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Episode #70 S1-EP70 How To Earn The Right To Ask Questions with Richard Harris
Richard Harris joins Collin Mitchell in this episode of the Sales Hustle Podcast. Let's hear from Richard as he shares some cliff background on how he started in sales and hear all about the good they do at The Harris Consulting Group.
Richard Harris is the Founder of The Harris Consulting Group. They help clients with their Full-Funnel Sales Training and Operational Guidance.
Richard Harris is also the author of the book called Owning Your Job Search: Your Step by Step Guide From Application to Salary.
You can learn more about Richard Harris and answer the survey on his website at https://theharrisconsultinggroup.com/.
Join Our Sales Motivational SMS list by texting Hustle at 424-378-6966. Please make sure to rate and review the show on Apple.
Episode 70 - Richard Harris
Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking for too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transformed the relationship building process and win their dream clients.
[00:00:30] I'm your host, Colin Mitchell. All right. What has happened in sales hustlers? I've got a treat for you today. I've got Richard Harris of the Harris consulting group came across Richard in clubhouse recently and knew I needed to get him on the show for all the sales hustlers, Richard, welcome to the show.
[00:00:48] How are you doing?
[00:00:49] Richard Harris: [00:00:49] Dude. It's like, I've been on clubhouse like six times. So the fact that you've, you know, found me, um, I'm flattered.
[00:00:57] Collin Mitchell: [00:00:57] It was just sitting around in there waiting for you to show up apparently.
[00:01:00] Richard Harris: [00:01:00] So right. She should have been of course, like what else would you be doing?
[00:01:06] Collin Mitchell: [00:01:06] Yeah, I have a little bit of a love, hate relationship with, with clubhouse.
[00:01:10] I personally prefer the smaller rooms, but it does get very addicted. I have to put, I have to turn the notifications off sometimes, or I find myself easily. Yeah. Uh, pulled towards going in there and seeing what's going on.
[00:01:21] Richard Harris: [00:01:21] It's funny. Cause you know, I'm doing some, some projects coming on and where we're going to simulcast on clubhouse.
[00:01:29] So we're trying to figure that out, which is not necessarily easy to do while we do a live session, um, on zoom and we're going to do a pre and post party. So we can move, you know, you want to come early and just talk to the, to the guests, you know, before everybody else, or do you want to hang out after, you know, like, so we're, we're experimenting with some stuff.
[00:01:50] So I'm excited for that.
[00:01:52] Collin Mitchell: [00:01:52] Yeah. I'd love to see how that goes. I think a lot of people are still trying to figure out how to do it, what to do, what the strategy is. Yeah.
[00:01:59] Richard Harris: [00:01:59] I'm sure we'll look it up. You know, it's just me and my first big partnership project with Salesforce. So, you know, like, No. Yeah. What could go wrong?
[00:02:08] Totally. Totally. What's up? What do you want? Well, today, thanks yearly. Thank you for asking me to be here. I'm happy to, to come out and just spread some love into the, into the sales universe.
[00:02:19] Collin Mitchell: [00:02:19] Yeah, no, I appreciate it. And, um, before we get into the good stuff, just give us the cliff notes version of your sales story.
[00:02:29] Richard Harris: [00:02:29] Uh, I'll start, I'll go backwards. So I teach reps how to earn the right to ask questions, which questions to ask. And when, and I developed this because nobody taught me this shit. Right. Yeah. Like what would he taught me in a contextual way? Um, I've always been a small business guy. I never went to Xerox or IBM or Microsoft or any of these big companies where that stuff probably would have been taught.
[00:02:53] Right. And his plot. I know that it's stock. Um, so I know that that didn't exist. And I have worked with some of these big companies, you know, that are this large and they still don't know how to teach it. So, so that's where, where I came from. But. I was I'm different, you know, there's, you know, sometimes it feels like sales is a dumpster fire.
[00:03:15] Um, Every other profession that didn't work out. Right. Like I, like, I went to get a degree in communications and marketing. I don't like marketing or, you know, I realized, you know, I'm a teacher and I really can't make money. I'm going to go, you know, so sales is that collection, right? Where the linen land of misfit toys.
[00:03:35] Yeah. I'm the opposite of that. I, I, early on knew I wanted to be in sales. Both my parents were in sales. My mom's a broker. Um, my dad sold insurance, you know, how exciting. And, um, so I was surrounded by business early on. Um, and I liked the aspect of it and I liked. You know, I started investing in the stock market at 15.
[00:03:57] I just told this story, or today I was 15 years old and this is literally last century. So I'm that old. And I was being confirmed in Judaism, which is different than a bar mitzvah. I didn't have the bar mitzvah. Um, and my parents said, well, what do you want? And, you know, The traditional answer is always money.
[00:04:14] And they said, well, what do you, what do you want to do with it? And I said, I want to buy stock. And my mom was a broker and she said, well, what stock do you want to buy? And I kind of looked around and I said, let's buy MTV, MTV words, its own public company back then. Skyrocketed did great job. Got bought by Viacom was now.
[00:04:29] We're owned by whatever took that money invested in Disney invested in Nike. I was very conscious of like, what are the, I understood this concept of disposable income at the kid level. And so that, you know, that's, that's sort of where I realized I liked money and how to make money and I wanted to keep making money.
[00:04:48] So that's where sales came in. My first job was at the gap selling clothes, right. Folding clothes in the mall. Um, and that was a thing. And then, uh, Moved into different insights sales. What's a Mo what's a mall. Exactly. Right. So I almost thought you were serious, which is really scary to me. That means like, I don't know, is this guy millennial or gen Z.
[00:05:12] So, uh, but which are you? Are you millennial or gen
[00:05:16] Z
[00:05:17] Collin Mitchell: [00:05:17] millennial, but, but I'm an old soul.
[00:05:19] Richard Harris: [00:05:19] You are okay. What's up, what's up with this huge argument about the side part? Like I didn't, I mean, granted I'm bald, so what do I know? But like, apparently the millennials and gen Z are having an argument about partying the hair on the side.
[00:05:31] Do you know of this? I
[00:05:32] Collin Mitchell: [00:05:32] don't know if this I'm not a, I'm not a. Active lobbyist, millennial.
[00:05:42] Richard Harris: [00:05:42] Well, maybe someone, if anybody's listening and you can explain this to me, connect with me on LinkedIn and let me know what's going on with the part bait and recognize that none of you should be fucking debating because I'm bald. Like you said.
[00:05:58] Collin Mitchell: [00:05:58] Yeah. Yeah, so, all right. So sales was in your blood, it sounds like you, you, you learned some, some business acumen early on, and so now you teach the, the shit that people didn't teach you when you first got into sales. Correct. Okay. And so let's, let's, uh, let's get into some of those, some of those things like.
[00:06:21] What particular things do you work with on people that people are teaching either, even in the small level and the big level with the type of companies that you work,
[00:06:29] Richard Harris: [00:06:29] the two things that stick out the most for me. And it's what, it's what clients tell me. They like, as I talk about. The psychology of selling and more importantly, the psychology of buying, right?
[00:06:41] Not the challenger buyer, not that stuff. I'm going deeper. I'm going deeper into the ego States of your inner child and parent and how tone and. Inflection actually connects to an emotion within you and what that emotion means to you and what you feel when you see here at, or stay at, um, and the same thing from the prospect or customer's point of view, like, what are they actually going through?
[00:07:07] You know, it's not about the buyer journey. It's about the buyer experience, right? Nobody, nobody, nobody, you don't go to the fancy new steakhouse and have someone go, Hey, how was your journey to the steak house? Right. They say, w what was your experience like Colin? Yeah. Right. And so trying to connect that piece, sort of in putting humanity into it.
[00:07:30] Right. Um, Which I think is different.
[00:07:34] Collin Mitchell: [00:07:34] Yeah, it is. I mean, the listeners are probably going to kill me because I say this all the time, but you know, people that I work with and all my team, I tell them, Hey, the goal is really simple when you boil it down to this, the goal is to make sure every interaction that you have.
[00:07:49] That they have a good experience regardless of the outcome. And the outcome could be doing business, not doing business, doing business and stop doing business, whatever the case is, whether they have the budget, they don't maybe the right fit. Maybe they're not the doesn't matter. Treat them all the same, give the same level of effort and make sure that they have a good experience, regardless of what happens
[00:08:08] Richard Harris: [00:08:08] all.
[00:08:08] Come back to you. It always comes back to you. Um, I hundred percent agree with you, so I will repeat it for you just so that, you know, you're annoyed listeners will hear it from, you know, from the other dad in the room. Right. So it's about the experience. People make sure they have a good,
[00:08:26] Collin Mitchell: [00:08:26] so, so let's, let's break, let's break that down.
[00:08:29] Like what. Can a seller do to make sure, because a lot of times this goes against like, and things that they've been taught. Like, I wasn't taught this. When I got into sales 10 years ago, it was about like, get the sale, get the commission, like throughout the offer, change the subject, build rapport. Like it was very transactional, you know, treating people based on what, how profitable they were.
[00:08:51] Richard Harris: [00:08:51] Right. Like to your point of like build rapport. Okay. Well, that's an a, that's an experience, but I don't know a lot of leaders who could teach you how to build rapport and just talk to them. Act like, you
[00:09:01] Collin Mitchell: [00:09:01] know, a lot of PR, a lot of people fake it, right? Like, Oh, Hey, you know, you must be a giants fan. Like, I don't know if you're a giants fan because you're in San Francisco.
[00:09:09] Maybe, maybe you are, maybe you aren't, but like, do I care? Do you care? No.
[00:09:15] Richard Harris: [00:09:15] Yeah. I mean, that stuff worked a lot better 10 years ago than it does today. Right. Because of social selling. Um, I don't mind it if I find something like, if someone's really smart and wants to get my attention and they've done research on me, they'll realize I'm a huge Springsteen fan.
[00:09:28] And like, you know, it's all it takes just now to your point, if you say, Hey, born in the USA is my favorite album, then you know, I'll be like, Oh, come on. No, it's not like, it's not, um, But so anyway, so, so teaching that is understanding the psychology, but then let's talk about it in the stuff they try to teach you.
[00:09:49] They try to teach you about open and closed ended questions, right? Yeah. But here's the, the single, what do you think the single most important thing is about open and closed into questions? There are two, but I'll say let's
[00:10:01] Collin Mitchell: [00:10:01] do the single one. I think number one, like, is it the right question or the right time to ask the question?
[00:10:07] Richard Harris: [00:10:07] Nope. And I failed, right? Nope. The most important thing about opening the questions is it forces us to shut up. So know why you're asking them before you decide which questions to ask. And once you realize, Oh yeah, I'm not supposed to talk now. What do I want them to talk about? What do I need them to talk about?
[00:10:31] Now? I can formulate the open-ended questions, right? Closed ended questions, right? They don't talk about this very much. Yes and no. When your brain hears the word. No. It releases destructive, neurochemicals fight or flight. So when you cold call and you get no, that's why we don't like it. That's why we have to amp ourselves up because we're already thinking negatively.
[00:10:55] We have negative chemicals going on in our brain. Here's the, here's the rub. When you hear the word. Yes, your brain doesn't do anything. So you're predisposed to negativity and your body reacts to negativity from in a physiological way. Now, does that mean, I mean, you know, once I know that, does it mean I'm not going to have that problem?
[00:11:18] No, not at all. What it really means. Is that now you can at least create a little bit of, I call it two centimeters of space, give yourself two centimeters between what you're feeling and what you're thinking. And in that two centimeters, you can create a deep breath and exhale, a little bit of a disconnect from the emotional piece so that it doesn't have as much of an effect on you.
[00:11:42] Those numbers, those neurochemicals are still going in your brain. Like you can't stop it, but I can try to label it in a way that says, Hey, here's a negative. If I give myself this space so I can exhale. That's a positive, I'm replacing this. Like if you had for opinions of boss, right? He talks about this stuff all the time.
[00:12:01] But that's the stuff that, that matters that needs to be taught. And so is great. The challenge with Boston stuff is that he didn't create it. Like if you've been, you know, I've been in therapy for 20 years, like I've been going through this shit a long time, and then I read the book and I'm like, fuck, I could have written that book.
[00:12:19] Collin Mitchell: [00:12:19] Go what's that? Yeah. The, the, the phrase that's coming to mind when you're saying all this is like mindful selling, you know, like the things you're talking about, like taking a breath, being present, like giving that space labeling, like, so
[00:12:34] Richard Harris: [00:12:34] millennial dude, like, so wait, wait, wait, wait to contradict yourself calling.
[00:12:42] Collin Mitchell: [00:12:42] Hey, I'm labeling it. I'm lazy. Right?
[00:12:45] Richard Harris: [00:12:45] So. Mindful felling. Yes. That is one. That is what it is. And I, you know, bringing humanity and being mindful, like it's not, you know, those are the things that have to be taught as opposed to, you know, make it about them. You know? Like you got to teach the why that stuff works before you teach what works.
[00:13:06] And do you think people
[00:13:07] Collin Mitchell: [00:13:07] struggle with this to like, like, um, because it just doesn't feel natural for them. Like, it's very, like, it feels to do some of these things is very, uh, not natural. It's very, um, not what they've been taught, so it's very uncomfortable and it almost feels fake.
[00:13:28] Richard Harris: [00:13:28] Um, There's a little bit of that, but I think it's also one of the, one of the few professions where your outcome realize specifically with the people you interact with.
[00:13:41] Right. And that doesn't mean that marketing doesn't have that too, but there's, there's, there's about six layers of walls between marketing and the customer. Right. That's why marketing the really good marketers know how to talk to their customers by product. Marketers are great at it. When they talk to the customer, they're trying to break down all those barriers.
[00:13:59] There's nothing in between us to protect us. Um, so that's, yeah, that should be uncomfortable. We're humans like I, and so, so. That's a piece of it. Right. But to try and acknowledge it, it to me again, it's kind of like that destructive neurochemical let's acknowledge. Oh yeah. I'm a human that's uncomfortable.
[00:14:19] Well, now that I know it's uncomfortable. Well, what are some ways I can be comfortable? Right.
[00:14:24] Collin Mitchell: [00:14:24] Or even just be okay with it being uncomfortable. Well,
[00:14:27] Richard Harris: [00:14:27] that too. Right. But that, that is the skill of like, Oh, I can ignore that now. I don't worry about it. Like I, you know, when I talk to the veterans of sales, right, when they say, Hey, it's not personal.
[00:14:37] Or when someone wants to beat me up over pricing, I don't take it personally. Well, they built up a callous to that, but I, I will say, well, actually you do. And they'll say, what do you mean? I said, because for a split second, before you say, Hey, I just know they're going about pricing. There's a moment that triggers you to make you remember the positive way to handle this.
[00:14:59] So it's still personal. It's still affecting you. You it's called wisdom. That's what wisdom is, is how do I do this? Better. And I think we all go through this all day, every day. Like we're always in a sales mode, right? Whether it's with your kids, right? Whether it's with your wife or your spouse or your husband or your partner, whether it's with your dog, like you're constantly going through this stuff.
[00:15:23] And, um, it's easier in those places because we have an emotional connection. Right. It's easier. It's not always easy to talk to my, my wife about certain things, but I know it's easier than it would be a stranger. Right. Like I know that my wife's not going to, you know, short of me, you know, doing something ridiculously terrible.
[00:15:41] She's never going to leave me. Right. Um, you know, so, but that took
[00:15:46] Collin Mitchell: [00:15:46] time and practice and dealing with the uncomfortable pieces and yeah. Or maybe earlier on, and now it's more. Less less
[00:15:55] Richard Harris: [00:15:55] uncomfortable. Yeah. So I try to teach, I talk about the uncomfortable so that it's no longer uncomfortable. Right. So I'm going to
[00:16:05] Collin Mitchell: [00:16:05] write that.
[00:16:05] How, how, how do, uh, How do sales leaders get more educated on this stuff other than the obvious of, of, of going to Richard Harris, um, and, and teach these things.
[00:16:21] Richard Harris: [00:16:21] So there's a lot of ways to do it. There's a lot of self knowledge stuff that I think, and that's, it's a way easier, you know, I'm a gen X-er. I didn't have Google, like, you know, like, I will say this, like you, you said it earlier, you know, what's, what's the mall.
[00:16:35] Do you even know what microfiche is? Colin? Like, have you ever heard of this word microfiche? I have not. All right. So basically when I went to the library in college or the university of Arizona, you know, you have a card catalog, right. And. You'd want to see and say, Oh, go check out this newspaper. Well, they're not going to keep your, you know, the years, the years of newspaper.
[00:16:59] So there's microfiche and you can't see my hand, but I'm holding up a square of about. Two to three inches by two to three inches. It's basically just a big, next slot negative from, do you even know what a negative is from a camera? Like it's film? Do you know what a film like this is? Yeah. Do
[00:17:14] Collin Mitchell: [00:17:14] libraries have audio books, right?
[00:17:20] Richard Harris: [00:17:20] I'm with you. I'm with you. So, so you had to like, go look under this microscope at the microfiche to read the article from, you know, 1897, right. You guys have the fricking internet, right? Like, I
[00:17:30] think
[00:17:30] Collin Mitchell: [00:17:30] I've seen this on a VHS before.
[00:17:36] Richard Harris: [00:17:36] That was awesome. That's a really good one. Um, so anyway, uh, so, so, so it's. So self-educating was not quite as easy for us. Right. Um, and where you, so there's the, and it, and it's also not been taught, innately. Like my kids are 12 and 11 and they know how to Google search by voice. Like my kids a couple of years ago, you know, dad, you don't have to like type it in.
[00:18:08] You can just. Click the speed to the microphone button on Google right
[00:18:13] Collin Mitchell: [00:18:13] now. There's there's pros and cons to that, right? Because you gotta be careful of what information you trust and consume. And there's a lot of people putting a lot of stuff out there and like, you gotta fact check it like, Oh yeah,
[00:18:24] Richard Harris: [00:18:24] we're teaching them all that.
[00:18:25] We're teaching them all that. So, so you have to self-educate that's a long story. So one self-educate, I'm a huge fan of reading. Um, I read some business books I've stopped. Reading some others, because I don't want to, um, spoil what I'm writing in some cases. Right. I don't want to accidentally borrow someone else's content.
[00:18:43] Like that's not my intent. I want to let people be authentic. I want to try and sound authentic and be authentic. Um, And so I read a lot of autobiographies, so there's so much knowledge and wisdom and autobiographies, the two biggest ones that I've read lately that I recommend, particularly if you're a manager and even if you're a sales person who thinks you want to go into management is called, um, the score takes care of itself by bill Walsh.
[00:19:10] And he talks about how he built the San Francisco 49 or dynasty in the eighties and nineties. And it's literally piece by piece. How it works, tells these great football stories, talks about how Ronnie Lott had, has decided to have his fingers cut off so he could play in a football game. Um, um, but then he applies it in business and he teaches you.
[00:19:29] And he talks about how does he coach coaches to coach the players, which is. How do I manage managers to manage the team? Right? Like there's and they draw the parallel and so fascinating book. It's a fun book. Um, that's the first one that I'm reading a lot. GreenLights by Matthew McConaughey that just came out.
[00:19:47] Um, and this is 2021. So it came out, I think in December of 20, 20 fascinating book. Um, it's not about a Hollywood guy. It, it talks about, you know, the life lessons he learned growing up and how he saw. Certain things in life is red lights or green lights. And sometimes a red light is a green light, sometimes a green lights, really a red light.
[00:20:08] And how do you figure it out? And he tells these stories. And, and for me, I just thought that was really compelling and fun. And I'm an audio book guy, so I know what those are. Yeah. You know, uh, we did,
[00:20:19] Collin Mitchell: [00:20:19] you know, you can listen to them in one and a half or two X speed.
[00:20:22] Richard Harris: [00:20:22] I did, I I'm a 1.3 to 1.4 guy. Um, thank you.
[00:20:27] Um, but I'm gonna call you all my other tech questions. You've just opened the door. Um, but I don't even know where I was going with it. Um, but anyways, so those are the books I like to read. I like to read some of those things. Um, non-sales books, a lot of nones. I w I want life books. Right. Everything in life is sales and everything in sales is life.
[00:20:49] You better
[00:20:49] Collin Mitchell: [00:20:49] write that one down
[00:20:50] Richard Harris: [00:20:50] too. Yeah. And, and it's kind of like, why wouldn't you want to take the life skills and put them in sales and why wouldn't you take the sales skills and put them in life? Yeah. That's that's, that's all it is. So, anyway, acknowledging that, talking about it to your point, I like what you said about talking about the uncomfortable to make a comfortable.
[00:21:08] That's what this is. That's what I do. Um, that's where I tell people to go. I actually, I don't know if you want me to dive into it, but, uh, we're going to release a survey, uh, with a company called rev ops squared. Where we talk, you know, what are the, what are the, what are the skill development? So people that CRS need, or want VPs of sales, you know, the sales manager, the director of sales, like we went through this,
[00:21:34] Collin Mitchell: [00:21:34] what are, what are some of the things on the top of those lists?
[00:21:37] Well,
[00:21:37] Richard Harris: [00:21:37] it's interesting, right? So there's a couple of them. Um, so I'll mention a couple and then I'll tell you what I found. Very interesting. So at the top of the list for sales, leadership skills development, Right. One is a high priority. 10 was a low priority. Uh, for CRS forecast management is the top skill development area.
[00:21:57] Right. Um, then manage your development, then performance management, pipeline development, pipeline management objectives, and quota management, opportunity management, organizational development. Guess what's not on this list and there's like four more things. Nowhere is the word sales training. Was not chosen.
[00:22:19] Like, and I get it. Like, I understand these are their top things they want to be better at, but you can't be better at forecast management unless you train your team. Right. And whether that training is like what I do, you know, sales training, or CRT engagement training, which is a whole other issue, the forecast is gonna be shit.
[00:22:38] Right. Welcome back to Xcel right now. What's
[00:22:43] Collin Mitchell: [00:22:43] interesting is, is a lot of those things are. Not far off from each other. They're all fairly, we're all
[00:22:49] Richard Harris: [00:22:49] similar. Right? Right. Well, and to your earlier point, they're all about teaching people to get more comfortable with the things they're uncomfortable with.
[00:22:59] And some of this can feel micromanagy right. Like performance management, third on the list. Is that sales training possibly, right? Or is it management coaching? Is it personnel coaching? Right? Those are the things that, that are there. I was really. Really excited to hear managed development as the second most important thing, because, you know, just like nobody taught us sales.
[00:23:23] Nobody taught us how to be managers, every sales manager. I know even to this day, they're often promoted because. They're good data. People, they understand the data to navigate a deal. They understand how to follow a sales process. They know how to navigate a conversation. They are experts in product they're experts at the process side of sales.
[00:23:45] You know what they suck at managing and coaching. Yeah, managing people, right? Like they don't want to, like, I've had the conversation. I worked at the gap as a manager and, you know, we had one employee who had really bad body odor and I was like, Oh my God, nobody teaches you that. How do you handle that conversation?
[00:24:04] Right. You don't want to fire somebody. Right. And so I, you know, like, Fortunately again, I worked for a big company. I called them and I said, okay, what do I coach me on coaching this? So those are the advantages of big companies, right? Yeah. Or, you know, what do you do when someone calls in sick all the time, nobody teaches you how to handle it other than put them on a PIP and fire them.
[00:24:27] Well, good luck with that, right? Like that, that, yeah, but maybe there are five other things we should talk about. Maybe their parents have COVID maybe there's a challenge. Maybe they have a drug or alcohol problem. Maybe we could be a little more human to them before we just. Shitcan them and throw them to the curb, you know, so,
[00:24:46] Collin Mitchell: [00:24:46] well, if we unpack that a little bit, right.
[00:24:48] It's people not being willing to do things that are uncomfortable. Yeah. So they run away or avoid them, right. Or not deal with
[00:24:56] Richard Harris: [00:24:56] it. Head on. Yeah. I had a business coach, uh, several years ago in her line and I love this line is that the soft skills are the hard skills. Mm, right. And if you, whether that's the soft skills of sales, to your point, it's making you do something you're not comfortable doing mostly because you, you, you don't know how to do it and you just haven't tried it.
[00:25:16] Right. Like that's, you know, that's kind of it. Um, I'm going to push down to the next one for VPs of sales, and then we'll sort of take the conversation where you want to go. Um, and we can do this all day, but I don't, I don't need to. Yeah. You know, doesn't need to be about this report. So the VP of sales who's right under the CRO, their number one was, um, skills development was around understanding objectives and quota management.
[00:25:43] Right? So again, the CRO said forecast management, the VP of sales set, objective quota management, then pipeline management, and then forecast management. So it's interesting in my mind that the VP of sales is saying, Hey, we need to understand how to do the pipeline first. And if we do that, then the forecast is more accurate.
[00:26:09] Right. Right. So then it come after forecast management, it's sales process and metrics management, coaching and sales calls though. It's still like 10 10th on the list. Were you surprised by that? Yes. Yes, because I think everything flows from there. Now
[00:26:29] Collin Mitchell: [00:26:29] you got to work from the bottom up, right? If you nest in the bottom up, those other things become easier.
[00:26:35] Richard Harris: [00:26:35] That's the theory right now. It's also possible as you go and leave, you can, I can go, you know, I'm not going to do it, but we could go skewed, show the data and show that, Oh, well, gosh, if you think about it, these people all come from big companies where maybe they have a sales enablement team. So that becomes less of a worry.
[00:26:53] Right. So that's a fair assumption that, okay, well maybe they do have sales training dialed in, right. And Richard's head is around earlier stage startups or some other place where sales, enablement and sales training. Hasn't been. Maybe as strong as it could be. Right. So, so I, I see both sides of this coin in that regard.
[00:27:14] Anyway, I'll pause there and see where you want to take this conversation.
[00:27:18] Collin Mitchell: [00:27:18] So, uh, let's, let's dig into sales process. So, so how do, how do people improve the psychology of sales around their sales process?
[00:27:33] Richard Harris: [00:27:33] Well, so for me, do I have the right exit criteria from one stage to the next, right? As far as I'm concerned, you know, the process is the process. And if this is the standard sales process, and I'll explain a little bit, so one is, you know, there's sort of identification, right? Sort of lead gen, then there's qualification.
[00:27:55] And then there's discovery. Then there's a selection mode, then there's negotiation. And then there's closing. That's every sales process I've ever known. And it irks me to the nth degree, but I see a sales process stage stage four is the proposal stage. They fucking kidding me. That's not a, that's not a stage.
[00:28:16] That's an activity. That's something you do. You send a proposal as part of either the selection process or the negotiation process. Right. When I see the stage is called demoing, are you kidding me? That's either qualification or discovery. Right. Like, it's like, so there's a lot of stuff that's sort of messed up.
[00:28:33] And I think it, to your point, if, if you agree with me, by the way, if someone's sales process is the other way, and it's working in your crushing goals, don't change it. Cause Richard got on here and got on a rant. Like don't, you know, if it works, it works like don't, don't throw away good stuff. Um, but you didn't have to define the exit criteria.
[00:28:55] Between each state, some companies like to say, well, what's the exit criteria and then the entry criteria. And I'm like, well, if you get that micromanaging, that means you've got this gray area in between the stew stage. Like you're not qualified, you've qualified them, but they're not ready to go into discovery.
[00:29:10] I'm like, I don't know what that means. So, so
[00:29:13] Collin Mitchell: [00:29:13] to me, you don't want to create too much confusion where it's just like, I don't know what to do.
[00:29:17] Richard Harris: [00:29:17] Right. So, so for me, the exit criteria are very certain objectives or learnings that matter. Right. So that I've learned this part of the process. I understand this part of the process I've identified the committee, I've identified that a committee makes the decision.
[00:29:36] Maybe that's in the qualifying stage discovery stage. I try to figure out who's on the committee, right? Like it just sorta depends. And you know, the challenge with Salesforce and most CRMs is they're, they're built linearly, which is really bizarre to me. Um, and. Uh, because you, you feel like you're forced to stay in those stages where if I were going to do it, I'd do a Venn diagram.
[00:29:58] You know, of a flower where I sorta have a qualification as a circle, another one called discovery. They overlap somewhere. Right then the next one is, um, selection mode. The next one is negotiation mode. And then in the middle is closing. Right or, or winning, and those things would overlap in the CRM so that I could see visually in a very different way than having to scroll down the page so much.
[00:30:26] Right. Like it's, and it's a Richard thing. I don't know if that's the right way to do it, but like just, just sort of the idea I came up with. So, you know, one day when I have a billion dollars and I want to create a, uh, a CRM system, that's what I'll build. Yeah.
[00:30:41] Collin Mitchell: [00:30:41] Um, all right, Richard, it's been fantastic having you on here.
[00:30:46] Uh, and a lot of fun jamming out on these topics here. Glad I was able to get you on here. What do you want to let folks know? Where can they maybe get this survey? Where can they get this new ebook? You have anything else you want to plug and won't kind of get in show
[00:31:00] Richard Harris: [00:31:00] notes. Sorry. We didn't even talk. I'm glad we didn't talk about it, but I wrote an ebook.
[00:31:05] I know a lot of people are not. Either happy in their sales role in their white knuckling. It cause you got to wait until the more economy changes and that's the right thing to do, right? Stick with your economy, stick with the business, get a check, make sure you have health insurance, take care of yourself, take care of your family priority one.
[00:31:22] Um, but I wrote a book on, um, how to own the job interview process. How do you actually. Interview better. What are the kinds of questions you should be asking in a job interview besides tell me about your standard day. Not that you shouldn't ask that question, but there are way better ones. How do you use these questions to get shortlisted?
[00:31:41] Which then means you're going to get more opportunities for job offers how to navigate multiple authors. Like, so I wrote this book called owning your job search it's on Amazon. Um, I think it's on Kendall. So if you have, um, you know, the, the, the subscription, it's free to download that kind of stuff.
[00:31:58] Right. Um, so anyway, so that's, that's the book. The survey will be out on my website, Harris consulting group, um, dot com the Harris consulting group.com. It's coming out. Uh what's today, today is February 25th. So probably by the time this drops, it should be up and running. So that being said, you know, thank you so much for finding me and having me and Hey, Hey, clubhouse way to go.
[00:32:20] So like in my, you know, this'll be the coolest thing ever. If someone says, Hey, Richard, I heard you on this podcast. Right. You're going to get credit for that. But then I get to go all the way back to the ultimate source of clubhouse that I got a deal off clubhouse that's for everybody.
[00:32:34] Collin Mitchell: [00:32:34] I think that's what everybody's looking for right now.
[00:32:36] Like, is this activity. Yeah. Yeah. I think there's rumors about that already, but I don't know if they know what they're talking about.
[00:32:44] Richard Harris: [00:32:44] Yeah. Who knows? Who knows? Um, awesome.
[00:32:49] Collin Mitchell: [00:32:49] Yeah. Thank you so much. Yeah, likewise. Uh, we will include all of those links there in the show notes for you, sales hustlers. If you enjoyed today's episode, please write us a review, share with your friends and we're listening for your feedback.
[00:33:03] Thank you for tuning in to this episode of sales hustle. Are you a sales professional? Looking to take your sales career to the next level. If the answer is yes, then I want you to go over to sales, cast.com, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host collum Mitchell.
[00:33:26] And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.


text:
Bluetooth explosion may hinder development
Decay may have already set in according to one analyst
By Justin Pearse | January 13, 2000 -- 15:00 GMT (07:00 PST) | Topic: Tech Industry
Bluetooth, the wireless technology on a chip, will see gargantuan growth over the next six years but could be scuppered by over zealous organisations trying to mould the technology to their own purpose. So says a report out Wednesday from global research firm Frost & Sullivan.
The report predicts that sales of Bluetooth products will rocket from $0 in 1999 to $36.7m in 2000, reaching $699.2m by 2006. The widespread industry support for the technology -- there are more than 1300 companies in the Bluetooth Special Interest Group (SIG) -- may lead to interoperability problems threatening the standard, says the report.
Jan ten Sythoff, author of the report, believes the competing members of the SIG, operating in various industry segments, may lead to splinter groups within four years. One of the major hurdles in Bluetooth's path, says Sythoff, is interoperability issues with competing wireless technologies, such as wireless LANs and HomeRF.
Although Sythoff is confident Bluetooth will quickly see off the threat of HomeRF, "in Europe because Europeans are not really interested in home networks" he believes wireless LAN technology throws up a different set of problems. Interference from wireless LANs means that while some members will want to make Bluetooth interoperable with them, or customise it so it acts as a wireless LAN, other companies will want it interoperable to keep their own solutions viable.
However this view is not shared by one of the foremost members of the Bluetooth SIG, Ericsson. Anders Edlund, an Ericsson spokesman, believes that such problems are "extremely unlikely". He explains, "I think what we have here is a misunderstanding of the philosophy behind Bluetooth," he says, "Wireless LAN technology is for the enterprise, whereas Bluetooth is for consumer devices."
Sythoff says interoperability is inevitable. "In the long run Bluetooth will have to become interoperable [with wireless LANs], in the office and Bluetooth on the move," he says. "People don't want three different technologies. That would mean they have to buy three different things."
The large installed base means that wireless LAN technology will not be killed off completely in Sythoff's opinion. One possible solution to the problem he sees is wireless LANs moving to the 5Gz frequency spectrum, thus avoiding interoperability issues.
Although Frost & Sullivan predicts the first commercial Bluetooth products will be available in mid 2000, Sythoff believes that these are likely to be high-end devices and does not expect to see the technology entering the mainstream until 2001/2002.
Who's right? Tell the Mailroom
Take me to the Bluetooth special
More from Justin Pearse
Two-fifths of financial institutions broken into
A Year Ago: Internet TV arrives with promise of revolution
A Year Ago: Ericsson unveils digital pen and paper set
A Year Ago: NatWest's WAP services will appeal to all

redpajama_set_name: RedPajamaCommonCrawl


The Guide to Crop Protection provides information on the use of herbicides, fungicides and insecticides for control of weeds, plant diseases and insects. This publication is only a guide. Always refer to the product label for application details and precautions. This year's guide also provides updated Maximum Residue Limits.
You can download the entire Guide to Crop Protection or individual components from the links below.


Czibik, Á – Fazekas, M – Tóth, B – Tóth I J: Toolkit for detecting collusive bidding in public procurement. With examples from Hungary. Working Paper Series: CRCB-WP/2014:02.
Across the globe, the exposure of collusive behaviour of companies in procurement markets is predominantly based on qualitative information from firms or individuals involved in collusion. This makes detection rare and titled towards disintegrating bidding rings. Economic analysis, modelling and forecasting have a limited role in this field. However, the increasing availability of large administrative datasets on public procurement transactions and the development of new econometric methods make it possible to develop a wide variety of indicators signalling different forms of collusion.
Based on a synthesis of literature to-date, this paper provides a flexible indicator set deployable as a toolkit across many countries for detecting collusive bidding in public procurement. While no one-size-fits-all approach exists in detecting collusion, robust elementary indicators and analytical tools for adapting them to local contexts can be developed. The paper delivers a conceptual definition and theoretical discussion for each indicator as well as a complex empirical assessment using data on over 75,000 contract awards in Hungary between 2005 and 2012. Indicators are identified, selected, and tested based on relevant academic literature, current best practice policy among competition authorities, court material, and interview evidence from experts and key stakeholders.
Indicators include the relative price of goods and services, skew in the distribution of offer prices, repetition in the pattern of winning companies (i.e. cyclical winning), and co-bidding network constellations suggesting the recurrent submission of losing bids. The proposed toolkit embeds this wide set of collusion risk indicators in a framework which explores theoretically founded co-variation between them and generates benchmarks of 'normal' market behaviour using geographical and temporal variation.
The proposed approach differs from previous attempts at generating indicators of collusion in public procurement markets in that it develops a broad ex ante risk-based monitoring framework which is adaptable to a wide range of markets and countries. While it is only an initial synthesis of evidence to date, it serves as a suitable starting point for developing context-specific robust signalling systems.


The recipe instructions are not visible because the recipe was clipped from an external source. To respect the hard work and rights of these authors, we link recipe instructions back to the original source. Simply click the available link to see the full recipe instructions.


sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.
Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property's lifestyle. First, think about a client's everyday experience. Where's the best breakfast spot nearby? How's access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area? Where might your client swing by for coffee? Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn't just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert. Your clients will feel they're in good hands and will better envision their future unfolding, all thanks to your thorough legwork.
message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call. Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It's okay to encourage clients or fill them in on industry norms, but it's important to create an experience that's tailored to their style and personality.
Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients. Of course, it's important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole. It's no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that's synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.
The "whys?" don't matter. The back story may be very interesting and compelling, but does "why?" solve the problem of an erratic business or personal life? Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year's resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it's also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.
There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge "IF" (I FEAR). Here's my ofering at setting long term personal and business goals. The best way to predict the future is to create it.
Family, Social and Spiritual. Unless you have something else---go with these.
makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.
3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category. If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.
5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.
If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years. What have you done in that time to move ahead in each of these 7 areas? "If you continue to do what you've been doing, you'll continue to get what you've been getting." The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?
6. Update your list periodically to reflect new directions and adjustments.
Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment. Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control). When you're in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you. Copyright©, Barry Eisen. All rights reserved.
Based in New Hampshire, under the banner of Keller Williams Realty Salem, Top Agent Bill Burke serves clients across his home state, in addition to those in nearby Massachusetts.
year, and that's because I put in the time and effort to make it happen. I've always had a passion for real estate and I genuinely love what I do." Today Bill has built a reputation as an agent known for his diligence, entrepreneurial spirit, and personal touch.
To learn more about Bill Burke email BillBurke@KW.com, visit searchhomesnh.com call m: (603) 548 – 5315 / o: (603) 912 – 5470, or visit his Facebook page at facebook.com/NHREALESTATEPRO www.
To stay ahead of the curve and build your brand, you've got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.
Expand your mind through meditation. You've likely heard all about the supposed powers of meditation, and perhaps you've long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.
Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you're tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you're feeling drained, out of ideas, or at your wit's end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you'll be thanking yourself later.
too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don't think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that's unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.
your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you'll be experiencing everything brand new all around you. Taking the time for trips like these isn't easy. In fact, making yourself devote those free days may be a difficult task itself. But it's the most direct way to get a breath of truly fresh air, and when you return home you'll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don't wait. Once you take the plunge, you'll be regretting you hadn't done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.


The opening moments of Douglas Aarniokoski's post-apocalyptic The Day are a veritable highlight reel of dystopic imagery: empty roads strewn with debris, forests darkened by fire, and shallow creeks muddied from years of pollution and erosion. Yet the calculated camera movement and menacing ambient silence gives this well-tread material an invigorating and dangerous feel. The threat of death feels real and all-consuming. As the film's five roughneck heroes, armed with machetes, shotguns, and knives, make their somber march toward some unspoken destination, we understand their haunted lockstep as routine.
Aarniokoski introduces the group dynamic through coded exchanges, clearly establishing personalities and relationships without divulging too much backstory: Rick (Dominic Monaghan), the hopeful leader whose will to survive outweighs his common sense; Adam (Shawn Ashmore), his brooding brother; Henson (Cory Hardrict), their sickly best friend; Shannon (Shannyn Sossamon), Rick's short-fused lover; and Mary (Ashley Bell), a mysterious new member of their ranks. We're denied key information about each character's motivations as well as the context surrounding the global disaster, and as such we're forced to piece together specifics from scraps of cryptic dialogue. Even more unusual is the absence of an audience surrogate, an archetype that horror films often use to humanize their brutal plots. The lack of such a character here suggests that, in this particular world, innocence is extinct.
The Day transitions from a stark character study to an all-out siege scenario when the group happens upon a desolate farmhouse and comes under attack by sadistic cannibals. Aarniokoski is obviously influenced by Night of the Living Dead, and in his use of archaic costumes, weaponry, and blunt-force action kinetics The Road Warrior's influence is also felt. Still, the sense of mood and tension the film establishes, best personified in the conflicted character of Mary, feels uniquely its own. Though a sly mix of physical prowess and solemn resolve, Bell gives her deadly cipher striking substance; the juxtaposition of her ongoing identity struggle with the violence of her external actions represents a microcosm of the war-torn world at large. Mary personifies both the fanatical lust of her flesh-eating rivals and the impassioned resolve of her brothers in arms, more specifically a will to live free of the hunger she was raised to embrace.
But despite being a nasty and skillful action film, The Day goes off the rails in the final stretch. The heavy-handed denouement is problematic, gleefully doling out moral comeuppance in the form of a brutal murder bathed in digital arterial spray. Ultimately, Aarniokoski leaves nothing open to chance, tying up all loose ends and concocting a contrived sense of superhero-like justice for his characters. It's all a little too tidy for a film that, at its best, is a sharp, grimy, and blood-soaked genre exercise about a populace slowly eating itself alive.


When one of the sinks in your home stops draining, you know you have a clog. If you can't remove the clog with the use of a standard sink plunger, then contact a licensed plumber to take care of the drain cleaning that will completely clear out the sink without damaging the drainpipe.
Keeping the Heat Pump Running All Night: Good Idea or Not?
If you have a heat pump to supply your home with cool conditions in summer and cozy warmth during winter, you may have heard advice from various sources that it is better to have the heat pump run all through the night during cold weather. At first, this may sound like a smart idea: you can keep your house comfortable during the coldest period (night), and also take advantage of non-peak hours that won't place immense strain on local power stations.
Posted in Heat Pumps | Comments Off on Keeping the Heat Pump Running All Night: Good Idea or Not?
Even though the furnace is the oldest type of home heating system, going back to the days when people hooked up pipes to their stoves to spread warmth through the other rooms, they remain a competitive type of comfort system. This is because furnace technology advances every year, with new engineering helping the next generation of models to achieve improved energy efficiency, performance, and safety. There has never been a better time to replace an aging furnace with a new unit that excels in every department.


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text:
12th March 2019 Kit Winder
The world's first cyber attack
Kit here again.
Before we get started today, I want to point you in the direction of this short video, from my colleague, James Allen.
On Thursday, James is launching a new project. His aim is to help you capture some lightning fast stock gains.
I'm talking 50%… 100%, even 1000% in just one trading day.
It sounds impossible, but having seen the research behind it, I'd urge you to at least find out more.
You can do that here.
On to the subject of today's letter.
Yesterday, we spoke about technology and war. Specifically how Japanese history is peppered with stories of military technology either making or breaking its army.
Today, we're going to look at another way technology has transformed the battlefield: Cyberattacks.
In December 2015, Russian hackers cut electricity to nearly a quarter of a million Ukrainians.
Former CIA Director Michael Hayden says that when he learned of the attack he felt, "This has a whiff of August 1945. Somebody just used a new weapon and this weapon will not be put back in the box."
Since then, the number of attacks has only risen – and plenty of them very close to home.
In fact, according to the Department of Defence, in the last six months the UK has been hit with 34,000 hacks. That's roughly 200 a day… or one every 13 minutes.
Those stats are just one of the reasons my colleague James Allen has gone public with his warning.
It's less than a month since he first started warning readers about the terrifying risk of a hack on our national grid.
Yet it didn't take long for the world to show just how dangerous a blackout could be.
As I write this, a crippling blackout in Venezuela is entering into its fifth day.
Supermarkets have been ransacked, hospitals are struggling to operate and public transport is barely functioning.
Alejandro Guzmán, a 26-year-old lawyer and one of millions of Venezuelans left in the dark, said, "It's like a city of shadows."
President Maduro has blamed the blackout on cyber-attacks.
Whether it's the result of a hack or, as many are suggesting, poor maintenance and corruption, it illustrates just how quickly things can fall apart in a modern city when the power goes out.
Again, James explains in detail why the UK could be uniquely vulnerable to something similar.
But, on to lighter topics.
Today I want to take you right back to the world's very first cyber-attack.
To when?
It might surprise you.
30 years BEFORE Japan entered into the Meiji Restoration, modernising its military at breakneck speed, France had its own breakthrough.
Actually, breakthrough might not be the word. But it was definitely a development of sorts.
In the 1790s, France built the world's first national data network, a semaphore telegraph.
These 'telegraphs' were made of chains of towers, placed about 8-10km apart.
Here's a picture of one:
By Lokilech at German Wikipedia – Own work, CC BY-SA 3.0,
As you can see, each tower had two rotating arms.
These arms could be positioned in various ways to make a code of symbols, like this:
The operator at the receiving tower could look through a telescope to see the symbols show by the transmitting tower. They would then repeat those symbols in their own tower, and so on.
Incredibly, this networked stretched to cover a total distance of 4,800 km, through 556 stations.
It was used until the 1850s, and messages travelled along it at around 500 km per hour.
The "Chappe Network" in France.
By Jeunamateur – Own work d'après "La télégraphie Chappe", FNHAR, 1993, CC BY-SA 3.0,
A single symbol sent from Paris would arrive at Lille, a distance of about 200 km, in just nine minutes.
So far, so good. At least it was until 1834, when an enterprising pair of twins came along.
The world's first cyberattack
Joseph and Francois Blanc, were bankers working on the Bordeaux stock exchange.
There, information about market movements have to come from Paris by mail coach. A journey which took several days.
Traders who could get the information more quickly could make money by anticipating these movements.
Some tried using messengers and carrier pigeons.
Not fast enough for the Blanc brothers.
They hired a colleague in Paris to keep watch on the stock exchange and pass information on the most significant trends to a telegraph operator in Tours, on the line that transmitted data to Bordeaux.
Since the telegraph network was for governmental use only, they had to find a way to hide their messages inside those which were approved.
The telegraph's encoding system included a "backspace" symbol that instructed the transcriber to ignore the previous character.
So the brothers sent their message by making specific errors in the transmissions, letting them travel along the line, and then correcting them after.
The spurious character indicated the direction of the previous day's market movement.
The back space meant that by the time the message was written out for delivery, nobody was any the wiser.
The brother's managed to avoid getting caught for two years. And when they were discovered, in 1837, there was nothing the authorities could do – there was no law against the misuse of data networks!
But as I would like you to see in this video the network attacks being plotted all over the world right now are far more concerning.
Kit Winder


text:
Photo added by Maine 101
Lloyd Lee Hooker
Bath, Sagadahoc County, Maine, USA
28 Dec 1956 (aged 78)
Bath, Sagadahoc County, Maine, USA Show Map
61802680 · View Source
Son of Charles and Annie Church Hooker, he was a lifelong resident. Formerly a deacon of the old Peoples Baptist Church, he had for a number of years been a deacon of First Baptist Church and was a founder and teacher of its Men's Bible Class.
Mr. Hooker was a member of Polar Start Lodge of Masons and Montgomery and St. Bernard, RAM, and a past commander of Dunlap Commandery, K.T.
Delphine E Howard Hooker
Eva E Dunn Hooker
Charles Lloyd Hooker
See more Hooker memorials in:
Sagadahoc County
Created by: Maine 101
Find a Grave Memorial 61802680
Find a Grave, database and images (https://www.findagrave.com : accessed ), memorial page for Lloyd Lee Hooker (15 Apr 1878–28 Dec 1956), Find a Grave Memorial no. 61802680, citing Oak Grove Cemetery, Bath, Sagadahoc County, Maine, USA ; Maintained by Maine 101 (contributor 47130320) .
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How to maintain your laser printer?
During the printing process, scraps, toner dust and dirt can accumulate in the laser printer, especially when you use recycled paper to print.
Over time, the buildup of dust and dirt can lead to poor quality printing or paper jam and indirectly shorten the lifespan of the printer or its parts.
Please use a soft brush to brush off dust on the body of the machine and between the gaps.
Use a soft, slightly damp cloth to clean the body of the machine (but avoid touching any of the buttons).
After removing the toner cartridge, use a new soft brush to remove any buildup inside the printer. Then use a dry, soft, lint-free cloth to clean areas inside the paper tray and the toner cartridge slot.
Attention! Please avoid touching the roller inside the printer to avoid damaging the printer. Place the toner cartridge back into the slot.
Put the cover back on and switch the printer on. After warming up, use the function of "clean print cartridge" to print out a test page.
Different laser jet printers have different "clean print cartridge" functions. Please read your user manual.
Regular maintenance and appropriate use of the "clean print cartridge" function can help improve the quality of printing and extend the lifespan of your printer.
CyberTek is not connected to any of these companies.
For cartridges with embedded chips, CyberTek will replace the chips with new and compatible ones before shipping.
1. Please switch off the power of your printer before changing the cartridge.
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1. You have 30 days to report at misprint to the lab. A refund WILL NOT be given after 30 days from the date of print.
In order to receive a refund you MUST present the misprinted item to the lab when you come to request your refund. This will help to determine the printing problem.
If there is a dispute over what should be refunded then the final decision will be made by the Art Department IT Coordinator.
If you have any questions/problems/concerns about what you are printing or how to set up your document, come and ask the monitor on duty for assistance. We will be more than happy to help you in order to avoid misprints.
The following printing errors WILL not receive a refund.
Prints that are rotated or cropped. This is due to improper setup of the document.
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COLUMBUS, Ohio – Ohio State men's volleyball senior Christy Blough and synchronized swimming senior Emma Baranski have been named the winners of the Big Ten Medal of Honor.
Blough steered the Ohio State men's volleyball program to the 2016 NCAA national championship, and has positioned the Buckeyes as the 2017 NCAA Tournament's number one seed. He ranks inside the Top 5 all-time in school history with over 4,000 career assists to his name. The 2016 AVCA All-America Second Team selection jumped up to the first team for Academic All-America squad. Blough cleaned up at the 2017 OSU Scholar-Athlete Banquet, named the recipient of both the Corwin A. Fergus Memorial Award and Varsity O Scholarship, in addition to his finalist status for the Big Ten Medal of Honor.
Blough is the fifth OSU men's volleyball player to pick up the Big Ten Medal of Honor and the second to also win a national title (Steven Kehoe, 2011).
Baranski completed her tremendous career as a four-time All-American and is the back-to-back solo national champion. She also won a duet national title, was part of two team event national titles, is a technical event national champion and helped lead the Buckeyes to a pair of overall national titles.
Baranski was the High Point Award winner each of the last two years at the U.S. Collegiate Championship and was named the 2017 U.S. Synchronized Swimming Collegiate Student-Athlete of the Year. Out of the pool, Baranski is a three-time member of the U.S. Collegiate All-Academic Team and a four-time OSU Scholar-Athlete.
Baranski is the seventh synchronized swimmer to earn the Big Ten Medal of Honor and the first since 2003. She will compete this summer for Team USA in the FINA World Championships in Budapest.


text:
Q: save results in an array in Angular 4 after http.get() I retrieve from an api with http.get() an array of objects. Each of item has only one property inside it: "number". I want that property to be stored in an array in my app.component. I will then use that array as data for a chart using chart.js, which for now works fine. It's more than a day that I am trying but can't figure out how to do it. Can you tell me please?

app.component.ts
import { Component } from '@angular/core';
import { Http, Response } from '@angular/http';
import { Observable } from 'rxjs/Rx';
import 'rxjs/Rx';

import * as moment from 'moment';

@Component({
  selector: 'app-root',
  templateUrl: './app.component.html',
  styleUrls: ['./app.component.css']
})
export class AppComponent {
  title = 'app';

  nrs: any;
  count: any;
  public listNrs: Array<number> = [];

  private apiAllUrl: string = 'http://localhost:3000/api/all';
  private apiCountUrl: string = 'http://localhost:3000/api/count';
  //private apiBothUrl: string = 'http://localhost:3000/api/both';

  constructor(private http:Http) {
    let now = moment.locale("it");
  }

  ngOnInit() {
    this.getAllNrs();
    this.getCountNrs();
    this.getDataNumbers();
    //this.getCount();
    //this.loadData();
  }

  getAllNrs() {
    this.http.get(this.apiAllUrl)
      .map((res:Response) => res.json())
      .subscribe(
        data => { this.nrs = data},
        err => console.error(err),
        () => console.log(this.nrs)
      );
  }

  getCountNrs(){
    this.http.get(this.apiCountUrl)
      .map((res:Response) => res.json())
      .subscribe(
        data => { this.count = data},
        err => console.error(err),
        () => console.log(this.count)
      );
  }

  getDataNumbers(){

  }

  //tried using jsonp
  /*loadData() {
    this.jsonp.get(this.apiAllUrl)
        .map(res => res.json())
        .subscribe(data => console.log(data));
  }*/

  /*getCount(){
    this.getAllNrs();
    for(let nr of this.nrs){
      console.log(this.nrs.nr[1]);
    }
  }*/

  newDate(days) {
    return moment().add(days, 'days');
  }

  public lineChartData:Array<any> = [
    {data: [4, 5, 56, -23, 4,], label: 'Indexer meta served links'},
  ];

  public lineChartData1:Array<any> = [
    {data: [-23, 4, 4, 5, 56], label: 'Indexer served links'},
  ];

  public lineChartData2:Array<any> = [
    {data: [4, 5, 4, 56, -23], label: 'Real-Time served links'},
  ];

  public lineChartLabels:Array<any> = ['1 Lug 2017', '2 Lug 2017', '3 Lug 2017', '4 Lug 2017', '5 Lug 2017'];

  public lineChartOptions:any = {
    responsive: true,
    /*
    scales: {
      xAxes: [{
        type: 'time',
        time: {
          displayFormats: {
            'millisecond': 'DD MMM',
            'second': 'DD MMM',
            'minute': 'DD MMM',
            'hour': 'DD MMM',
            'day': 'DD MMM',
            'week': 'DD MMM',
            'month': 'DD MMM',
            'quarter': 'DD MMM',
            'year': 'DD MMM',
          }
        }
      }],
    },
    */
  };

  public lineChartColors:Array<any> = [
    { // grey
      backgroundColor: 'rgba(255,55,55,0.2)',
      borderColor: 'rgba(255,55,55,1)',
      pointBackgroundColor: 'rgba(255,55,55,1)',
      pointBorderColor: '#fff',
      pointHoverBackgroundColor: '#fff',
      pointHoverBorderColor: 'rgba(255,55,55,0.8)'
    },
  ];

  public lineChartLegend:boolean = true;
  public lineChartType:string = 'line';

  // events
  public chartClicked(e:any):void {
    console.log(e);
  }

  public chartHovered(e:any):void {
    console.log(e);
  }
}

app.module.ts
import { BrowserModule } from '@angular/platform-browser';
import { NgModule } from '@angular/core';
import { HttpModule } from '@angular/http';

import { AppComponent } from './app.component';
import { ChartsModule } from 'ng2-charts/ng2-charts';

/*import { DataService } from './data.service';
import { DataComponent } from './data/data.component';*/

@NgModule({
  declarations: [
    AppComponent,
    /*DataComponent*/,
  ],
  imports: [
    BrowserModule,
    HttpModule,
    ChartsModule
  ],
  providers: [/*DataService*/],
  bootstrap: [AppComponent]
})
export class AppModule { }

getAllNrs() gets an array of objects where each of those has a property named number.
getAllCount() gets an array of objects where each of those has a property named count.
The problem is that even if I try to map it into an array it tells me that this.nrs is undefined and cannot get its length (Err: Cannot read property 'length' of undefined). Do you have any idea why it does so?
If there is anything else you need let me know and I'll provide it.
Thanks!

A: you can use Array.map to convert array of object to array of string( or what ever).

var arrOfObj = [
  {
    number: 100
  },{
    number: 200
  },{
    number: 300
  },{
    number: 400
  },{
    number: 500
  },{
    number: 600
  }
];

var arrOfStr = arrOfObj.map(function(item) {
  return item.number;
});

console.log(arrOfStr);

As I commented, you can add the Array.map part directly into http.get().map but make sure res.json() is actually the object array
this.http.get(this.apiAllUrl)
  .map((res:Response) => res.json().map(item => item.number))  // convert here
  .subscribe(
    data => { this.nrs = data},
    err => console.error(err),
    () => console.log(this.nrs)
  );

Plunker demo

A: From your comment, you will need to initialize your all your properties in your constructor, else it will get undefined. Typescript cannot magically know the default values of it even if you give it a type.
export class AppComponent {
    title = 'app';
    nrs: any;
    count: any;
    public listNrs: Array<number> = [];
    constructor(private http: Http) {
        let now = moment.locale("it");
        //initialize your values.
        this.nrs = [];
        this.count = 0;
    }
    //other codes
}

After that, you can use .map() to return an array of numbers in your getAllNrs()
getAllNrs() {
    this.http.get(this.apiAllUrl)
        .map((res: Response) => res.json())
        .subscribe(
            data => {
                this.nrs = data.map(nrObj => nrObj.number)
            },
        );
}

redpajama_set_name: RedPajamaStackExchange


code itself.  The "javax.script" API classes and other "com.sun.script"
the package prefix of the modified Rhino sources).
> - Could these CloseJDK changes be used in OpenJDK builds ?
> - Advices/directions on how to tweak current build to include them ?
>>>>> could take a quick peek and point us in the right direction.
>>>>> all compatible and supports the same features.
>>>> code when you last updated the copy used in the Oracle builds?  Thanks.
>>>> so I'll ask someone to take care of it.


Distance between Stellarton and Springhill. How many miles from Stellarton to Springhill.
The straight distance between Stellarton (Nova Scotia) and Springhill (Nova Scotia) is 67.95 mi, but the driving distance is 90.03 mi.
It takes 1 hour 25 mins to go from Stellarton to Springhill.


The Docent Volunteer program is new to the Alameda Park Zoo and has only been in existence since last May. Its primary goals are to prepare persons to be knowledgeable enough to educate the public about our animal collections, about the value of Zoos, and about the role of Zoos in wildlife conservation.
If you are interested in becoming a Zoo Docent Volunteer, please contact the Docent Coordinator, William Hoff. Email William Hoff or call (575) 439-7047.
To volunteer, fill out an Alamogordo Friends of the Zoo Volunteer Application.


text:
Live: The Europeans will try to avoid a "Brexit" brutal
© Reuters. THE EUROPEANS WILL TRY To AVOID a "BREXIT" BRUTAL
BERLIN (Reuters) – The european Council will try Thursday to avoid a sudden reversal of the United Kingdom of the european Union, to eight days of the crucial date fixed for the Brexit are still relevant today.
Theresa May has formally requested on Wednesday the EU a postponement of three months of Brexit, until next June 30. This request is to give him time to try to persuade the mp to vote the agreement leaving the EU that they have rejected two times, 15 January and 12 march.
The european Commission considers that such deferral may not last beyond may 23, the date of the beginning of the european elections, or to be much more extended.
Whether or not to accept this report depends on a decision by the unanimous vote of Twenty-Seven. For the time being, the date of 29 march is still valid, with the risk of an exit "accidental".
In his letter to the president of the european Council, Donald Tusk, Theresa May writes: "My intention is to present again the agreement in the House." She adds: "I am convinced that the Parliament will complete the ratification of the agreement in a constructive manner, but this will clearly not be completed before march 29, 2019."
The european Council starts at 14.00 (13.00 GMT). The working session devoted to the record of Brexit is scheduled at 15: 30.
VERBATIM The letter to Theresa May
THE MAIN EVENTS OF THE DAY:
09: 10: MERKEL: WE CAN GRANT TO the BRITISH A REPORT SHORT OF BREXIT
The German chancellor Angela Merkel believes that the European may grant to the British a report of the Brexit, but there should be an "extension short" of the period prior to the divorce.
"I think we can say, as a representative of Germany, that we can accede to this request. We can discuss this hope in the next week if we have a positive vote in the british Parliament on the release agreement," she said in front of Bundestag members.
08h36: The STATE Of MIND OF the BRITISH parliament is CHANGING, PROVIDES THE SECRETARY Of STATE for THE BREXIT
Kwasi Kwarteng, uk secretary of State for Brexit, " says on the tv channel Sky that Theresa May has good chances to ratify a withdrawal agreement at its third attempt because, he said, the state of mind of the elect of the House of commons is in the process of change.
"We have a good chance of dropping it, the week close. They (the elect) are in the process already to get closer to it because their mind is focused on this agreement and on our ability to leave the EU in a timely and an orderly manner," he said.
Last January 15, the deputies of the House of commons have rejected the agreement negotiated with Brussels by 432 votes to 202. On 12 march, the margin was reduced, but despite the meeting the day before between Theresa May and the president of the european Commission, Jean-Claude Juncker, it has still been rejected by 391 votes to 242.
To overthrow and succeed his bet, May therefore need to convince 75 parliamentarians. And, just before the burst of the "speaker" of the Commons, John Bercow, who ruled that parliamentarians could not revoter again on the same text, cracks had appeared in the camp of "Brexiters".
SEE ALSO: cracks in the camp of "Brexiters" but uncertainty remains
07: 00: CORBYN WILL EXPOSE ITS "ALTERNATIVE" IN BRUSSELS
Jeremy Corbyn, the leader of the labour opposition in London, is expected in Brussels where it will present its plan "alternative" of removing the Uk from the european Union several EU leaders, including the chief negotiator of the Europe, Michel Barnier, and the secretary-general of the european Commission, Martin Selmayr.
Meetings with seven heads of State or of government, including the socialist president of the Spanish government, Pedro Sanchez, are also scheduled.
In a statement, the labour Party insists on the fact that Corbyn, who had discussions in the week with members of parliament in the House of commons, believes in its ability to ratify his project by the british Parliament.
The plan Corbyn proposes a divorce to be less radical, with maintenance of close relations between the United Kingdom and its european partners which could adjust the way the question of the border irish, to the point that paralyzes the divorce proceedings.
21H40: MAY appeal TO the PARLIAMENTARIANS AND TAKE The OPINION WITNESS,
The United Kingdom will not leave the european Union on 29 march, the date originally fixed for his departure, announced by Theresa May in a televised speech broadcast after the formalization of its request for postponement from Europeans, a decision, she said, that she was sorry but she could not prevent.
"This report is a source of personal regret," says the First minister from Downing Street, his residence.
"I fervently hope that parliamentarians will find a way to approve the agreement that I negotiated with the EU, an agreement that honors the result of the referendum (editor's note, June 2016) and that is the best possible agreement, and I will continue to work day and night to get this support," she adds.
"But I am not prepared to a report of a Brexit, which would go beyond 30 June."
There are three options to parliament: leave the EU with an agreement, from no agreement or not from all lists. "It is high time that we take a decision," she continued, adding it to the address of the british people: "I am with you."
(Reuters offices; Edited by Henri-Pierre Andre)


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We are dedicated to bringing you the highest quality service – and we stand behind our work 100%. If for any reason you are not completely satisfied with your experience at Lindstrom, please don't hesitate to contact me directly to share your concerns and allow me the opportunity to make it right.
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Reservations are strongly encouraged. Please call us directly in order to set up a reservation with our staff.
Yes! We often times offer gift cards to our customers and large groups or parties are welcome. Please call us directly and speak with our staff or send us a message here.


text:
Category: Field: Geology and Reservoir
Geology and Reservoir
Posted on 23. September 2019 16. October 2019
Sea scurf – the geology of Ekofisk
person By Björn Lindberg
The oil and gas in Ekofisk lies in a chalk reservoir composed of countless tiny shelly fragments derived from coccolithophores – microscopic algae which make calcium carbonate (CaCO3) scales.
— The image was taken using a scanning electron microscope (JEOL JSM-6330F), the colors are therefore artificial. Scale = 1.0 µm. Photo: NEON yes, colored by Richard Bartz
havets flass
Microscope image from of cookoliths from the Ekofisk reservoir.
Known as coccoliths, these plates are so minute than 30 of them laid side by side would be no wider than a strand of hair. But what they lack in size, they make up for in numbers.
Their colossal accumulation is helped by the fact that coccolithophores reproduce asexually. When one dies, its coccoliths sinks to the seabed at a rate of about 15 centimetres per day.
If conditions are right, the scales remain lying and are eventually buried in their billions of billions.
Estimates indicate that coccolithophores globally produce more than 1.5 million tonnes of calcium carbonate per annum – equal to the weight of the Gullfaks C platform, which ranks as the heaviest structure ever moved by humans.
Three things must be in place for an oil and/or gas field to form – a source rock, a reservoir rock and a cap rock which prevents the petroleum from escaping.
In the case of Ekofisk, we know quite a bit about how these three components originated.
Source rock – Draupne
havets flass,
Core sample from a well in the Vikinggrabenen field, with large content of Draupne shale. The Draupne formation is found over large parts of the Norwegian continental shelf. Photo: Norwegian Petroleum Directorate (Fact pages)
The Ekofisk source rock dates from the Jurassic period, 161-145 million years ago, and comprises organically rich black shales known as the Draupne formation.
In Norse mythology, Draupne was the gold ring worn by the god Odin which formed another seven rings every ninth day – in other words, an endless source of prosperity.
So the name is appropriate for a formation found over most of the Norwegian continental shelf (NCS), which has put huge volumes of petroleum into most of Norway's fields – including Ekofisk.
Cretaceous reservoir rock – Tor formation
The Cretaceous period followed the Jurassic and lasted for 145-66 million years, with the last 10 million of these forming the Campanian and Maastrichtian stages.
Conditions then were favourable for coccolithophores over much of the southern and central North Sea as well as England, Denmark and France.
Countless coccoliths were deposited on the seabed. Since the latter was neither flat nor stable, they were moved around by small slips, landslides and/or mud flows which could be activated by earthquakes, before being finally buried by their successors.
Chalk cliffs along the French Channel coast (Etretat, Normandi). Photo: ConocoPhillips
The Cretaceous ended in a mass extinction event, when up to 70 per cent of all life on Earth vanished – including the dinosaurs.
This wipe-out was unleashed by a massive asteroid strike in what is now the Gulf of Mexico, where the Chicxulub crater is about 150 kilometres in diameter and 20 kilometres deep. The asteroid itself may have measured 80 kilometres.
Bioturbert chalk: Small animals on the seabed have eaten and dug into the chalk layers.
Palaeocene reservoir rock – Ekofisk formation
That impact nevertheless failed to destroy all marine life, and the "sea scurf" continued to rain down in the following Palaeocene period.
During its first million years, known as the Danian stage, further tens of metres of calcium carbonate were deposited. But changed seabed conditions and a colder climate had an impact.
The amount of reworking which the material experienced varied and decreased, while the content of silica derived from microscopic diatoms and radiolarians increased.
Lower sea levels also meant an increased influx of sediments from land (terrigenous material) in the chalky plates heaping up on the seabed.
Porosity and permeability
These sediments usually have up to 50 per cent porosity (cavities) when deposited. But this will be considerably reduced by burial and diagenesis (the physical, chemical and biological changes which occur during conversion from sediment to stone).
In some case, that reduction can be down to well below 10 per cent. However, the good conditions around the Greater Ekofisk Area (GEA) meant that much of the porosity in the chalk was retained.
It has been calculated at 25-40 per cent. By comparison, a good sandstone reservoir – which is the kind usually found on the NCS – has a porosity of 30 per cent.
Permeability is also needed to get much oil out of a rock, and the "primary permeability" of Ekofisk chalk is low since the connections between its pores is poor/constricted.
But the field has enjoyed another stroke of luck here. A large number of fractures in the reservoir have improved its permeability and provide good production properties – at least initially. See water injection.
Cap rock and trap formation
Geological layers are folded and deformed. Etretate, Normandy. Photo: ConocoPhillips
After the deposition of the Ekofisk formation, conditions changed so that the overlying sediments lost all their porosity when buried and became tight (impermeable).
That allows them to function as a cap rock which seals the reservoir formed by the Tor and Ekofisk formations.
The fractures mentioned above were created at the same time as the rocks were subject to movement when large quantities of underlying salt shifted. This also produced large domes and thereby created trap structures where oil and gas can accumulate.
In other words, the oil migrating from the source rocks has gathered in the reservoir formations under the cap rock – and in amounts which can be difficult to imagine.
Havets flass – geologien i Ekofisk, Vanninnsprøyting for økt utvinning, graf
Produced and remaining oil reserves in fields on the Norwegian continental shelf. Ekofisk has the largest total oil reserves, but not the largest proportion of recoverable reserves. Source: Norwegian Petroleum/Norwegian Petroleum Directorate
The Ekofisk reservoir is as thick as the Eiffel tower is tall and covers an area of 40 square kilometres – the same size as 5 500 football pitches.
Recoverable oil in Ekofisk totals 3.5 billion barrels, which would be sufficient to supply the whole world with crude for 35 days.
Roughly 1.1 billion standard cubic metres (scm) of oil (about 6.9 million barrels) and 300 billion scm of gas were present in Ekofisk when production began.
That corresponds to twice Norway's annual water production. It also represents more than 100 times annual Norwegian energy consumption and just over 100 days of global oil usage.
Visualization of oil and water in one of the reservoir layers in Ekofisk. Red: Oil. Green: Oil and water. Blue: Water
It is impossible to get all the oil out of a reservoir, and a distinction is therefore drawn between reserves in place and recoverable reserves.
However it is measured, though, Ekofisk ranks as one of the very largest fields on the NCS. The original estimate for petroleum recovery from the field was 17 per cent. It is now expected to exceed 50 per cent – in part through waterflooding.
(figures)
Figure 1 Oil quantities produced and remaining in fields on the NCS. Source: norskpetroleum.no.
Figure 2 Coccoliths, which collectively form a coccosphere to surround the coccolithophore. A single coccolith measures 1-10 µm (0.001-0.01 mm) and is invisible to the naked eye. This photograph has been taken using an electron microscope. Photo: Alison R Taylor, University of North Carolina Wilmington Microscopy Facility
Figure 3 A bloom of phytoplankton and the coccolithophore Emiliana huxleyi, which has coloured the Barents Sea pale blue. Photo: Nasa Earth Observatory
Halbout, Michel T, Giant Oil and Gas Fields of the Decade: 1968–1978. AAPG Memoir 30, 1980.
Ivar B. Ramberg – Inge Bryhni – Arvid Nøttvedt – Kristin Rangnes (ed.'s), The Making of a Land, NGF 2008
http://ekofisk.industriminne.no/wp-content/uploads/sites/2/2019/10/7.-kokkolitter.mp4
Published 23. September 2019 • Updated 16. October 2019


Diagnostic test to identify your strengths and weaknesses.
Individual support, guidance and advice.
Communicative activities to help consolidate understanding.
Focus on natural , practical English.
Tailor made lessons to address the specific needs of the participants built around the Cambridge University Press series "English Grammar in use".


May 2, 2012—ABRA Auto Body & Glass on Tuesday opened a franchise collision repair location in Clarksville, Tenn., near Nashville.
The 21,000-square-foot franchise location will be independently owned by the Wyatt-Johnson Automotive Group, a GMC dealer based in Tennessee.
"We are extremely proud to welcome Wyatt-Johnson to our group of ABRA franchisees. Their dealer presence and reputation in the Clarksville market fit perfectly with our mission to be the best auto body and glass company in America," said Mark Wahlin, vice president of franchise development for ABRA, based in Brooklyn Center, Minn.
ABRA's new facility is the company's 40th franchise shop location overall.
"This is a tremendous opportunity for ABRA and is in line with our national growth plans to open both franchise and corporate-owned centers," said Duane Rouse, president and CEO of ABRA.


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text:
Elaine Carol Young
Mon., January 13, 2020
Elaine Carol Young, 82, of Cedar Rapids, Iowa, passed away peacefully on Thursday, Jan. 9, 2020, at Cottage Grove Care Center. A Memorial Mass will be held at 10:30 a.m. Wednesday, Jan. 15, at St. Patrick's Catholic Church. Friends may gather to share memories prior to the Mass between 9 and 10:30 a.m. in the front vestibule of the church and after Mass in the parish center.
Elaine was born Feb. 25, 1937, to Matilda (Callahan) and John Leo McDonald in Dubuque, Iowa. She was seventh of 12 children. Elaine was just 9 years old when her mother died suddenly. Her father was not able to care for all the children, so Elaine and her younger siblings went to St. Mary's orphanage in Dubuque, where she grew up. This began her gift for caretaking. Her younger sister Mary Olson often says, "Elaine became our mother figure." As a young woman, Elaine moved to Cedar Rapids and pursued a career in nursing, attending Mercy Hospital School of Nursing. Following graduation, she began a 50-year career at St. Luke's Hospital.
Elaine married Norman Young of Cedar Rapids. Norm had two sons, John and Jim. Together, Elaine and Norm had a daughter, Patricia. Elaine enjoyed summer vacations in Minnesota with their seven grandchildren. In her later years, she took great joy in her grandson, Mike (Lisa) and their children Steven, Katie, Bill and Mitchell. She spent many holidays with them and loved participating in the children's life events. Another source of happiness for Elaine was the visits from granddaughter, Tracey Wildeboer, great-granddaughter, Jennifer Atwood with great-great-grandsons, Oliver and William, and special friend, Megan (Bradke) Mildenberger. Most recently the addition of great-great-grandchildren brought a smile to her face with each visit and new picture. Children have always been dear to her.
During her career at St. Luke's, Elaine was well known for her keen intellect, thirst for knowledge, compassion for patients and passion for teaching others. She served as the nurse manager of the ICU for 10 years (1976-1986) and provided leadership when the open-heart program was introduced in 1977. Elaine had very high standards for herself and others. Good enough was never good enough! She was widely respected by nurses, physicians, other members of the team and administration. She was very proud to be recognized as a One Hundred Great Iowa Nurse in 2007. She contributed to the care of thousands of patients through her mentorship of several generations of nurses.
Elaine also loved nature and travel. She had especially fond memories of her trips to Ireland and the Holy Land. When she was less able to travel, she loved attending the symphony and the theater. She was also an avid Cubs fan and rarely missed a game! And she never stopped learning. She attended Mount Mercy University where she received a degree in religious studies. She was an avid reader and readily shared books and new insights with her friends and family.
She put her faith into action as an active member of St. Patrick Parish. She visited many homebound individuals, bringing communion and companionship. A constant in Elaine's life was her love of God and her unwavering faith in his love for her. She was a true disciple, bringing her friends and family closer to God through her example, encouragement and prayer.
Elaine was preceded in death by her parents, her husband Norman and many brothers and sisters. In addition to her grandchildren, she will be fondly remembered by her sister Mary Olson, many nieces and nephews, special friends Charlene Lange, Peg Bradke, Mary Ann Osborn and her many friends at St. Luke's and St. Patrick's. She had a very large "family."
The family would like to extend a special thank-you to the staff at Cottage Grove and the UnityPoint Hospice team.
In lieu of flowers, memorials may be directed to St. Patrick's Church, UnityPoint Foundation, UnityPoint Hospice or a charity of your choice. Elaine had a generous heart and would be most pleased if you help her support others.