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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. -
An Evolving Threat the Deep Web
8 An Evolving Threat The Deep Web Learning Objectives distribute 1. Explain the differences between the deep web and darknets.or 2. Understand how the darknets are accessed. 3. Discuss the hidden wiki and how it is useful to criminals. 4. Understand the anonymity offered by the deep web. 5. Discuss the legal issues associated withpost, use of the deep web and the darknets. The action aimed to stop the sale, distribution and promotion of illegal and harmful items, including weapons and drugs, which were being sold on online ‘dark’ marketplaces. Operation Onymous, coordinated by Europol’s Europeancopy, Cybercrime Centre (EC3), the FBI, the U.S. Immigration and Customs Enforcement (ICE), Homeland Security Investigations (HSI) and Eurojust, resulted in 17 arrests of vendors andnot administrators running these online marketplaces and more than 410 hidden services being taken down. In addition, bitcoins worth approximately USD 1 million, EUR 180,000 Do in cash, drugs, gold and silver were seized. —Europol, 20141 143 Copyright ©2018 by SAGE Publications, Inc. This work may not be reproduced or distributed in any form or by any means without express written permission of the publisher. 144 Cyberspace, Cybersecurity, and Cybercrime THINK ABOUT IT 8.1 Surface Web and Deep Web Google, Facebook, and any website you can What Would You Do? find via traditional search engines (Internet Explorer, Chrome, Firefox, etc.) are all located 1. The deep web offers users an anonym- on the surface web. It is likely that when you ity that the surface web cannot provide. use the Internet for research and/or social What would you do if you knew that purposes you are using the surface web. -
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 -
Usma Class of 2006 War Studies Conference Reassessing Deterrence in the 21St Century
USMA CLASS OF 2006 WAR STUDIES CONFERENCE REASSESSING DETERRENCE IN THE 21ST CENTURY UNITED STATES MILITARY ACADEMY NOVEMBER 13–15, 2016 CONTENTS Welcome Letter 2 About West Point 3 Agenda 4 Important Administrative Information 8 Conference Staff 9 Keynote Speaker Profiles 10 Participant Profiles 15 1 WELCOME TO THE USMA CLASS OF 2006 WAR STUDIES CONFERENCE On behalf of Lieutenant General Robert L. Caslen, Jr., the superintendent of the United States Military Academy, it is my honor to welcome you to West Point. This is our inaugural War Studies Conference, an annual event organized by the Modern War Institute within West Point’s Department of Military Instruction. The purpose of this conference is to convene a select and interdisciplinary group of thinkers across government, academia, media, and the business world to discuss a topic of vital importance to our ability to fight and win modern wars. The title of this year’s conference is “Reassessing Deterrence in the 21st Century.” To encourage a free and open exchange of views, all comments during the conference’s panels are “not for attribution,” but our keynote addresses will be “on the record.” Fifty years after Thomas Schelling wrote Arms and Influence, globalization, modernization, and the pervasiveness of non-state actors have fundamentally changed our credibility as well as our capacity to deter. Put simply, tomorrow’s potential threats require a new approach for American strategic deterrence. If deterrence is “the art of coercion and intimidation,” as Schelling noted, how do we deter non-state adversaries with no return address? How do we deter potential cyber warriors? How do we keep our 20th-century alliances strong and capable of extended deterrence going forward? Finally, how can we enhance our geo-economic and other non-military tools of deterrence? The discussions we have over the next few days will shape our first edited conference volume, which will inform the national debate we have on this important issue. -
Radicalization”
Policing “Radicalization” Amna Akbar* Introduction ..................................................................................................................... 810 I. Radicalization Briefly Historicized ........................................................................... 818 II. Radicalization Defined and Deconstructed ........................................................... 833 III. Policing the New Terrorism ................................................................................... 845 A. Standards ........................................................................................................ 846 B. Tactics ............................................................................................................. 854 1. Mapping .................................................................................................. 855 2. Voluntary Interviews ............................................................................ 859 3. Informants .............................................................................................. 861 4. Internet Monitoring .............................................................................. 865 5. Community Engagement ..................................................................... 866 IV. Radical Harms ........................................................................................................... 868 A. Religion, Politics, and Geography .............................................................. 869 B. A Fundamental Tension -
Hezbollah and the Use of Drones As a Weapon of Terrorism
Hezbollah’s Drones Hezbollah and the Use of Drones as a Weapon of Terrorism By Milton Hoenig The international terrorist group Hezbollah, driven by resistance to Israel, now regularly sends low flying drones into Israeli airspace. These drones are launched and remotely manned from the Hezbollah stronghold in Lebanon and presumably supplied by its patron and strategic partner, Iran. On the U.S. State Department’s list of terrorist organizations since 1995, Hezbollah has secured its presence in Lebanon through various phases. It established a strong social services network, and in 2008 it became the dominant political party in the Lebanese government and supported the Assad regime in the Syrian Civil War. Hezbollah’s drone flights into Israeli airspace Hezbollah’s first flight of an unmanned aerial vehicle (UAV) or drone, into Israeli airspace for reconnaissance purposes occurred in November 2004, catching Israeli intelligence off guard. A Mirsad-1 drone (an updated version of the early Iranian Mohajer drone used for reconnaissance of Iraqi troops during the 1980s Iran-Iraq War), flew south from Lebanon into Israel, hovered over the Western Galilee town of Nahariya for about 20 minutes and then returned to Lebanon before the Israeli air force could intercept it. Hezbollah leader Hassan Nasrallah boasted that the Mirsad could reach “anywhere, deep, deep” into Israel with 40 to 50 kilograms of explosives.1 One report at the time was that Iran had supplied Hezbollah with eight such drones, and over two years some 30 Lebanese operatives had -
Zerohack Zer0pwn Youranonnews Yevgeniy Anikin Yes Men
Zerohack Zer0Pwn YourAnonNews Yevgeniy Anikin Yes Men YamaTough Xtreme x-Leader xenu xen0nymous www.oem.com.mx www.nytimes.com/pages/world/asia/index.html www.informador.com.mx www.futuregov.asia www.cronica.com.mx www.asiapacificsecuritymagazine.com Worm Wolfy Withdrawal* WillyFoReal Wikileaks IRC 88.80.16.13/9999 IRC Channel WikiLeaks WiiSpellWhy whitekidney Wells Fargo weed WallRoad w0rmware Vulnerability Vladislav Khorokhorin Visa Inc. Virus Virgin Islands "Viewpointe Archive Services, LLC" Versability Verizon Venezuela Vegas Vatican City USB US Trust US Bankcorp Uruguay Uran0n unusedcrayon United Kingdom UnicormCr3w unfittoprint unelected.org UndisclosedAnon Ukraine UGNazi ua_musti_1905 U.S. Bankcorp TYLER Turkey trosec113 Trojan Horse Trojan Trivette TriCk Tribalzer0 Transnistria transaction Traitor traffic court Tradecraft Trade Secrets "Total System Services, Inc." Topiary Top Secret Tom Stracener TibitXimer Thumb Drive Thomson Reuters TheWikiBoat thepeoplescause the_infecti0n The Unknowns The UnderTaker The Syrian electronic army The Jokerhack Thailand ThaCosmo th3j35t3r testeux1 TEST Telecomix TehWongZ Teddy Bigglesworth TeaMp0isoN TeamHav0k Team Ghost Shell Team Digi7al tdl4 taxes TARP tango down Tampa Tammy Shapiro Taiwan Tabu T0x1c t0wN T.A.R.P. Syrian Electronic Army syndiv Symantec Corporation Switzerland Swingers Club SWIFT Sweden Swan SwaggSec Swagg Security "SunGard Data Systems, Inc." Stuxnet Stringer Streamroller Stole* Sterlok SteelAnne st0rm SQLi Spyware Spying Spydevilz Spy Camera Sposed Spook Spoofing Splendide -
Applying Multi-Level Theory to an Information Security Incident
Applying Multi-Level Theory to an Information Security Incident Domain Ontology Marta Rigaud Faria1, Glaucia Botelho de Figueiredo2, Kelli de Faria Cordeiro1, Maria Claudia Cavalcanti1, Maria Luiza Machado Campos2 1Sec¸ao˜ de Engenharia da Computac¸ao˜ - Instituto Militar de Engenharia (IME) 2Programa de Pos-Graduac¸´ ao˜ em Informatica´ (PPGI) - Universidade Federal do Rio de Janeiro (UFRJ) [email protected], [email protected], [email protected] [email protected], [email protected] Abstract. There is a substantial increase in the occurrence of information se- curity incidents. To protect against these incidents, joint approaches, which include sharing incident information, are gaining particular importance. How- ever, organizations do not have a clear distinction between the types of incidents and their specializations, leading to the same occurrence of incident being clas- sified in different ways compromising the decision making process. In this paper it will be elaborated a domain ontology fragment about information security in- cidents applying Multi Level Theory (MLT) and the Unified Foundational Ontol- ogy (UFO) to make these concepts more explicit and, consequently, to facilitate interoperability within the domain. 1. Introduction The popularization of the Internet has provided a relevant democratization of access to information as well as a new era of interactions and communication. But parallel to this phenomenon, there is a substantial increase in the occurrence of information security incidents. Such incidents may cause severe damages. Therefore, it is required a constant development of cyber defense strategies to prevent them. One of the strategies that is being adopted by several organizations is to have a Computer Security Incident Response Team (CSIRT). -
Abu Talhah Al-Amrikee: an Extensive Online Footprint
Abu Talhah Al-Amrikee An Extensive Online Footprint Updated: May 17, 2011 Introduction A Virginia man who targeted the creators of South Park for satirizing issues surrounding the depiction of the Prophet Muhammad has been sentenced to 25 years in prison for attempting to travel to Somalia and join an Al Qaeda-linked terrorist group. On October 20, 2010, Zachary Adam Chesser (a.k.a. Abu Talhah Al- Amrikee), 20, pleaded guilty to providing material support to Al Shabaab, an Al Qaeda-linked terrorist organization based in Somalia, soliciting crimes of violence and communicating threats. He was sentenced on February 24, 2011. Chesser, a U.S. citizen from Virginia, was arrested and charged on July 21, 2010, two weeks after he was originally apprehended as he attempted to board a plane to Uganda, en route to Somalia to join Al Shabaab. He later told federal authorities that he had also attempted to travel to Somalia several months before. Chesser explained to authorities that he expected to receive firearms and basic training with Al Shabaab, according to the affidavit. He expected to be placed in Al Shabaab's media branch, similar to the role held by Omar Hammami, an American citizen from Alabama who has become a primary recruiter for Al Shabaab. Chesser also told officials that Al Shabaab members asked him to bring laptops and cameras, to be used for high quality film productions to bolster the terrorist group's propaganda campaign. Prior to his arrest, Chesser admitted that he posted videos and other propaganda materials on behalf of individuals in Al Shabaab on extremist message boards, according to the affidavit. -
814437.En Pe 441.663
WRITTEN QUESTION E-3155/10 by Lorenzo Fontana (EFD) to the Commission Subject: Measures to combat the proliferation of messages inciting religious hatred on the internet Following the broadcasting of an episode of the popular 'South Park' cartoon series in which the Prophet Mohammed was portrayed as a grizzly bear, the leader of the Revolution Muslim organisation, in a message published on its US website, wrote that Matt Stone and Trey Parker, the authors of the series, could 'wind up like Theo Van Gogh'. This message could be interpreted in several ways. However, in the margins of the message itself, the home addresses of the two authors were specifically published, together with the address of their offices in California and the New York head office of the TV network which broadcasts the series. The same site, known for its content inciting hatred of non-Muslims has, in the past, published a video expressing joy over the death of US journalist Daniel Pearl, who was abducted and beheaded by Islamic fundamentalists in Pakistan. The site has also published videos by the Anglo-Jamaican imam, Sheikh Abdullah al-Faisal, known for his preaching of hatred and his repeated calls to kill non- Muslims. In the past, the 'South Park' cartoon series has broadcast similar episodes in which other religions have been desecrated, in particular the Catholic religion, and the Christian community has on several occasions criticised its content, without resorting to violent or unseemly reactions. Moreover, many Christian communities in countries with an Islamic majority have recently been subjected to countless episodes of religious intolerance.