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How “Social Selling” Is Reinventing Cold Calling
OCTOBER 2013 How “Social Selling” Is Reinventing Cold Calling Ralf VonSosen (LinkedIn), interviewed by Robert Berkman REPRINT NUMBER 55203 MIT SLOAN MANAGEMENT REVIEW How “Social Selling” Is Reinventing Cold Calling At LinkedIn, the sales staff has become well-versed in the use of social media tools to open doors for new sales, says Ralf VonSosen, the com- pany’s head of marketing for sales solutions. RALF VONSOSEN (LINKEDIN), INTERVIEWED BY ROBERT BERKMAN ocial media has opened up entirely new ways of communicating with colleagues and strangers as well as with family and friends. Ralf VonSosen, the head of marketing for sales solutions for the online professional net- working company LinkedIn, thinks a lot about using social media, particularly for communicating with sales targets. VonSosen calls this "social selling" — utilizing the relationships, connections and in- sights available in social channels to facilitate a better experience in both buying and selling. S"It's really utilizing all this fantastic data that's out there that helps us gain visibility to the connections and relationships we have," says VonSosen. "We can take that data and combine it with the branding and infor- mation that we as professionals are sharing, and create a more meaningful experience and conversation." Done right, social selling "moves our contact from a traditional cold call to either a warm introduction or at least a warm conversation," he says. In a conversation with MIT Sloan Management Review's Robert Berkman, VonSosen talked about free ways to build a personal online brand and about how LinkedIn's Sales Navigator product is being used by both large and small companies. -
Cold-Call Investment Fraud How Organised Crime Is Targeting Your Money
July 2016 HANG ST U P JU O N S R C O LE L D C A L Cold-call investment fraud How organised crime is targeting your money Cold-call investment fraud generally What you should know starts with a phone call that offers the • Historically cold-call investment fraud had been committed by opportunity to be part of a lucrative criminal networks operating from overseas, mostly Asia, but investment. In most cases, it ends this type of crime is now being set up and operated from with the company shutting up shop, within Australia. only to re-emerge somewhere else • Cold-call investment fraud is a complex crime type involving under another name, looking for new criminal, consumer and corporate law, making it difficult to prospective clients. And the investor? pursue and prosecute. In most cases they lose all the money • The main targets for this type of fraud are middle-aged and they put into the venture, with no older Australians with good jobs or recently retired. means of recouping their losses. • As criminal groups quickly withdraw the funds in cash or transfer the money offshore, you are unlikely to get your Make no mistake – cold-call fraud is money back. organised crime, costing Australians • Investor or public awareness is the best response to this type millions of dollars each year. But it of fraud – an informed public can recognise the signs of can be stopped if people just hang up criminal intent behind a seemingly legitimate investment offer. the phone. • Cold-call investment fraud is one crime type in which prevention is undoubtedly better than cure. -
Internet Security Threat Report VOLUME 21, APRIL 2016 TABLE of CONTENTS 2016 Internet Security Threat Report 2
Internet Security Threat Report VOLUME 21, APRIL 2016 TABLE OF CONTENTS 2016 Internet Security Threat Report 2 CONTENTS 4 Introduction 21 Tech Support Scams Go Nuclear, 39 Infographic: A New Zero-Day Vulnerability Spreading Ransomware Discovered Every Week in 2015 5 Executive Summary 22 Malvertising 39 Infographic: A New Zero-Day Vulnerability Discovered Every Week in 2015 8 BIG NUMBERS 23 Cybersecurity Challenges For Website Owners 40 Spear Phishing 10 MOBILE DEVICES & THE 23 Put Your Money Where Your Mouse Is 43 Active Attack Groups in 2015 INTERNET OF THINGS 23 Websites Are Still Vulnerable to Attacks 44 Infographic: Attackers Target Both Large and Small Businesses 10 Smartphones Leading to Malware and Data Breaches and Mobile Devices 23 Moving to Stronger Authentication 45 Profiting from High-Level Corporate Attacks and the Butterfly Effect 10 One Phone Per Person 24 Accelerating to Always-On Encryption 45 Cybersecurity, Cybersabotage, and Coping 11 Cross-Over Threats 24 Reinforced Reassurance with Black Swan Events 11 Android Attacks Become More Stealthy 25 Websites Need to Become Harder to 46 Cybersabotage and 12 How Malicious Video Messages Could Attack the Threat of “Hybrid Warfare” Lead to Stagefright and Stagefright 2.0 25 SSL/TLS and The 46 Small Business and the Dirty Linen Attack Industry’s Response 13 Android Users under Fire with Phishing 47 Industrial Control Systems and Ransomware 25 The Evolution of Encryption Vulnerable to Attacks 13 Apple iOS Users Now More at Risk than 25 Strength in Numbers 47 Obscurity is No Defense -
Pedagogy and Cold Calling… Teaching Students How to Make “Gold Calls”
Pedagogy and Cold Calling… Teaching students how to make “Gold Calls” Professor Harvey Markovitz Lubin School of Business Pace University, NY Pedagogy and Cold Calling… Teaching students how to turn cold calls into “Gold Calls” Professor Harvey Markovitz Lubin School of Business Pace University, NY What is “cold calling”? • "Cold Calling" is an outbound telephone call made to a prospect who has no idea who you are or has previously might have received some sort of marketing material describing your company, product or service but has not yet spoken to anyone from your company. • “Warm Calling” is an outbound telephone call made to a prospect who might remember who you are or who your company is because they have been the recipient of several or many direct marketing or social selling contacts from you or your company, they have seen your branding messages or they might have already indicated that they want a representative of your company to contact them because they are interested in learning more about your product or service. But they still have not spoken to you or anyone in your company. Should we be teaching “Cold Calling” techniques? • We studied the market and found out why we should and possibly how to teach techniques. • Most outstanding finding: • The starting salary of a graduate trained in outbound telemarketing skills and in-person selling will be 22.24% higher than students not so trained. Study done to define pedagogical needs of the marketplace. We Questioned • Experienced panel of professional salespeople • We defined -
CTC Sentinel Welcomes Submissions
Combating Terrorism Center at West Point Objective • Relevant • Rigorous | April 2018 • Volume 11, Issue 4 FEATURE ARTICLE A VIEW FROM THE CT FOXHOLE Five Years After the NYPD vs. Revolution Muslim Boston Marathon Bombing The inside story of how the NYPD defeated the radicalization hub Jesse Morton and Mitchell Silber William Weinreb and Harold Shaw FEATURE ARTICLE Editor in Chief 1 NYPD vs. Revolution Muslim: The Inside Story of the Defeat of a Local Radicalization Hub Paul Cruickshank Jesse Morton and Mitchell Silber Managing Editor INTERVIEW Kristina Hummel 8 A View from the CT Foxhole: Five Years After the Boston Marathon Bombing EDITORIAL BOARD Nicholas Tallant Colonel Suzanne Nielsen, Ph.D. ANALYSIS Department Head Dept. of Social Sciences (West Point) 15 The Islamic State's Lingering Legacy among Young Men from the Mosul Area Scott Atran, Hoshang Waziri, Ángel Gómez, Hammad Sheikh, Lucía Lieutenant Colonel Bryan Price, Ph.D. López-Rodríguez, Charles Rogan, and Richard Davis Director, CTC 23 Challenging the ISK Brand in Afghanistan-Pakistan: Rivalries and Divided Loyalties Brian Dodwell Amira Jadoon, Nakissa Jahanbani, and Charmaine Willis Deputy Director, CTC 30 The British Hacker Who Became the Islamic State's Chief Terror Cyber- Coach: A Profile of Junaid Hussain CONTACT Nafees Hamid Combating Terrorism Center U.S. Military Academy Between 2006 and 2012, two men working on opposite sides of the strug- 607 Cullum Road, Lincoln Hall gle between global jihadis and the United States faced of in New York City. Jesse Morton was the founder of Revolution Muslim, a group that prosely- West Point, NY 10996 tized—online and on New York City streets—on behalf of al-Qa`ida. -
Financial Harm Tool Kit a Guide to Avoid Scams
Financial harm tool kit A guide to avoid scams Our Vision “To work together to empower our residents to avoid unnecessary personal and financial harm resulting from scams. We place particular emphasis on protecting residents in vulnerable situations. Our person centred scam prevention packages are made up of simple practical solutions and are proven to prevent loss.” 0141 577 8487 [email protected] eastrenfrewshire.gov.uk/prevention Copyright © 2020 East Renfrewshire Council Contents Introduction 3 Financial harm and scams defined 4 Types of financial harm and scams 5-6 Coronavirus scams 6 Scam risk checklist 7 Dementia and scams 8 Telephone scams and nuisance calls 9 Doorstep scams and crime prevention 10 Trusted Traders 11 Scam mail 12 Online scams 13 Safe online purchasing 14 Romance scams and sextortion 15-16 Banking and financial security 17 Neighbourhood Watch Scotland and alerts 18 Switch and save 18 Technology Enabled Care (TEC) 19 Power of Attorney 20 Carers and financial abuse 21 Trading standards advice 21 How Safe Are You Checklist 22 Useful links 23 P2 Introduction East Renfrewshire’s Prevention Services (Trading Standards) have put together this toolkit as a self-help area to empower our residents to avoid scams and unwanted nuisance sales contact. An estimated £9 billion is lost to scams annually in the UK. The national position in respect of financial harm is well illustrated in the “WithScotland” briefing on financial harm by the University of Stirling which states “Research conducted internationally but also in the UK highlights financial harm as one of the most common forms of elder abuse. -
The Essential Guide to Cold Calling
The Essential Guide to Cold Calling Tips, Techniques, and Tools for Sales Reps that Want to Win 1 At a Glance Ten things you need to know about cold calling 03 Tips for cold calling like a boss 04 Common cold calling mistakes to avoid 09 Cold calling techniques and tools 11 Crunchbase Annual Review 2 Ten Things You Need to Know About Cold Calling Convinced that B2B cold calling is dead? Think again. If these facts and figures don’t change your mind, read on for common tips, mistakes, and techniques that will cement cold calling as an essential component of a winning sales strategy. 69% 57% 42% 69% of buyers have accepted 57% of C-level buyers prefer to Organizations that don’t cold cold calls from new providers be contacted via phone call experienced 42% less growth than those who used the tactic 6 hours 8 Calls 6 Calls Top sellers spend an average of On average, it takes 8 cold calls Once you’re talking to the 6 hours every week researching to reach a prospect decision maker, 6 is the ideal their prospects number of calls to win a sale 55:45 Wed. 4-5 Successful cold calls often have Wednesday is the best day of And the best time to call a 55:45 talk-to-listen ratio the week to make a cold call prospects is between 4 & 5 PM Fri. The worst time and day is make a call is Friday afternoon The Essential Guide to Cold Calling 3 Tips for Cold Calling Like a Boss Cold calling is a skill and the need for it is here to stay. -
Holiday Cyber Safety Tips 2020
Holiday Cyber Safety With so many people choosing to shop online this holiday season, you need to be extra vigilant about avoiding cyber scams that can not only steal your money, but also corrupt your home and/or work computer and network. E-commerce sales are expected to rise by 25 to 35 percent as shoppers choose using their computers and smartphones over brick and mortar stores. Cyber criminals may target victims through a variety of methods, including compromised or spoofed websites, phishing emails, social media ads and messages, or unsecured Wi-Fi networks. The New Jersey Cybersecurity & Communications Integration Cell (NJCCIC) has put out a number of tips to help increase awareness of these cyber threats and help you avoid these cyber traps at home and work. 1. Do Your Online Shopping at Home and avoid using work computers - Avoid using public computers, such as those at a library or hotel, or public Wi-Fi connections to log in to personal accounts or conduct online shopping. Public computers could be infected with malware designed to steal your information and hackers can intercept network traffic traveling over unencrypted Wi-Fi signals. TIP: If you must connect to public Wi-Fi, use a virtual private network (VPN) to secure information transmitted between your device and the internet. Refrain from using work computers to make online purchases as cyber threats could endanger company and/or customer information. 2. Look Out for Holiday-Themed eCards and Messages Meant to Install Malware - In the past, users reported being targeted with various Thanksgiving Day-related scams. -
The First Feast of Thanksgiving for a Bountiful Harvest Early Fall of 1621
Today in Our History The First Feast of Thanksgiving for a Bountiful Harvest Early Fall of 1621 Giving thanks for the Creator’s gifts had always been a part of Wampanoag daily life. From ancient times, Native People of North America have held ceremonies to give thanks for harvests. In England, there were thanks-giving celebrations after successful crops also. The Separatists (our Pilgrim ancestors) celebrated by giving thanks as part of their religion. They had a very strong Christian faith and giving thanks was a daily, and most probably, a continuous expression of their gratitude for their blessings. Edward Winslow, who would hold several government positions at Plimoth Colony wrote of the planning and construction of their new plantation in Plimoth: “We set the last spring some twenty acres of Indian corn, and sowed some six acres of barley and pease; and according to the manner of the Indians, we manured our ground with herrings, or rather shads, which we have in great abundance.” In the post-harvest autumn of 1621, after a winter of sickness, death and the building of seven “dwelling” houses, the Pilgrims’ hard work and sacrifices were rewarded with a bountiful harvest. They gave thanks to God with prayer, feasting and firing their muskets. As many as ninety Wampanoag also joined in the celebration. Edward Winslow’s description of this great feast of thanksgiving, which was the first feast in the New World, was recorded in a Photo furnished by Plimoth Plantation letter to a friend of his in England in 1622: “Our harvest being gotten, our governor sent four men on fowling, that so we might, after a special manner, rejoice together after we had gathered the fruit of our labors. -
Fraud - the Facts 2020
FRAUD - THE FACTS 2020 The definitive overview of payment industry fraud THE DEFINITIVE OVERVIEW OF PAYMENT INDUSTRY FRAUD | FRAUD THE FACTS 2020 | 1 UK Finance is the collective voice for the banking and finance industry. Representing more than 250 firms across the industry, it seeks to enhance competitiveness, support customers and facilitate innovation. The Economic Crime team within UK Finance is responsible for leading the industry’s collective fight against economic crime in the UK, including fraud, anti-money laundering (AML), sanctions, anti-bribery, corruption and cyber- enabled crime. UK Finance seeks to ensure that the UK is the safest and most transparent financial centre in the world - thus creating a hostile environment for criminals by working with members, law enforcement, government agencies and industry. We represent our members by providing an authoritative voice to influence regulatory and political change, both in the UK and internationally. We also act as advocates on behalf of members to both media and customers, articulating the industry’s achievements and building its reputation. We do this by: • Managing the industry strategic threat management process, which provides an up-to-the- minute picture of the threat landscape. • Sponsoring the Dedicated Card and Payment Crime Unit (DCPCU), a unique proactive operational police unit with a national remit, formed as a partnership between UK Finance, the City of London Police, and the Metropolitan Police. • Managing intelligence sharing through our Economic Crime Industry Intelligence Unit and the Fraud Intelligence Sharing System (FISS) which feed intelligence to police and other agencies in support of law enforcement activity. • Providing a single point of contact for companies suffering data breaches, to ensure compromised account information can be speedily, safely and securely repatriated to the banks. -
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Holiday Leftovers Recipes
Mashed Potato and Stuffing patties Serves: 12-14 patties Ingredients 2 eggs, lightly beaten 2 tablespoons onion, finely chopped #5772 ¼ teaspoon pepper #1028 2 cups leftover Lamb Weston mashed potatoes #7944 2 cups leftover Stove Top Stuffing #7897 2 cups leftover Sweetheart Boneless Turkey #4054, chopped 2 tablespoons butter 2 tablespoons oil, canola or vegetable Instructions 1. Add eggs to a large bowl and beat, add onions and pepper 2. Stir in potatoes, stuffing and turkey 3. Add butter and oil to a large skillet and heat to medium heat 4. Scoop potato mixture with an ice cream scoop or spoon into heated skillet 5. Press down slightly with the back of a spatula 6. Fry on each side about 3 minutes or until golden brown 7. Drain on paper towel 8. Serve warm http://pocketchangegourmet.com/mashed-potato-stuffing-patties-thanksgiving-leftovers/ Thanksgiving in a Pan 6 servings of Stove Top Stuffing Mix #7897 – prepared according to package directions 2 ½ cups Sweetheart Boneless Turkey #4054 2 cups Gourmet Whole Green Beans #3781 2 cups prepared PanRoast Turkey Gravy #1254 Pepper to taste #1028 Put stuffing in a greased baking dish. Top with turkey, beans, gravy and pepper. Cover and bake at 350 degrees for 35 minutes or until heated through. Tastes like a delicious holiday dinner but without all the work! The Best Homemade Ham and Macaroni and Cheese 2 cups chopped Carve Master Ham #7960 8 oz Barilla Elbow Macaroni #1332, cooked and drained 1 cup shredded cheddar Jack Cheese #1860 1 cup Shirley J. White Cheddar Sauce Mix #5242 3 cups cold water Whisk together Shirley J.