SETTING GOALS ::.... I love numbers!!!

Isn't that ^ the greatest quote?
It is definitely magical when you are humming along, clicking here, scrolling there, and something pops out at you!

A thought.
It can be a news story, something you heard at work?  Something you were reading in the past week.  It was bubbling in the background, for me anyhow.  I was writing and writing and channeling some vibe on my blogs.  

For every action there is a reaction or action
It all depends on how you keep focus on your goal.  What drives you?  What floats your boat?  Do you want more of that?  

SETTING GOALS
I have had my Guiding Principles to the right at the beginning of my blog.  As I was creating a vision on what I wanted to accomplish, I started to set goals, tagging an action in smaller, achievable steps.

except if you're TRUMP
ed = the man, his family, his circle of  extended friendships, his Advisers [which he pays attention to in varying degrees, ultimately falling back on his own opinion, perhaps just have a sphere of those who will continuously say or show he is the greatest of anything or anyone that ever was], his adversaries [ stand in line because there's a big crowd in here ].

I highly doubt that his first words were Mama or Dada, I'm sure it sounded more like "Me" or "My" or "Mine" or in that sequential order.   He probably was in Grade One [making mincemeat of Michael Keaton's boy genius in, shoot, what was that television sitcom of the 80s he made being a wonder boy charming and endearing ] SEE sidebar -> Trump would have told the teacher, in an instructional pattern not quite fully matured as he is accustomed to now, that he was going to be the GREATEST of anything or anyONE!  

You have to like numbers to set goals Because most goals can be carved into indices (index: singular).  I remember doing sales coaching to my most receptive students.  It doesn't matter if you are a former great football player, cum NFL team coach, you have a lot to offer.  That is very apparent when I watched the NFL Draft last night.  Maybe, just slightly, I've grasped that the game of football that is the razzle dazzle in entertainment, when knowing the stats is the steak.

If you like numbers, you will be receptive to setting goals. If you examine the highest echelon of the executive and CEO offices of the most sophisticated and successful corporations, regardless of location or country, they all have that in common.  They LOVE their numbers.

An aha moment of sorts.
I don't think that a non-numbers linear thinker, can relate to another person who is highly linear, as in focus on numbers.  In real life and as it is these days, I am not following a script per se I am reacting and picking up on what is being placed before me and scooping up the numbers.

That's how it works
If you are going to talk to an executive, especially a CEO, you had better know the numbers.  Depending on which company I've worked for in the past, I've paid attention to the CEO of the organization.  I've even been lucky enough to report directly mostly to a President, Vice President or CEO, or COO.  <- I'm going to intentionally leave that without parenthesis and if you share what it stands for under COMMENTS on this blog + tweet at me = a guest blog here.

I remember the only few who picked up
on my style of sales coaching.  I was so away from the norm (and some would say not normal either).  I was not focused on scripts at all.  Sales people are not parrots because the prospect or customers are not apes (as in attempt to mimic what you say or do).  If anything, that is not a bad idea::... train your sales people to be apes or great mirrors.

Here is an idea for a sales meeting after you have shared the teams numbers.  In fact, if you are any corporation or organization that relies on numbers to meet their obligation or goals, you have numbers and anyone you work with or works for you had better be really adept with numbers.

Data is millions of numbers
as in information and digits of letters.  I remember being at the cusp of the dilemma that companies are going to get bottle necked by:  numbers.  Everyone, every company, every executive is soaking and gulping up numbers by the millions, compounding into gazillions.

The technology to amass numbers like algorithms are generating a huge, massive, to the moon in numbers compiled from clicks, sites, words, or scroll, time in numbers, times formulas to attract those  multitude upon millions of more numbers.

Back in the late 1990s when digital printing
began, one of the coolest technologies that XEROX invented, to go along with the gear | box | equipment | device | photocopier | xerox machine > was the front end.  The technology that made the engine hum.  Nothing like the sound of a noisy clicky clacky sound of a duplicating machine overused beyond its intended capacity and ignoring suggestions that it could be improved upon.  The front end turned a really big machine into a humming mouse, constantly kept happy and fed as long as it was eating a lot of paper before regurgitating it out into advance copies of novels for publishers to review, possibly edit, and return for more.  It could be only a digest size [ next trick question if you want to try to respond for a chance for me to post your picture on my blog [ or keep your name anonymous, your choice }.  Under a hundred pages but more than 5 copies should be left for the copy room to produce in less time and have it delivered back.  Can you imagine?  Well, that's what those biggie machines were designed to do.  OH, plus being connected between geological reasons, different cities, nose-diving the shipping cost and eliminating the cafuffle that happens when there is a mistake _ where else? _ YES _ the NUMBERS!!

You will never see a big big company come to a complete standstill if there is no meeting the numbers.  You don't have to like them, but at a company, you HAVE TO MEET THEM.   Maybe if you hate numbers that much you can revisit your goals if you are in sales of any kind.  If you don't like numbers, you will never "GET IT" why some people can be average while a few catapult to REMARKABLE.  

The number lovers
instinctively know that the numbers have to work.  That's when great questioning skill is handy to jump in.  I had a great manager who happened to rise very fast into the big companies' executive ranks.  It really is no wonder, I'm fortunate of had that opportunity.  But, LET ME TELL YOU, MIKE loved his numbers.  If you were going to work and move along at his breakneck smart speed, you had to love numbers too to be able to keep pace with him.  If you did do that, then talking numbers was like a serenade of praise.

EXPECT AN INSERT -> 
I'll have to write about one of Mike's greatest motivational tactics and public recognition he did for me that really made the difference for me.  Unfortunately, timing wasn't always aligned because as Mike moved into a fast trajectory to executive place, I was really lucky to have had the chance to have spent along side him, while he nourished my love of numbers.

Gord will remember our first number of sessions [ or perhaps not because I wouldn't know now how those first conversations unfolded but I do].  Gord knew that I had newly been anointed his sales team leader [ same, if not more, exact responsibility as my male counterparts who were called "Sales Managers" or "Operations Managers" ].

Gord said:  "I'm not looking to invent the wheel.  You appear to get how to sell this digital printing based on your results and awards.  I am looking to learn so that I can get up to speed quicker."  Smart guy eh?  You won't improve and you won't get better if you aren't being a sponge.  It won't work if you think that throwing scalding hot water at your sponge [ subordinate who reports to you regardless of title ] will work, it will do the opposite.  I had an example today where I was talking numbers with someone who in 30 seconds (grammar rule:  use numerical symbol when 10 or higher, written out numbers when nine or less.  Except when you are coming numbers like 10, 30 or 300.) was able to zero in on an exact instance and instance figure precisely.  I came to a realization that my former training that developed into habit became very natural to me to pick out a bunch of numbers and attribute the big picture.

When Gord and I sat down that first day and he said that, I must have been giddy with excitement ... because he was asking me to show him how I got to the NUMBERS on the BOARD?  If you don't love numbers, you won't relate to this at all.  [ thank YOU if you still hang with me and pick up a few pointers along the way or at least until now so it becomes worth your while! ]  

I opened my file on my desk and showed him a printout of all of my clients and prospects and a bunch of columns that I had developed that probably was extrapolated or cross-referenced to CRM [ for a prize for one of my hand-painted one of a kind mask please comment with what that acronym stands for? ].

Then I probably talked and talked and talked about the numbers.  I likely rattled off numbers like my top 5 accounts, account for 15% of total annual sales; next to my proudest, consistent numbers:  what their sales at the same exact date of the former year.  That was my badge of honor and what I guarded like a hawk pouncing on its prey.  Year over year sales gains.  Almost euphoric in giddiness a real numbers sales or executive or CEO role will have.  That would also be readily supported by percentage of year over year gain:  the ones that would have dropped {heavenly gasp for who would EVER lose an account?} clearly colored in red.  Like a badge of shame.

If you could really get the psychology of numbers in sales or get into it, then you would become gloriously at the top of the chain.  If you can take numbers from just about anywhere, interpret them into unique meaning, then you got what it takes.  

Now, in reflection upon this blog, one may think that I must have thought I had it made since I've embraced, massaged, moved, summed, added, subtracted, divided numbers a lot.  With the help of a calculator a good 75% or more of the time (it is also perfectly acceptable to join 75 percent like that, often looks more intellectual than academic, use based on your audience).  I am just trying to show examples on how I love numbers.  I am also being evangelistic about numbers too.  

As to my earlier point:  as the world and everyone and every company and every government and every citizen and every person creates more and more numbers someone is going to have to read them, sort them, make some sort of sense out of them.  The technology is already around to generate patterns and predict habits from numbers or create algorithms to navigate or maneuver them, numbers are going to increase in importance.

Back in the early days of digital printing in the late 1990s, something like 1998, a very big organization gave me the chance to give my team a whirl at printing something for them:  It was a one page letter, but it was going to 20,000 differently, individually addressed correspondence to appeal for something.  You don't ask for anything that is associated with asking someone for money without it appearing as customized and handwritten as they have ever seen.  As a [ you got it! ] one of a kind!  Those special numbers.

I've scooted around and scattered some thoughts.  Recognized some insight that I hadn't examined for quite some time.  Does anyone remember "the QR CODE"?  [I will guest write a blog FOR YOU if you can comment with the answer for that]..  Maybe I can stay on this train of thought and go back into my sales roots to impart some wisdom, if there is any to be had.  You are the decider of that. 


 Thank you,
 Jeannette

NEVER stop asking a lot of questions

would be the advice I would give to my 20-year-old self.

I am going to explore this awesome question that I just heard today.  For about one minute as the other half was flipping through the channels, like he's warming up for that imaginary battlefield game he likes to play.  Flex those fingers and press those thumbs to the beat of your favorite song.  

SOURCE

What advice would you give your 20 year old self? 


I can grapple with myself 
as much as I'd like and that would be the thing that I would tell my 20YOS (abbreviation for 20 year old self), never stop asking a lot of questions.  It is part of the wisdom I can say that I have 30 odd years later.  The difference between good and great is the ability to ask insightful questions.   The other one is to believe in PEOPLE.   I'd like to share my own discovery that becomes a tidy parcel within wisdom.

The person who comes to mind?
I think of Barbara Walters.  I think most, if not all of the greats, emulated Barbara Walters who is the benchmark of interviewing PEOPLE everywhere.  Carve away the personas, politicians, musicians, artists, directors, entrepreneurs, athletes and we all end up the same:  we're PEOPLE.  All of us.  Shed the religion, color, race, country, city, rural, occupations, preoccupations, interests, bias, knowledge, truths, sovereignty.  You.  One of the PEOPLE.  No better than the next, exactly the same.

SOURCE

What makes us different, 
as in our DNA, is our characteristics that make up our personality which evolve by our traits.    What your traits are are steered by you based on the attention you may give it.  If you want to go into the gutter (PORN, RACISM, VIOLENCE) it is because you didn't keep that trait at bay, you continued to explore it, specify an interest level, and even perhaps it evolves into a really bad thing.  You are untrustworthy, not loyal, lean towards meanness, belittle, shuck others aside ... regardless of method.  

I would tell my 2YOS to stray away from those who want to drag you into a deep dark hole with them.  Don't feel sorry for them, as you may ought to do.  Don't even acknowledge them.  Not the slightest hook to snag your attention, however briefly.

These three traits I would suggest are worth considering honing in on:

• Ask a lot of questions, every time, every situation, every where.  Once you establish it firmly as part of the core of who you are, you will continue to expand and ask even greater questions.  Others may even be amazed at the quickness and sharpness to ask a question just as it is entering others' radar.  It blips, and then before processing, be the person who asks a question that captures what everyone could be barely registering, never mind thinking.  It can return at a later time.  Removed from the message other than it appearing like a puff of smoke:  that was a great question because it required an answer that was more in depth and detailed.
• Secondly, be aware of people.  Be open to new people, different people, in different situations, different backgrounds (whether economic, intellect or standing).  Find a way out of the aversion to odor, or behavior that is distracting, so as to be able to hear them.    I could have more easily suggested to pay closer attention or just simply listen but I didn't.  To make a point.  
• Be your own person or personality.  Stick to your values, don't let anyone intimidate you, bully you, make you feel inferior in any way.  Gender is even stripped away so that you can be the person from the inside out.  Starting on the inside first.  Completing the outside is the easy part.  Understand your style or karma or aura you exude.  Don't try to hold back or allow others to censor you.  Any person [ whether friend, family, employer or place ] who wants to encourage you will not make you feel like you should hold back nor be told to be quiet [ whether written or vocal ].  

Don't let anyone try to squash that personality and enthusiasm for the continuous journey you are on.  

You won't be able to sell anything.  Your company, your case, your qualifications, your institution, your cause, your view, your anything will not be able to sell anything unless you can learn how to ask the right questions.

For example.  You are the CEO of your company and you are rubbing elbows with your colleagues and staff while selling your company's product or service.  It is pretty hard not to.  Especially since you probably got the job based on your charisma, leadership essence, confidence, vision.  

I wrote a while ago ..... I'll have to look it back up and link it here ] INSERT LINK [ ... about not working IN the business but work ON the business if you are its OWNER< CEO<PRESIDENT.  Well it is not exclusive, but the point is for anyone who has to sell anything.

If you are a sales representative >> you NEED to work on YOUR business!

What is that business?  We'll get to that later on.

In order to sell anything to anyone, you have to be able to ask great questions.  Those great questions will catapult you at the center of the PERSON [ views, criteria, influence, bias, desires, needs, headaches ].  By understanding the PERSON in front of you:  your parent as you ask for an increase in the university fund;  the sales rep who is asking his potential customer for the order; the CEO who is asking the Board for something to be approved.

If you've asked the right questions, it will magically be staring right at you.  The OASIS of sold!   When you can formulate, practice, evaluate a series of questions to ask that first important first impression meeting, to ask of your audience, hopefully of one as it is far easier.  [ You may need to assess why you are meeting in front of a group ... that's a red flag.  It usually means that the audience doesn't have enough confidence in themselves or have become so rigid that they've lost the ability of sensing instinct, gut feeling, seeing expression.

Five Questions?

Come up with a list of five questions that you want to ask your next prospect [remember, that prospect does not have to be a SALES call or situation].  Then, make it a practice to have five questions written down before any sit down for a meeting, a review, an interview, a report, a presentation.  Spend 10 minutes looking through the web page [ I realize that I should write about that now:  how to review a company's website and grasp their culture, their vibe, their engagement with visitors ] so that you can come up with five questions.

An INVESTOR

Think of yourself as an investor.  Yes, that sounds backwards when you think that you don't have the money to buy even "a share" in this company, just ignore that and transcend yourself.  Ask yourself:  "would you buy shares in this company?".

If you are attuned to selling to people, you will want to invest in them just as much as they will want to purchase or give you whatever it is you are asking for.   That is called evening the playing field.  Remember what I said before?  PEOPLE are the same except for how they BUY things.  

BUY THINGS

can be just the same as buying into things.  Do you buy into this opinion or that show or that writing or philosophy?  See, we are all BUYERS and there are sparks that initiate the action to buy.  

If you are not attuned to PEOPLE you won't get as far.  You will have to meet more and more and more PEOPLE to get into your zone.  Then again, as you meet more and more PEOPLE in whatever situation FIVE QUESTIONS imagine what will unfold.  

If you like to cut corners, you probably didn't even last to the finish of this post.  Unless it benefits you immediately [ can you copy, plagiarize or imitate this?] you are long gone.  Those are probably the less honest type of sales anyhow and they won't jive with my philosophy derived from my traits.

DISCIPLINE

is a trait or characteristic.  Which does it mean is which.  It is both an adverb I think and a verb in English, as in a thing or noun rather than an action.

In order to have a DISCIPLINEd PERSONality, you will have had to hone your traits to come up with the right ingredients for your own unique PERSON.  I am wondering somewhat if I have ADD or attention deficit disorder.  Someone with a psychological background I was [here it is again] asking more insightful questions asked me if that were a possibility.    Not as an assessment, nothing like that, simply generated from a conversation.  

Examine your own traits.  What are your leanings?  What gains your interest quicker than others?  Explore the maybe and the why.  

   

The 7 year itch

Alas, it has been seven years
 since I began blogging.  It has been a learning curve of the creative, expressive kind.  That's okay since I'm a self-described "knowledge junkie".

I've had fans and cheerleaders, supporters and mentors to which I owe a lot.  They are patient with me.  Some read faithfully.  I know because although I rarely have comments, the readership spikes show on the stats.  

346,000 page views over 7 years
doesn't seem like that many when you consider the many blogs that exceed that in a day.  I will take what I can and I appreciate every single view counted.  I like to check what posts gain the most traction and it seems that when I blog about sales or business there is the most attraction.  You can see which ones are popular because I leverage the tools that Google's Blogspot affords me:  on sales.

It seems cool on the one hand that one of my blogs has gained a nice following.  Rewarding to see how others it resonates with.  In all cases, I write from experience to help others navigate the waters on sales and then some on social media.

In neither case do I propose that I am an expert.  For hardly can anyone acclaim expertise and shout it from the rooftop of posts, shares, retweets in order for it to become so.  Nor is my name noted on any list of experts on any one topic.  

If you look at the average person starting out on social media or blogging, it seems a daunting task to attract a few followers, never mind thousands.  I appreciate every single one.  Sincerely.  Heartfelt.

One reader or one page view is a celebration in itself.  If they return, then a happy dance should be done.  If I've helped one person think differently about sales, leadership or social media and improve results, then mission accomplished.

Depending on the perspective of who you are, you extrapolate opinion on the writer or the message.  Even if you don't have a compelling temptation to comment, if it crosses your sphere in a way that you want to share it, then that is a gift.

One of the things that I have done over the past seven years is continuously try new things, experiment, stretch my imagination or be inspired to share more.  

However, I don't have the luxury of writing or being a social media person online as a means of earning a living.  But it makes living worthwhile when what you write does help someone else gain a new perspective or try things a little differently.

I suppose on the one hand, I scaled back on writing about sales because I'm not actively working in the sales field.  Then I remind myself that social media is all about selling yourself,  every time, every click, every post.    Selling one's self is far more challenging than selling for an organization, a service, or a product.  Increased activity can smooth over gaps and improve results.  Unfortunately, I haven't always applied that theory to my own blogging.

I allowed myself to become scattered, or scatter what I write about under different umbrellas.  I've even gone so far as to create a website www.graFX.online which hardly appeases me since it isn't the finished product I foresee nor the resource I've imagined.

Sometimes it is far more difficult to examine one's own short-comings than it is to opine about someone else.  In the world of social media, having an opinion is a common ground that is either shared or ignored.

I've supported some pretty cool ventures by those whom I've connected virtually with over the years.  I've cheered on some great initiatives by others that seem to springboard them to success.  Not because of me.  Perhaps a few ideas percolated after our interactions, or new adventures sprung from sprinkled ideas, conversations, reading.  I'm amazed and proud of some of the great things that have happened to some pretty amazing people.  Not because of me, that is for sure.  Yet by our association, I lent witness to their climb to successfully reaching a pinnacle of their own doing.

I do hope that some of it has rubbed off on me.  Learning from others who try new things or stay on track, on message, while trying different approaches.

I scaled back on writing about sales most likely because I couldn't define the road I was on or where I wanted it to take me.  I couldn't see myself being where I've sat in the audience myself before, listening to a key note address at a conference, sales celebration, or networking event.  

Ironically, I could probably do it.  After all, I spent 10 years learning the trade of public speaking, testing myself, stretching my comfort zone.  

Maybe I haven't believed in myself enough, even though on paper denoting awards and recognition, the proof has been there.  I've chalked it up to not being pretty enough, or young enough to take a step in that direction.

Maybe I've expected a golden glow of a halo to surround me in a way that would attract the right person or company who would see some gift or talent that could be maximized, nurtured or expanded.  

Certainly, many women, particularly, freeze at attracting too much attention or wonder if any attention is a good thing.   

Being a wife, mother doesn't always springboard someone to traveling around the world and creating an identity that compels others to invite you to speak, teach or train others, or even give advice to help others travel the road less traveled.  

I for one can tell you that nothing happens over night.  I can almost take a step back and objectively ponder some of the better habits I formed in order to do well in sales.

I can safely say that I got turned off creating any label to myself that glimpse what I see others projects.  I see people who never had to cold call, set up seminars and talks on cold calling.  

The definitions in sales are sometimes subjective, often ambiguous and selective by those adopting best practices or paying to hear or read what someone else professes to be the holy grail in magically being able to transform their lives by becoming a sales superstar.

From my standpoint, the ones who become the best sales keynote speakers, are the best at selling themselves, not necessarily at sales.  Sure, you have to have a story to tell that sells others to think that mere moments with them will shed light on bypassing any self-limiting dialogue with themselves to becoming so confident in the story telling and the charisma to tell a story, transcends the optics of the claims being made.

I've seen someone whom I recruited into Toastmasters become a well spoken conveyor of sales wisdom.  A sticky name or created catch-phrase claimed as a new, amazing way to catapult past so many others if they just follow their path.  That person is able to sell themselves, put action to vision that so many others cannot.

I've seen someone else who really was placed in a plum assignment in sales, not by pure sales stamina or savvy, but by shear personality, cuteness, booming laughter, or a number of many characteristics we were attracted to on the elementary recess playground or the cool high school crowd.  Not necessarily, were they that then, they clearly climbed from the chaos of learning to the maturity of believing in themselves.

I've had some pretty amazing supporters and mentors in my 30 some years of working.  I can name drop some recognized people with skillful talent.  I've ridden on their coat tails or participated on the sidelines to cheer them on.

Sadly, most people find a lot of different sponsors, supporters as they climb the ladder.  More often, they then shed the ones from the bottom rung.  Being one of the left behinds is sometimes hurtful, unless you're the one who put the distance there yourself, whether by actions or decision.

Belief in one's self is a hard thing to do.  Most people take a lot of knocks.  The very best have more than most, can dust themselves off, learn from it, and move on to the next step.

One step forward, two steps back
is not always a bad thing.  The distance in the step forward can usually amount to a greater achievement than the two steps back.

We learn from our mistakes
or our mistakes burn us.  Out.  Pulling one's self out of the ashes of disappointment is no easy feat.  

Humility and humbleness
do not go hand in hand with confidence in a society based on the thermometer of wealth or acclaim.  People tend to want to hitch a ride on the rising star.  They are quick to jump ship as they smell pending failure.   Others prefer to disassociate themselves with anyone that may hold them back or slow them down.

Often perceived success
outweighs value.   Value is determined by philosophy and beliefs, often aligned by economic fruits.  

What can you do for me
seems to be more important than what can I do for you.  If you can give your time, your support, your skills, does not protect you from falling to the wayside to others that can provide value by means of boosting an ego or forking over money.

There are a number of things I've learned from these seven years on social media and writing about sales that carry the identical message:  you can't cut corners, there are no shortcuts, and quality takes time.

In sales as in life
you usually have to depend on your own stamina, ability to stay motivated, focused, and inspire yourself with the right messages.  

Nobody else will dust you off
or kick you in the pants to keep you moving forward.  Who you surround yourself with communicates a lot about how you see yourself as a person.  

These days I see myself lucky to have some fairly amazing people around me.  Some are family, some are friends, while others are almost strangers if it weren't a connection in a virtual world.

Perseverance, belief, continuing on
is only something you, yourself, can do.  Others can help with their support, their words, their cheer.  People have a tendency to evacuate when they see a storm on the horizon.  No less when you stop believing in yourself.

People like to cheer on winners
and stay clear of defeatist attitudes.  Sometimes low morals, low morality, unfolds and doesn't seem to inhibit the message or discredit the messenger.  

Accountability resides in your own head space
with reminders close by on which road you travel.  I've chosen to mostly travel with integrity, honesty and consistency.

That is why I was able to sell and achieve results.  Not by snazzy language or schemes to move around the basics.  Yes, I still see lots of that going on, outside of my control.  I have to be thankful that at least I have learned enough to identify such trespasses.  It isn't for me to identify or cry out when corners are cut or untruths help others to go farther.

I should at least have the wisdom to know that those who get by on lies or dishonesty, eventually get caught on to or caught up with.  It is a short and quick path.  Not usually long serving or life long.

I will continue to write and continue to experiment.  I will endeavor to be honest and to help others without any credit on my contribution.  That becomes frustrating and usually unrealized.    Regardless, I will continue to be proud of the ones I've helped along the way, and ignore whether I'm thanked or not.  That is part of growing and growing up.  Being accountable for one's own actions over preference to being recognized as a positive conduit that others have learned from.  

Eventually, the right results will speak for themselves.  As in sales, I did find out.  By working hard and keeping a mirror close for my own self-examination, rather than allowing others to diffuse my abilities in order to make themselves be better known, better recognized or considered more successful.  

I have to believe in what I am capable of and not allow what others may have done to me, deviously or innocently, to try to knock me down.

Some bounce back stronger than others.  Others are knocked a few more times than most.  Maintaining a fine balance of optimism, convictions, ethics is a far steeper path to follow.  Yet it can be far more rewarding.