Wednesday, September 5, 2012

Small Business Sales Myths Debunked

September 4, 2012

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When you?re growing a small business, you?ll encounter a lot of questions ? particularly when it comes to how to manage your selling processes.

Here are two common questions I receive from small business owners and their teams ? with very ?uncommon? answers.

Question 1: Should you share product information before qualifying potential sales prospects?

Industry: Software

?I have heard you say that you shouldn?t give out pricing unless you gather information first. Though I agree with you, sometimes you can?t do that. We have several applications and packages that we sell and they are somewhat customized, but we do carry inexpensive, off-the-shelf packages as well.

How can I ask questions and find out more information if the person on the phone making the inquiry asks about our basic package and how much we charge upfront??

Answer:

Okay, let me calm down a minute before I answer this because I might blow.

First of all, I didn?t realize that if you use a particular procedure to collect information and recommend a package, that what they ?think they want? is automatically correct ? and you?re obliged to answer.

I took a look at your company?s website (before I answered) and I don?t see an indication (anywhere) that you operate as a non-profit organization.

What we fail to remember is: When it comes to selling, if you give an answer too quickly without knowing (a) why they need your product (b) what other options they are considering (c) and what issues they expect your product to solve you could prematurely lose a sale.

If you don?t find out simple answers to the questions above there is a high probability that you could recommend the wrong product for their actual needs.? It isn?t necessarily your responsibility to react to the issues they are having and make a recommendation simply because they asked for it.

Take control of you sales process, or it will take control of you and turn you into an order taker instead of a sales organizations.

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Source: http://yfsentrepreneur.com/2012/09/04/small-business-sales-myths-debunked/

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Ready to Hire? First Consult an HR Pro

Cindy Henry

When does your business need to address human resources? As soon as you?re ready to hire your first employee, says human resource management consultant Cindy Henry. When that employee comes on board, fundamental employment processes and documents need to be in place. ?You?ll also need employment practices liability insurance and worker?s compensation coverage.

There are a lot of things you don?t have to do when you?re small. But there are also a lot of land mines, says Henry, president of Integrated Resource Network. Don?t rely on your accountant to guide you. ?Employment regulations are too complex for someone other than an expert in HR to advise on them,? she says. In particular, California ? Henry?s home base ??is an expert at dreaming up how many people have to work at a company before something affects them.? For example, says Henry, as of January 2012, if you have 15 employees and one of them donates an organ, you have to provide a paid leave of absence.

Henry recalls one client, a successful restaurateur with more than a dozen employees. ?He knows how to run a restaurant,? she says. ?But he was foolish when it came to his role as an employer of people. When I was recommended to him, he had nothing in place, and the exposure from a legal perspective was huge.? His W-4 forms weren?t completed properly or completely, and he didn?t have any I-9 forms, which document that employees can work in the United States legally.

A big no-no: Don?t lift someone else?s employee handbook. Your handbook needs to be customized based on the number of employees and the type of business.

Henry also warns business owners they categorize workers correctly. ?The laws are very specific on who?s an employee and who?s a contractor,? she says. ?The penalties are severe and the tax consequences are ugly.? She explains, ?If I only work for one place, that?s a red flag. If I work in your building on your computers, and if you supervise me, then I?m an employee, not a contractor.?

Next, how to choose an HR advisor.

Source: http://www.womencentric.net/ready-to-hire-first-consult-an-hr-pro/

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Tuesday, September 4, 2012

Swiss Painter Miriam Cahn On Her Upcoming Exhibition 'Lachen Bei Gefahr' At Badischer Kunstverein, Germany (PHOTOS, INTERVIEW)

Miriam Cahn is known to create works crawling on her hands and knees, sometimes naked and sometimes with her eyes closed. Performance and product bleed into one as the Swiss artist leaves her physical residue on her roughed up paper canvases.

Since the 1970's Cahn has been creating work that both incorporates and departs from feminist ideals. Evading traditional classifications of method and material, body and mind, Cahn shifts fluidly between media and styles. Some of her practices are imbued with female rituals; for example, she sometimes creates work around her menstrual cycle. Other processes involve hunching over a canvas and grinding a chunk of charcoal into dust to create abstract forms. But her physical routines seem only to summon the artwork, not dictate it.

Her enigmatic forms, innocent and raw with a hint of violence, form like ghosts emerging from her blind sketches.; the androgynous creatures become totems of beauty, violence and sexuality. Although Cahn's fingerprints and footprints peak out from her shadowy forms, their haunting affect suggests their construction involves some otherworldly secret. The combination of physicality and ghostliness mimics Cahn's recurring themes of experience and memory.

While Cahn's long career is well-known abroad, her work was only shown in the US for the first time last year at Elizabeth Dee Gallery, heightening its already mysterious nature. The largest German exhibition of her work to date is coming to Badischer Kunstverein this fall in an exhibition titled "Lachen Bei Gefahr," or "Laughing When It's Dangerous." We reached out to Cahn via e-mail to touch on her upcoming exhibition. While she emphasized that her English was not the best, she was still able to whip us into shape a couple of times, as you'll see in our interview below. Scroll down for a slideshow.

cahn

HP: On one hand your work has feminist roots, a fact highlighted by certain titles like 'Mean Girlfriends' and 'Menstruation Work,' and yet the subjects you depict are often androgynous. How you attempt to depict and eradicate femininity in your work?

MC: The subjects are not androgynous, they are unclear, and I hope art -- also mine -- has the ability to depict AND eradicate.

HP: Much of your artistic technique gives the body more agency than the mind, whether working around your menstrual cycle or crawling around nude with your eyes closed. What can the body bring to art that the mind cannot?

MC: The mind is part of the body and there is never "body" without "mind." To work with eyes closed for example means only to work with less control than by looking with open eyes -- that's all. It's never or-or, it's and-and.

HP: You were partly inspired to begin working with color after viewing Antonioni's "Red Desert" (1964). What about this film inspired you to change your style after spending so long in black and white?

MC: No artist changes his or her "style," anyway. As an artist you might change procedures. Antonioni is one of the three million influences. I like how he uses color by coloring the real landscape to take the picture.

HP: Performance art is one of the few artistic realms where it seems women lead the way. Why do you think this is? How is the female body privileged over the female mind?

MC: Again: this is feminist kitsch to think female body as privileged over the mind. (Women as nature, men as culture... I thought this sort of shit is over.)

HP: In the past your works have been hung up unframed, their rips mended with tape, described as if someone "had beat the shit out of it." How will your work be installed this time around?

MC: "Lachen Bei Gefahr" means something like "laughing when it's dangerous" -- I hope that's how the whole show will look!

'Lachen Bei Gefahr' will show at Badischer Kunstverein, Germany from September 28 to November 9.

See the images below and let us know what you think. (Note: The gallery specified that the titles are in German, and not meant to be translated, so you'll have to sprichst sie Deutsch.)

  • Miriam Cahn, o.t. 28.1.11 Water color

  • Miriam Cahn das hirn meiner mutter 16.12.05+27.12.07 Oil on canvas, 33 x 23 cm Part of the installation Familienraum

  • Miriam Cahn Wie Blumen 2006 Oil on canvas, 145 x 79 cm

  • Miriam Cahn gesternabendimTVgesehen (part1of2) 27.12.2011

  • Miriam Cahn o.T 10.5.12 Pastel

  • Miriam Cahn, o.t. 15.12.11 Oil on wood

  • Miriam Cahn huendchen (nicht mehr ich) 29.7. + 7.8.11 Oil on canvas

  • Miriam Cahn o.t., 2.11.11 Pastel

  • Miriam Cahn flu?chten mu?ssen 1.2.11 Pastel on canvas, 75 x 61 cm

  • Miriam Cahn Heute nacht getra?umt (meine werkstatt in N.Y.) 4.10.11 Oil on canvas, 190 x 270 cm

  • Miriam Cahn gartentraum 26.8.11 Oil on canvas, 140 x 95 cm

  • Miriam Cahn beige (zitatenbild) 27.7.11 Oil on canvas, 185 x 145 cm

  • Miriam Cahn gehen 2005 Oil on canvas, 190 x 110 cm

  • Miriam Cahn, WACHRAUM (blutungsarbeit) 1982 Charcoal, 350 x 480 cm

  • Miriam Cahn mein frausein ist mein o?ffentlicher teil December 1979, Photograph of a drawing in public space.

Also on HuffPost:

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Source: http://www.huffingtonpost.com/2012/09/03/swiss-painter-miriam-cahn_n_1846358.html

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Pest control and the in-demand jobs of the future

Tim Sloan / AFP

Between 2010 and 2020, the Bureau of Labor Statistics estimates that the number of pest control workers will increase by 26.1 percent.

By Samuel Weigley & Alexander Hess, 24/7 Wall St.

??With an unemployment rate still stuck above 8 percent and much talk about a mismatch between worker skills and the jobs available, many people are trying to scope out the fields that will have many job openings in the future.

Many college graduates are struggling to find work and are saddled with student loan debt, prompting many colleges to shift resources to fields that are expected to be in high-demand. Many who are currently unemployed or underemployed are seeking training in different fields where the jobs are considered ?hot.?

24/7 Wall St.: America's worst companies to work for

To find the jobs that will be in highest demand, 24/7 Wall St. has compiled a list of the occupations that will have the most job openings in this decade. The professions on this list are diverse, consisting of both white-collar and blue-collar jobs. They also require a range of educational achievement. For instance, a glazier needs just a high-school diploma to break into the field, but a statistician requires a postgraduate college education. Similarly, the pay spectrum for jobs on this list is quite wide. The median pay for a pest control worker was just $30,340 in 2010. Meanwhile, the median pay for a natural science manager was $116,020.

24/7 Wall St. was primarily interested in looking at openings for occupations where people usually work full-time and without frequent turnover. Therefore, we decided to exclude occupations where the median pay in 2010 was less than $30,000, thus discounting many occupations that will see many job openings. Without this salary floor, most of the occupations on this list would be low-skilled, low-wage jobs, such as home health aides, personal care aides and food concession workers. In fact, only two jobs on this current list would have made the list if we didn?t impose the $30,000 minimum pay. ??

For some professions, considerable job growth between 2010 and 2020 is the main driver behind the job openings. While there were only 41,900 glaziers as of 2010, 17,700 positions will be added by 2020, accounting for more than half of the job openings during that time. In other professions, most of the job openings is simply the result of normal turnover cycle. While there will be 18,700 job openings for statisticians, only 3,500 jobs will be added to the 25,100 people already working in the profession, with the remaining openings meant to replace existing workers.

24/ Wall St.: America's oldest brands

24/7 Wall St. looked at data from the Bureau of Labor Statistics on more than 1,000 different occupations. In addition to excluding jobs with median pay below $30,000, we also chose to exclude jobs employing fewer than 20,000 people as of 2010 in order to represent jobs that will clearly provide opportunity for many individuals in the future. From there, we ranked the professions based on the number of job openings projected between 2010 and 2020 as a percentage of the 2010 headcount in that specific field. We also calculated the number and percentage of those openings due to added positions as well as replacing current employees. Finally, we considered factors such as industry, median salary and credentials of these professionals to provide context on the types of jobs likely to see many openings. ?

These are the 10 best job opportunities of the future.

1. Actuaries

  • ?Future job openings as a percent of 2010 employment: ?87.1 percent
  • ?New Openings, 2010 to 2020: 18,900
  • ?Median annual wage: $87,650

An actuary analyzes the financial costs of risk for individuals and organizations, using a combination of statistics and financial theory to make projections. While there were only 21,700 actuaries in the U.S. as of 2010, there will be 18,900 new job openings in this field by the end of the decade. However, only 5,800 of those new openings, or slightly less than 31 percent, will be derived from job growth. The other 13,100 actuary openings will be available to replace those leaving the field, meaning more than six of 10 actuaries won?t remain in the field during the decade. Once a person graduates from college and finishes actuarial exams, he or she can expect to make a decent income. The median annual pay of $87,650 is better than accountants and auditors, whose median income is $61,690, and budget analysts, whose median income is $68,200.

2. Glaziers

  • ?Future job openings as a percent of 2010 employment: 79.7 percent
  • ?New Openings, 2010 to 2020: 33,400
  • ?Median annual wage: $36,640

Glaziers, the BLS explains, ?install glass in windows, skylights, storefronts and display cases to create distinctive designs or reduce the need for artificial lighting.? The number of job openings for glaziers between 2010 and 2020 is projected to reach 33,400, or 80 percent of the total number of glaziers employed in 2010. Of these openings, roughly 17,700 can be attributed to job growth as glass is increasingly used in construction and glass windows become more energy efficient. However, another 15,700 job openings will be needed simply to replace former glaziers, as the occupation remains exceptionally physically demanding and has a particularly high rate of injury due to cuts from glass and tools as well as from falls.

24/7 Wall St.: The smallest professions in America

3. Statisticians

  • ?Future job openings as a percent of 2010 employment: 74.5 percent
  • ?New Openings, 2010 to 2020: 18,700
  • ?Median annual wage: $72,830

Statisticians work in virtually every field that requires the collection, aggregation and analysis of large amounts of data. In 2010, there were roughly 25,100 statisticians employed in the U.S. By 2020, the number of statisticians is projected to increase by roughly 3,500, as statistical analysis becomes a more commonly used tool in decision-making. However, between 2010 and 2020, 15,200 positions will be filled just to meet replacement needs -- a figure that is equal to roughly 75 percent of 2010 employment. The issue of high turnover is probably unrelated to salary, however, as the median annual wage for statisticians is $72,830.

4. Pest control workers

  • ?Future job openings as a percent of 2010 employment: 70.9 percent
  • ?New Openings, 2010 to 2020: 48,500?
  • ?Median annual wage: $30,340

Pest control workers use traps, fumigants and other methods to remove rats, roaches, bedbugs and other unwanted creatures from buildings. Between 2010 and 2020, the BLS estimates that the number of pest control workers will increase by 26.1 percent, as ?population growth, particularly in the South, where pests are more common, should result in more buildings that will require additional pest management.? However, while there are are projected to be 48,500 openings between 2010 and 2020, 30,600 of these will address replacements needs as workers leave the industry. Among possible reasons for such high turnover: work schedules that often include weekend and evening hours and an increased likelihood of injury and illness due to exposure to pest control chemicals.

5. Interpreters and translators

  • ?Future job openings as a percent of 2010 employment: 69 percent
  • ?New Openings, 2010 to 2020: 40,300
  • ?Median annual wage: $43,300

Becoming an interpreter or translator is not easy, usually requiring a bachelor?s degree, and above all else, fluency in English and at least one other language. Additionally, work experience is critical as many employers will only hire interpreters and translators with past work history. Some 40,300 openings for interpreters and translators are expected to become available between 2010 and 2020 as the U.S. population becomes increasingly diverse and international trade expands. Though roughly 24,600 of these openings will come from new growth, the remaining 15,700 positions, roughly equal to 27 percent of the 2010 workforce, will be needed to replace previous workers. Many established interpreters and translators also have the option of working for themselves, as 22.9 percent were self-employed in 2010.

Click here to read the rest of 24/7 Wall St.'s The best job opportunities of the future

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Source: http://bottomline.nbcnews.com/_news/2012/09/03/13461370-the-best-job-opportunities-of-the-future?lite

ryan zimmerman

Monday, September 3, 2012

Tweet Keeper Archives Your Old Tweets [IPhone Downloads]

Tweet Keeper Archives Your Old Tweets

iOS: Our Twitter feed is probably the closest thing many of us have to a daily journal or activity log, and yet Twitter doesn't provide a way for us to export the data, or even search more than a few days' worth of Tweets. Tweet Keeper is a tremendous app that will liberate your data from the service and make it completely searchable.

All you need to do is give the app a username, or import it from your iOS Twitter accounts, and it will quickly go to work saving old Tweets. Unfortunately, Twitter's API only allow it to access the account's last 3200 Tweets, but that likely covers several years for most casual users.

Once the Tweets are saved, you can view them all in a list, perform searches, and export them as plain text, a spreadsheet, or a JSON archive. If you haven't yet crossed the 3200 Tweet threshold, this means running the app occasionally will allow you to store a complete, searchable archive of your Twitter history, and use it however you wish. Given Twitter's recent policy changes, now might be a wise time to take control of your data.

Tweet Keeper is available for $1.99 from the App Store.

Tweet Keeper | iOS App Store Via The Talk Show

Source: http://feeds.gawker.com/~r/lifehacker/full/~3/IsHTimuZh_E/tweet-keeper-archives-your-old-tweets

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