Salespeople need to be good business people. Why? Because business acumen is the new sales acumen.You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your seriously focused value proposition. Now, you create value by helping people further their business goals. You need business acumen to do so.Business acumen can be a real challenge for new salespeople, and it’s especially challenging for young salespeople. But salespeople aren’t the only one to suffer from this challenge.If we are being honest, we in sales haven’t done a good job teaching, training, coaching, an developing business acumen in the sales force. We mostly just wait for the salesperson to develop it through experience. But the customers we call haven’t done much better helping their team develop business acumen either, even with people who are responsible for financial results.The Other Side of the TableOne of the challenges you sometimes face is that some contacts within your dream client may not have the business acumen to really understand your value proposition. You may have the ability to create more value than your competitors, but the person sitting on the other side of the table may not have the business acumen to understand the difference. They may struggle to understand how a greater investment produces a greater result.Look at this post about the mistake of not engaging all the necessary stakeholders as early as possible. You may need a different stakeholder to help sell your case for a greater investment, someone with the business acumen and the influence within their own company. You might also need to spend more time sharing information and teaching your contact how to understand your value proposition and the necessary investment.You might also benefit from having them teach you what they know about how their business works, too. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now
Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now The chain restaurant specializing in ribs in my neighborhood was struggling. Their business wasn’t doing well, the quality of experience started to decline, and the restaurant started to look shabby. In an attempt to increase the restaurant’s poor profitability, the owner switched to a new meat supplier. This meat supplier was cheaper, and that lower price point meant that there would be more profit.But the meat was inferior. It was of very poor quality. First, there was very little meat to speak of. Worse, the bones were thin and translucent. I only know what happened here because the manager told me the story—before the restaurant closed forever.By changing the meat supplier in an attempt to control costs, the owner made a bad experience worse.Solving the Wrong ProblemThe owner tried to solve the wrong problem. He believed his restaurant was struggling to make a profit because their costs were too high. The answer to that challenge was to lower his costs. But this wasn’t the problem. The real problem was that he was creating too little value.If you aren’t making enough money, cutting costs isn’t the answer (unless you are profligate). By cutting costs and lessening the experience, you only exacerbate your problems.The right way to grow your business and your profits is to create more value. The greater the value you create, the more attractive is your offer to your customers and prospects.
Free Webinar Series! Create a culture of value creation. Signup for this free webinar! In three, short, power-packed webinars, you will learn what you need to do to create a culture of value creators who create and win new opportunities. Download Now Leaders are responsible for envisioning the future and executing the plan to make that future a reality. This is growth: current state, new results, better future state. Leaders manage two types of growth.Company GrowthThe leader is responsible for the growth of their company. They’re responsible for things like revenue growth, profit growth, increased market share, and the growth of new capabilities. This is true whether you are the CEO, COO, CFO, CSO, department head, manager, shift supervisor, or team leader.This type of growth as a responsibility is expected of leaders. But the second kind of growth is the catalyst for the first type of growth. And often it isn’t given the same attention as the first.Individual GrowthThe growth of a company is accelerated when the leader focuses on the second, equally important type of growth: the growth of the individuals that the leader is responsible for leading.In order for a company to grow, the individuals within that company also need to grow. They need to grow by adopting new beliefs of what is possible, new beliefs of what is necessary, and new ideas about who they are. Einstein said it this way, “We cannot solve our problems with the same level of thinking that created them.”The individuals inside the company also need to grow by gaining new capabilities, new competencies, and new skill sets. The greater the capabilities and skill, the more easily and more certain you produce new results.Leaders spend a lot of time and energy working on the first type of growth, the growth of the company’s results and financial metrics. Great leaders invest time in the second type of growth, the growth of the individuals that produce the first type of results, knowing that this is the fastest, surest way to produce those results.
Hustlers focus on big outcomes. That focus is what allows the hustler to produce bigger outcomes than non-hustlers. To produce those big outcomes, the hustler must ignore smaller, less important outcomes. If something isn’t critical to producing a big outcome, the hustler ignores it or hires someone else to manage it.This idea is important. Your life is the sum total of the outcomes you produce, especially the results you produce in your most important relationships.The non-hustler focuses on small outcomes. They allow trivial things to distract them from larger outcomes. And this is a distinction worth noting (and changing). The hustler hires someone to do administrative work for her so she can focus on creating the value that only she can create. The non-hustler does the administrative work themselves, giving it far more weight than it deserves.I hear you thinking, “Wait, Iannarino. You hooked me here by saying hustlers do sweat the small stuff. What gives?”Hustlers focus on big outcomes, and they know all the details necessary to producing that outcome.I know one hustler who knows the metrics of his business at a level that is difficult to imagine. He can name his top 20 accounts, their revenue, their profit margin, the percentage of his business the account generates in sales and profit, and all the main people on his team who serve the client. He knows all the main contact’s names, their children’s names, and dozens of other details. He cares about every little detail.Another hustler I know keeps dozens of projects going at the same time. She knows the status on every project, the next action that must be taken, who is responsible for taking that action, and when it is due. Like the hustler in the paragraph above, she is mired in the details on the big things that matter. If it’s important to producing the outcome, she knows the details.Non-hustlers focus on things that are urgent. Non-hustlers focus on activities that, even if successfully completed, do nothing to produce a great outcome. The non-hustler thinks that they need to sweat the small stuff without recognizing that knowing and dealing with the details only matter if the outcome truly matters.Are you steeped in the details of your most important projects, your life’s work?Are you focused on the largest, most interesting, and legacy-building projects? Or are you spending your time on small outcomes that won’t move the needle? Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Sales people often make these same three mistakes when cold calling and prevent themselves from earning an appointment with their dream client.To learn more, download my ebook, “How to Crush It, Kill It, and Master Cold Calling Now!” at https://thesalesblog.com/resources/ .
The Uttar Pradesh police on Friday denied Congress vice-president Rahul Gandhi permission to visit Saharanpur district, which has been seething under bouts of caste violence.Mr. Gandhi was scheduled to visit on Saturday.SSP Saharanpur “informed that Sri Rahul Gandhi has not been given permission to visit Saharanpur,” UP Police spokesperson Rahul Srivastava said.More details are awaited.Politicising the issueThe BJP accused the Congress leader of trying to politicise the recent violence in the West UP district.”Peace was restored in Saharanpur but the situation worsened after Mayawati’s visit. Now tragedy tourist Rahul Gandhi is preparing to visit,” said UP cabinet minister Shrikant Sharma.Mr. Sharma said there was “a conspiracy” against the Yogi government to cause disorder in West UP. “An attempt is being made to instigate the youth,” he said.
In signs that the infighting within the Samajwadi Party is far from settled, its patron, Mulayam Singh, and his brother, Shivpal Yadav, were absent from the party’s eighth State convention held here on Saturday.Adding fuel to the fire, SP president Akhilesh Yadav in a veiled attack on his estranged uncle Shivpal, warned SP workers to “beware of banawati [fake] Samajwadis”.Without naming anyone, Mr. Yadav claimed such Samajwadis had tried to harm the party from within. “They tried a lot and conspired to stall the movement. They were successful in one conspiracy, we could not come to power in the State. But our eyes have opened now. They won’t succeed in any conspiracy,” he said.The former Chief Minister, however, clarified that he still enjoyed the blessings of his father, even as he asserted that along with the SP founder, several other leaders had worked hard to establish the SP and its andolan.“Netaji is my father. And his blessings will always be with me, and with it we will carry forward this movement and take it to new heights,” he told party leaders and cadre.Mr. Yadav and his uncle have been engaged in a long feud which reached its peak during the months leading to the 2017 Assembly elections.Now amid speculation that Mr. Shivpal could hoist a new outfit, he looks further sidelined by his nephew. He was missing from the posters and banners put up by the SP to publicise its meeting.The fresh conflict came to the fore recently after Mr. Mulayam Singh expelled his cousin Ram Gopal Yadav, who sides with Mr. Akhilesh, from the post of secretary in the Lohia Trust.
The Manmohan Singh-led policy planning group of the Congress on Jammu and Kashmir is scheduled to arrive in the State on a four-day visit on November 10, the party said on Friday.“The policy planning group will visit Jammu and Kashmir next month. The group will arrive in Srinagar on November 10,” Jammu and Kashmir Congress president G.A. Mir told PTI. The group had visited the state twice last month and held interactions with dozens of groups, including representatives of political parties, traders and journalists, in Jammu and Srinagar, but the Ladakh visit of the group had not been finalised at that time, he added.“This time, the group members, to be led by former Union home minister P. Chidambaram, will visit Kargil and Leh also to hold interactions with various groups, political and social organisations, including trade bodies, to take stock of the overall socio-political scenario in the state,” Mr. Mir said.
West Bengal Chief Minister Mamata Banerjee launched a fresh attack on the Centre, terming demonetisation a big scam and said November 8 will be observed as kaala dibas (black day) to protest the unparalleled damage caused to country. She also dubbed the BJP-led Union government’s move a “draconian decision.” “The ill famed #Noteban November 8 is approaching. Demonetisation is a big scam. If through investigation is conducted, this will be proved,” Ms Banerjee said said in a Facebook post on Tuesday. She also refuted Prime Minister Narendra Modi’s claim that demonetisation is aimed at curbing black money and alleged that the real intention was to convert black money into white money. She further alleged that no black money has been recovered from foreign accounts so far.“No black money could yet be brought out from the foreign accounts. In all practical sense, it yielded big, big zero,” said Ms.Banerjee. She further alleged that demonetisation also failed to curb terrorism or boost development.Describing demonetisation as a “devil act,” she alleged that due to it the country has already suffered a loss of Gross Domestic Product (GDP) worth ₹3 lakh crore. “Crores of workers, particularly in the informal sector, lost their jobs. Farmers were left to starve. Over 100 people lost their lives,” said Ms. Banerjee.“More than 75,000 industrialists were compelled to leave India and settle abroad and become NRI because of harassment in the prevailing situation,” the Chief Minister alleged.Speaking to The Hindu senior TMC leader and State’s State’s Food and Supplies Minister, Jyotipriya Mallick said on Wednesday his party will hold “about 25,000 protest demonstrations including rallies and meeting across the State.”
In an attempt to increase farm productivity and farmers’ income, the Haryana government on Tuesday announced the setting up of ‘Haryana Kisan Kalyan Pradhikaran’, an authority which will undertake measures to make agriculture remunerative.Chief Minister Manohar Lal Khattar said the State government was aware of the condition and needs of the farmers, and that’s why it had decided to set up the body.“The Pradhikaran will undertake all possible measures to enhance farm productivity and mitigate the physical, financial and psychological distress of farm households and landless workers. It will also maintain close liaison with line departments for implementation and monitoring of schemes, programmes and projects thorough the Agriculture Advisory Council and issue necessary guidelines from time to time,” he said.The Chief Minister will be the chairperson of the Pradhikaran and the Agriculture and Farmers’ Welfare Minister would be its ex-officio vice-chairman.Farmers’ welfareMr. Khattar said the body will oversee regulations, guidelines and procedures for farmers’ welfare and suggest amendments in the statute governing farmers’ welfare in the State in consonance with Central Acts.
India’s fastest train, Gatimaan Express, which runs at a speed of 160 kmph, will slow down to 130 kmph after it is extended to Gwalior and Jhansi, according to senior railways officials.Railway Ministry officials say the Railway Board has taken a decision to extend the route of Gatimaan Express — which runs between Delhi and Agra at a speed of 160 kmph to Gwalior and then to Jhansi.On the new stretch, the train will run at a speed of 130 kmph and not at its original speed.“The Agra-Gwalior-Jhansi route is fit for only 130 kmph, so the train has to run at that speed,” an official said.Fare structureThe train’s extended run, expected to begin any day now, however, is stuck as the board is still contemplating the fare structure, Ministry sources indicated. The difference in speed limits is making their task difficult.At present, the fare for travelling in an executive class is ₹1,505 and a booking for AC chair car costs ₹755 between Delhi and Agra.The board now faces two options: either to reduce the ticket fare in lieu of the reduced speed on Agra-Gwalior-Jhansi stretch or stick with the structure for the better amenities it provides.Gatimaan Express is equipped with modern amenities including bio-toilets, fire alarms, GPS-based passenger information system, automatic sliding doors and free Wi-Fi Internet service.Officials say the decision to extend the train’s run was taken because it reaches Agra in the morning and then it is stationed there all day. Now, it will make its way to Jhansi.
A large quantity of cowhide was seized on Wednesday from a licensed abattoir allegedly involved in unauthorised slaughtering of cows in Rajasthan’s Alwar district, the police said. The hides of 220 cows along with those of 82 buffaloes and 45 goats were seized from the abattoir at Govindgarh in Alwar following revelations made by an accused arrested in a cow slaughtering case on Tuesday, Govindgarh SHO Dara Singh said. During his interrogation, accused Shakil Qureshi revealed that a licensed abattoir at Govindgarh, being run by one Salim in partnership with Bharatpur resident Sattar, was involved in unauthorised butchering of cows. He allegedly told the police that the two also ran the business of selling cowhides at Hapur in Uttar Pradesh. Salim had gone missing along with his family members soon after the arrest of Qureshi, SHO Singh said. Qureshi was arrested on Tuesday along with his wife, mother and sister-in-law for allegedly slaughtering a cow at their residence in Govindgarh police station area, the SHO said, adding that over 40 kg of suspected beef too has been recovered from their possession. The officer said a case has been registered against Salim and Sattar and efforts are on to trace them.
The Bharatiya Janata Party (BJP) is intent on turning the Constitution upside down and erasing the word ‘secular’ from it, said Nationalist Congress Party (NCP) leader Ajit Pawar on Tuesday. Mr. Pawar was speaking at the ‘Samvidhan Bachao Parishad’ (Save the Constitution Conference) organized by the NCP women’s wing in Aurangabad district.“BJP leader [and Minister of State for Skill Development] Anant Kumar Hegde had openly said in the Lok Sabha last year that his party had come to power to change the Constitution. His statements are a reflection of the true intentions of Narendra Modi,” said Mr. Pawar. It will be a “social and economic disaster for the country and the State” if the BJP came to power for a second term, he added.The NCP leader alleged that the BJP had plunged Maharashtra into a ₹5 lakh crore debt, while utterly failing to generate employment. “The BJP seems to have no agenda for the backward classes or the minorities. It is only bent on polarizing society along caste and communal lines,” Mr. Pawar said.Senior NCP leaders MP Supriya Sule and Dhananjay Munde, the Leader of Opposition in the Legislative Council were also present at the event.If the BJP comes to power again, it will overturn the Constitution given to us by Dr. Babasaheb Ambedkar by 2022 and destabilize the country, Mr. Munde said.Referring to Mr. Pawar as the “future Chief Minister,” Mr. Munde said that freedom of speech and dissent was being gagged by the NDA government. “Journalists are not being allowed to present the true picture. Constitutional rights are being trampled upon. Now, it is up to the electorate to change the political scenario by voting the BJP out,” he said.
Rashtriya Lok Samata Party chief and Union Minister Upendra Kushwaha on Wednesday said that Bihar Chief Minister Nitish Kumar did not want to be the next CM of the State. Mr. Kushwaha also reiterated that he would be in the National Democratic Alliance and was ready for any sacrifice for the coalition.“Nitish Kumar doesn’t want to be the next Chief Minister of Bihar. He personally told me that how long will he hold on to the post. He wants to quit,” Mr. Kushwaha said while addressing a programme to celebrate the 143rd birth anniversary of Sardar Vallabhbhai Patel, organised by the youth wing of RLSP at Patna’s Rabindra Bhawan. The Union Minister said the Chief Minister was like his elder brother and claimed that “nobody knows Nitish Kumar from a closer quarter than me”.Mr. Kushwaha’s statement, according to political analysts, was indicative of his future plans. They said the RLSP chief was a “highly ambitious man who has always had a dream to become the Chief Minister of the State”. By giving statements that Mr. Kumar does not want to be the next Chief Minister, Mr. Kushwaha may be staking his claim to the post for the next Assembly polls, they added. Bihar Assembly elections are due in November 2020.Seat-sharing issues On seat sharing among NDA partners, Mr. Kushwaha reiterated that nothing has been finalised yet. However, sources in the State BJP said that the party had categorically told the RLSP chief to “either contest from two Lok Sabha seats or leave the NDA”. Mr. Kushwaha has also been in touch with RJD leader Tejashwi Yadav but party sources said that the latter is not willing to offer him more than four seats while the RLSP wants six seats in the coming Lok Sabha elections.“The RJD this time has to distribute seats among Congress, Jitan Ram Manjhi-led HAM(S), rebel JD(U) leader Sharad Yadav, rebel BJP leaders Shatrughan Sinha, Kirti Jha Azad and the Left parties. We have very little scope to spare more seats for other parties,” said a senior RJD leader, adding that Mr. Kushwaha “was still welcome to our fold”.“Mr Kushwaha must be caught in a very difficult situation now. So he could be exploring his options to become the Chief Minister of Bihar in 2020,” said political analyst Ajay Kumar.
Normal life in Nagaland’s commercial hub Dimapur was affected on Wednesday as hundreds of people hit the streets to protest ‘illegal taxation’, or extortion, by several extremist groups and criminal organisations.The Public Action Committee of Naga Council Dimapur, which organised the protest rally, asked the Neiphiu Rio government to crack down on the outfits and stop such taxation.At least five extremist outfits such as Isak-Muivah faction of the National Socialist Council of Nagaland collect ‘tax’ periodically. Accordingly, government and corporate employees have to shell out 22-24% of a month’s salary while traders and the self-employed are required to pay more.
A digital ‘barrier’ has finally filled a 61 km gap on the 4,096.7 km India-Bangladesh border fence three decades after the project kickstarted.Assam shares a 263 km border with Bangladesh. Much of the border was fenced, but a 61 km stretch in Dhubri district remained open owing to the terrain dictated by the Brahmaputra.On Tuesday, Union Home Minister Rajnath Singh inaugurated an electronic surveillance system that “is expected to diminish challenges faced by the Border Security Force in manning this stretch against cross-border crimes.” Comprising microwave communication, optical fibre cables, cameras, and an intrusion detection device, this system is called BOLD-QIT (Border Electronically Dominated QRT Interception Technique) and was established under the Comprehensive Integrated Border Management System.“This appears to be a better system than fencing which takes a long time and undergoes wear and tear. This should make the work of the border sentinels easier and more effective,” Mr. Singh said.The Centre, he said, had taken the cue from Israel and in 2017 decided to go for a technological solution for fool-proof sealing of the border. “We are looking at implementing this system in other difficult stretches of this border as well as the one on the western sector (with Pakistan),” he said.Eyes and earsA senior BSF officer said that, despite their best efforts, they faced an uphill task of manning the 61 km stretch against cross-border criminals. “This stretch is where the vast Brahmaputra and its numerous channels with chars (sandbars) in between flow into Bangladesh. Infiltrators, cattle smugglers and others invariably took advantage of the difficulty in keeping vigil along this stretch, even on speedboats. This system has given us the eyes and ears where it is difficult for our men to see and hear,” he said, declining to be quoted.Fencing of the India-Bangladesh border, a long-time demand in Assam for checking illegal influx, started in the 1990s. Phase I, covering Assam, Meghalaya and West Bengal, cost ₹854.35 crore. Phase II included Tripura and Mizoram, the last of the five States bordering Bangladesh, and cost ₹1,930.06 crore.The third phase entailed overhauling the fence erected during Phase I and merging the work under Phase II in 2012. The work is yet to be completed. After a pilot project in West Bengal, the government sanctioned a ₹1,327 crore project for floodlighting 2,840 km of the India-Bangladesh border.
Thanks to some deft handiwork, biologists have shown that wolves from the western United States can successfully hybridize with coyotes. The finding is relevant to, but doesn’t settle, the debate about whether wolves in the eastern United States are a separate species—a question with significant implications for legal protection of wolves. It’s known that wolves in the eastern United States can mate with coyotes—which could explain the presence of coyotelike mitochondrial DNA in the eastern wolves—but hybrids haven’t been observed in the west. So researchers collected semen from captive western wolves and artificially inseminated nine coyotes. In 2012, one female became pregnant but the fetus died. Another female ate her pups. But a third female had six healthy hybrid pups (three pictured), the team reports this week in PLOS ONE. To some researchers, this is further evidence that gray wolves are the same species across the United States. However, just because western wolves can produce viable offspring doesn’t mean they ever have in the wild.See more ScienceShots.Sign up for our daily newsletterGet more great content like this delivered right to you!Country *AfghanistanAland IslandsAlbaniaAlgeriaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia, Plurinational State ofBonaire, Sint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo, The Democratic Republic of theCook IslandsCosta RicaCote D’IvoireCroatiaCubaCuraçaoCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and Mcdonald IslandsHoly See (Vatican City State)HondurasHong KongHungaryIcelandIndiaIndonesiaIran, Islamic Republic ofIraqIrelandIsle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea, Democratic People’s Republic ofKorea, Republic ofKuwaitKyrgyzstanLao People’s Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacaoMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMartiniqueMauritaniaMauritiusMayotteMexicoMoldova, Republic ofMonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorwayOmanPakistanPalestinianPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalQatarReunionRomaniaRussian FederationRWANDASaint Barthélemy Saint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzania, United Republic ofThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayUzbekistanVanuatuVenezuela, Bolivarian Republic ofVietnamVirgin Islands, BritishWallis and FutunaWestern SaharaYemenZambiaZimbabweI also wish to receive emails from AAAS/Science and Science advertisers, including information on products, services and special offers which may include but are not limited to news, careers information & upcoming events.Required fields are included by an asterisk(*)
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