his energy, his passion, and his way of working. This is certainly inspiring, and this is why I am really happy to be one of his friends.” PORT-OF-SPAIN, Trinidad (CMC): FIFA President Gianni Infantino believes the establishment of the Ato Boldon Stadium as the country’s new national development centre could have a profound impact on Trinidad and Tobago football. The Italian, who took over the helm of football’s controversial world governing body last February, announced during his visit there earlier this week that the Couva venue would now become the Football Association’s home. Construction is expected to begin shortly on the building that will house the FA’s new offices. Located in central Trinidad – about 45 minutes outside of the capital of Port-of-Spain – and named after one of the country’s most heralded Olympic sprinters, the stadium was opened in 2001 and hosted games in the FIFA Under-17 World Cup that year. The facility will now also serve as the main venue for national team training and international games, though the Hasely Crawford Stadium will remain an active venue. “This will change Trinidad and Tobago football but also Trinidad and Tobago society,” Infantino said. “Football is a great game in which players, both boys and girls, are taught not only how to play football and how to be sports persons, but how to be human beings with values and respect. And this project will of course boost the whole football movement in Trinidad and Tobago. “If you work around this talent, you will have great results and it will send a strong message in the country and also in the whole CONCACAF, Caribbean and Americas on what can be achieved if you work seriously.” Infantino’s visit to the island was his first since assuming office, replacing the long-serving Sepp Blatter who was forced to step down amid corruption allegations. He was welcomed on arrival by TTFA president David John Williams and Sports Minister Darryl Smith, and later met with Trinidad and Tobago President Anthony Carmona and Prime Minister Dr Keith Rowley.
It will be a typically manic final 48 hours of the transfer window at QPR. The club are looking to make further additions to their squad and are desperate to offload some players – they have made Junior Hoilett and Armand Traore available on free transfers ahead of Tuesday’s deadline.There continues to be speculation over the future of R’s striker Charlie Austin. Manchester United have now joined the list of clubs this summer to have been touted as favourites to sign him.One of Rangers’ summer signings, Tjaronn Chery, scored his third goal of the season in Saturday’s win at Huddersfield. But head coach Chris Ramsey believes left-back Paul Konchesky deserves some credit for the Dutchman’s impact.Fulham are busy in the transfer market as well. They have agreed a deal to sign former Tottenham youngster Ryan Fredericks from Bristol City and expect to complete the signing of defender Richard Stearman from Wolves.Fredericks wants to return to London for personal reasonsFulham have also rejected an approach from Sheffield Wednesday for striker Ross McCormack. There has been speculation that Chelsea could react to their disappointing start to the season by making more signings, but boss Jose Mourinho has insisted he does not expect that to happen.Meanwhile, Victor Moses is expected to join West Ham on loan from Chelsea before the window closes.Brentford are also adding to their squad – head coach Marinus Dijkhuizen is hopeful Austrian striker Marco Djuricin, who is set to sign from Red Bull Salzburg on a season-long loan, will give the Bees more of a cutting edge up front.Chelsea Ladies have had no problems scoring goals. Fresh from a 6-0 hammering of Millwall Lionesses in midweek, they demolished London Bees 8-0 to reach the quarter-finals of the Continental Cup. Rosella Ayane scored four times and Marija Banusic netted a hat-trick.Follow West London Sport on TwitterFind us on Facebook
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 Now For more than a decade now, many in sales have been neglecting what may the single most crucial activity necessary for producing sales results. That activity is prospecting, and it is what is required to open new relationships and create new opportunities. No deal is closed without first being opened, and I have written here that “opening is the new closing,” to make the point that it is now what is critical to success. If you want success, you need to build the prospecting habit.How did we get to a place where salespeople don’t spend their time prospecting? The reasons are many and varied, but two stand out above the many others, and they deserve much of the blame.How Prospecting Was LostFirst, sales managers have not held their salespeople accountable for prospecting. In many cases, sales managers know that poor sales managers focus only on activity, and many of them have worked for managers who wanted only more activity. Because they don’t want to be that manager, they don’t hold their salespeople accountable for prospecting. Others don’t believe they should have to talk about activity at all.Second, and something that made the lack of accountability and an even larger problem was the concept once called “social selling” by its proponents. The chattering class on LinkedIn sold the idea that inbound was greater than outbound, that the world had changed, and that only Neanderthals used the telephone. This anti-cold calling fever laid waste to a generation of salespeople, all who believed the lie that they could create more opportunities with less effort if they spend enough time on the social channels.Those of us who knew better pushed back against the seductive lies of con artists, picks and shovel dealers (those who would sell you the tools you need to succeed in the gold mine, and who are also the only ones getting rich while you spend your time in an empty mine), and charlatans. As we predicted, social lost its allure, its results being far less than promised. We are still working on bringing accountability back into fashion.How You Build the Prospecting HabitIf you want to create more—and better—opportunities, you need to prospect. Your willingness to be proactive and professionally persistent in the pursuit of your dream clients is the determining factor when it comes to your sales results.The following steps will help you develop the prospecting habit.Make Prospecting Primary: Selling is made up of two major outcomes: 1) Opportunity Creation, and 2) Opportunity Capture. If you are going to capture opportunities, you must first create them, as natural a law as the one requiring you plant in spring if you would reap a harvest in fall. Because Opportunity Creation is the critical first step in sales results, it has to be your primary focus. Prospecting has to dominate your time and your energy.Block Time: If you don’t make time to prospect, other tasks, projects, and distractions will consume your time. The best way to ensure you have time to prospect is to block time on your calendar and hold it sacred. The more time you spend prospecting, the more opportunities you will create, and the more opportunities you create, the more you will win (all things being equal). Blocking time to prospect on your calendar is a commitment you make to yourself—and your future self. You should treat the commitment to prospecting as sacred as a commitment you make to meet with a prospective client—as it is what allows you to schedule those meetings in the first place.Get Past the First 10 Calls: The first cold you make is always the hardest. The second call is easier to make, even if only slightly so. But once you have gotten into the rhythm, it gets easier. That usually happens after about ten calls, eight of which are going to be voice mail. The eleventh call is when you start to get into your groove, but you can’t get there if you don’t keep dialing. After number eleven, calling turns into nothing more than a game, and your resistance will subside.Use Prospecting Cadence: The phone is the single best and most effective medium for scheduling appointments, but it isn’t the only tool available to you. You can follow up with an email, and if you share something useful, you can begin to be known as a value creator. Just don’t ask for an appointment over email; instead, tell your dream client you will try them back. You can also connect on LinkedIn, as long as you don’t pitch the client. Instead, give them your number and tell them they can call you should they ever need anything (you are going to call them again later anyway. As you string these touches together, you are professionally persistent in your persist. A cadence keeps your activity high and focused, improving your results.Keep a Scorecard: Track your habit by keeping score. When I started in sales, I tracked a few metrics. I tracked how much time I spent on the telephone pursuing meetings. I tracked how many dials I made, even though I didn’t have anyone to report them to (my efficiency). I captured how many times I had a conversation where I asked for a meeting and how many meetings I booked (my effectiveness). By keeping score, you hold yourself accountable. If you want success, hold yourself accountable for your results so no one else will ever have to.Selling, in large part, is about prospecting, the creation of new opportunities. Those who believe and behave as if sales is what happens after you create an opportunity are mistaken. The sooner you develop the prospecting habit, the sooner you will produce better sales results.