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? ?. Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling. In this article: How the Shift from Product and Solution Selling to Value Selling Began. How to Start Selling Value. How to Visualize the Value of What You’re Selling. Changing the Conversation to Deliver Value in Selling. MORE
Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. In conventional solutions selling, sellers look to find a need. Gap Selling = Problem-Centric Selling. MORE
Solution selling in today’s market is the single best way to close more sales. Check out these 15 quick solution selling tips to beat your goals this year. The post 15 Quick Solution Selling Tips to Close More Sales appeared first on Sales Speaker Marc Wayshak. Blog solution selling MORE
Tech Sales – The shift from product selling, through solution selling, to customer needs selling. Over the years technology companies have realised selling with a product focus, i.e. showing and talking about their product or service, its features, advantages and benefits is no longer sustainable, particularly for those selling hardware, where margins are small and competition is high. Definition of customer needs selling. MORE
So while it’s important to sell on value, you must also sell the problem. How can you sell me a diamond ring if I value something else more, or I just don’t see the value of a diamond ring for me? I think the solution to the problem is to take a much needed vacation. That a stunning diamond ring would be a better solution to my problem because it’s a long-lasting and tangible reminder of my accomplishments. Problem vs Solution Selling. MORE
Sales Mindset dont push benefits pull out problems sales stories solution sellingI believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
You aren’t in a position to be able to steer the customer to a productive, resolution oriented solution. Before you engage a prospect or client about your product or service make a list of all the potential problems they may be facing in their organization, problems your product or solution can address. It’s how your customers and prospects begin seeing you as someone who can provide solutions and not just someone who is selling a product. MORE
What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’ Much as it is one of the best tools for the task, social selling isn’t just about using LinkedIn effectively. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Social selling is no longer an option. Social Selling can suck the life out of your selling efforts—if you let it. MORE
Well, think about your approach while selling over the phone. People look for solutions to their problems and opportunities to grow. Therefore, it is essential to focus on solution selling rather than just emphasizing the product’s features. Benefits of solution selling. MORE
A posting over at LinkedIn Group asked if the members were witnessing a lack of return on investment (ROI) in solution selling. solution-selling. This failure has also been transferred to many who are engaged in solution selling. Yet I believe truly top sales performers in solution selling will always present the case for a return on investment provided they did their research and their solutions are not smoking mirrors. MORE
The fundamental premise of The Challenger Sale, published in 2011, is that most customer loyalty is a function of how you sell, not what you sell. The authors challenge the notion that solution selling works in today’s B2B world. Just in case you’re thinking that the Challenger selling approach sounds an awful lot like Solution Selling, the authors make a clear argument that it is not. The Solution Selling approach is more about questioning. MORE
The post Solution Selling appeared first on Accent Technologies. Uncategorised MORE
Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. MORE
Through current technology and pre-hire survey methodologies based on behavioral science, employers have a consistent, reliable, and efficient means of checking references. As a result, they will encounter fewer surprises during the interview proc MORE
Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link: Consultative Selling solution selling Relationship Selling inbound SPIN Selling outbound AIMost lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age! MORE
Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. The post The rise of Ethical Selling in the new world order: The history of Sales Methodologies, revised & updated appeared first on Barrett Sales Blog. Attitudes & Behaviours Education in Sales Ethics & Values Selling Better Solution Selling MORE
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts. Sales Methodology MORE
It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. Salespeople have 215 selling days or 1720 hours a year to sell. Their available selling time goes from 50 hours a month to 71.6 MORE
As a rule-of-thumb, we estimate there are 215 selling days totaling 1720 hours per rep. The end-goal is to reduce the energy waste (sales capacity spent on non-selling tasks) and increase the output of your use of energy (revenue). That’s why, as with home energy audits, it’s useful to have an outside company like Smart Selling Tools perform the evaluation. Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. MORE
There are questions of, “should we be transactional, product, solutions, consultative focused?” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” We don’t choose how we sell, rather we must choose how we effectively and efficiently respond to the way our customers buy. MORE
In today’s selling environment, we’re using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers. MORE
Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy. MORE
Complex Selling & Transactional Selling Key Account Management Opportunity Prospecting Sales Culture Solution SellingI recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. On one hand this sounds like good news. Sales teams understand the importance of retaining […]. MORE
The post How to Be Ready to Serve Customers in the New Normal appeared first on Integrity Solutions. What’s next – in how we’ll serve customers, lead teams, and collaborate with each other? Originally Published As a Guest Blog on SellingPower.com By Mike Fisher. MORE
The post Selling Better, Faster using Real Time Sales Education appeared first on Barrett Sales Blog. I’m feeling elated. I’m feeling vindicated. I’m feeling very optimistic about the future of sales education and sales mastery. MORE
You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. So does that mean everyone's "solutions" make actual SOLUTIONS as meaningless as self-described great customer service ? light went off for me at Selling Power Magazine’s recent Sales Leadership Conference. It’s no longer just about the solution. MORE
It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. You can select and provision for sales tools that will make it possible for reps to sell more. As Nancy Bleeke writes in her new book, “ Conversations That Sell ” the purpose of every conversation is to get the prospect to either do or decide something. MORE
Being in this position can be extremely harrowing, especially if you sell large, complex solutions that take 9+ months to close. Sales Forecasting Sales Pipeline 3x quota chasing the wrong deals close bigger deals close deals faster complex solution selling high quality pipeline how to make sales quota proactive selling sales pipeline tipsIf your fiscal year ends December 31, you are now a bit past the mid-year point to make quota. How are you doing? MORE
At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex. MORE
Lori Richardson of Score More Sales , and Barb Giamanco of Social Centered Selling. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling The title of my post is a play on one of the most famous advertising headlines of all time. MORE
The profession of selling requires a whole range […]. The post The Holy Trinity of Selling appeared first on Barrett Sales Blog. Attitudes & Behaviours Business Acumen Buying Collaboration Common Ground Communication Ethics & Values Opportunity Sales Skills Sales Talent Solution SellingThis post has been inspired by my colleague, Ben Shute, who I work arm in arm with bridging the divide between sales and procurement. MORE
Sales Leaders Sales Success ask client problems conversation discovery listen problem solving problems in sales prospect problems questions Sales sales tips solution selling solutions solve support talkAre you a sales leader looking to help your team solve problems in sales? Focus on enabling them to master the art of conversation. I find that a personal approach works well in sales. Forget pitching, overturning objections, and all of the logistics you have learned about. MORE
?? Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling In this article: How the Shift from Product and Solution Selling to Value Selling Began How to Start Selling Value How to Visualize […]. The post Product Selling vs Solution Selling w/Scott Crosley appeared first on The Sales Insider. MORE
Buyers often need help understanding available options for solving their business challenges as well as what they should consider when talking with potential solution providers. At some point, however, they will make a decision to contact a solution provider and have an actual conversation with a salesperson. You are indeed, if you haven’t considered these four reasons why dumbing it down is the smartest way to sell to buyers. MORE
No matter the current trends or technologies, what size company you work for, or the types of products you sell, they are simple issues to understand but very difficult to solve. 1. Marketing is Selling. No matter how enthusiastic or ‘on-board’ the buyer is, I recognize that he or she will inevitably find themselves having to sell their decision to internal buying influencers. MORE
You've probably heard of solution selling — it might even be your strategy of choice. Solution selling is one of the best ways salespeople can sell with empathy. In some cases, selling a product for the sake of selling a product can be fairly surface level. MORE
It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?” ” Alternatively, I might ask, “What solutions do you have to sell?” MORE
Consultative Selling customer needs solution selling tips for sales people “He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ “ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
Dave Kurlan sales process solution selling SPIN Selling notre dame joe biden sales software selling has changed martin dempsey john boehnerWe were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. MORE
They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy. MORE
Presenting Solutions Selling SkillsOn this Q&A episode: "What's the best way to follow-up with a demo? Even though m y demos go really well, the prospect seems to go silent after we meet". MORE
Solutions Selling Related Topics Hubspot Sales
DECEMBER 9, 2020
You've probably heard of solution selling — it might even be your strategy of choice. Solution selling is one of the best ways salespeople can sell with empathy. In some cases, selling a product for the sake of selling a product can be fairly surface level.
Accent Technologies
JULY 9, 2020
The post Solution Selling appeared first on Accent Technologies. Uncategorised
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
A Sales Guy
MARCH 31, 2020
Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. In conventional solutions selling, sellers look to find a need. Gap Selling = Problem-Centric Selling.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts. Sales Methodology
Marc Wayshak
JULY 11, 2018
Solution selling in today’s market is the single best way to close more sales. Check out these 15 quick solution selling tips to beat your goals this year. The post 15 Quick Solution Selling Tips to Close More Sales appeared first on Sales Speaker Marc Wayshak. Blog solution selling
Salesmate
JUNE 2, 2020
Well, think about your approach while selling over the phone. People look for solutions to their problems and opportunities to grow. Therefore, it is essential to focus on solution selling rather than just emphasizing the product’s features. Benefits of solution selling.
InsideSales.com
OCTOBER 24, 2019
?? Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling In this article: How the Shift from Product and Solution Selling to Value Selling Began How to Start Selling Value How to Visualize […]. The post Product Selling vs Solution Selling w/Scott Crosley appeared first on The Sales Insider.
Xvoyant
JULY 6, 2020
Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns.
PandaDoc
JUNE 4, 2019
Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy.
InsideSales.com
OCTOBER 24, 2019
? ?. Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling. In this article: How the Shift from Product and Solution Selling to Value Selling Began. How to Start Selling Value. How to Visualize the Value of What You’re Selling. Changing the Conversation to Deliver Value in Selling.
Partners in Excellence
DECEMBER 9, 2019
There are questions of, “should we be transactional, product, solutions, consultative focused?” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” We don’t choose how we sell, rather we must choose how we effectively and efficiently respond to the way our customers buy.
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Increase Sales
JUNE 24, 2013
A posting over at LinkedIn Group asked if the members were witnessing a lack of return on investment (ROI) in solution selling. solution-selling. This failure has also been transferred to many who are engaged in solution selling. Yet I believe truly top sales performers in solution selling will always present the case for a return on investment provided they did their research and their solutions are not smoking mirrors.
Artesian Solutions
MARCH 11, 2019
Tech Sales – The shift from product selling, through solution selling, to customer needs selling. Over the years technology companies have realised selling with a product focus, i.e. showing and talking about their product or service, its features, advantages and benefits is no longer sustainable, particularly for those selling hardware, where margins are small and competition is high. Definition of customer needs selling.
Smart Selling Tools
AUGUST 12, 2011
So while it’s important to sell on value, you must also sell the problem. How can you sell me a diamond ring if I value something else more, or I just don’t see the value of a diamond ring for me? I think the solution to the problem is to take a much needed vacation. That a stunning diamond ring would be a better solution to my problem because it’s a long-lasting and tangible reminder of my accomplishments. Problem vs Solution Selling.
The Brooks Group
OCTOBER 4, 2010
You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. So does that mean everyone's "solutions" make actual SOLUTIONS as meaningless as self-described great customer service ? light went off for me at Selling Power Magazine’s recent Sales Leadership Conference. It’s no longer just about the solution.
Sales Gravy
NOVEMBER 19, 2012
Through current technology and pre-hire survey methodologies based on behavioral science, employers have a consistent, reliable, and efficient means of checking references. As a result, they will encounter fewer surprises during the interview proc
MTD Sales Training
MARCH 13, 2014
Consultative Selling customer needs solution selling tips for sales people “He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ “ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
MAY 17, 2019
Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link: Consultative Selling solution selling Relationship Selling inbound SPIN Selling outbound AIMost lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age!
MTD Sales Training
OCTOBER 31, 2012
Sales Mindset dont push benefits pull out problems sales stories solution sellingI believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
MAY 15, 2020
In today’s selling environment, we’re using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers.
Integrity Solutions
MAY 13, 2020
The post How to Be Ready to Serve Customers in the New Normal appeared first on Integrity Solutions. What’s next – in how we’ll serve customers, lead teams, and collaborate with each other? Originally Published As a Guest Blog on SellingPower.com By Mike Fisher.
Understanding the Sales Force
AUGUST 18, 2015
They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy.
Understanding the Sales Force
MAY 17, 2016
Dave Kurlan sales process solution selling SPIN Selling notre dame joe biden sales software selling has changed martin dempsey john boehnerWe were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers.
criteria for success
JUNE 27, 2019
Sales Leaders Sales Success ask client problems conversation discovery listen problem solving problems in sales prospect problems questions Sales sales tips solution selling solutions solve support talkAre you a sales leader looking to help your team solve problems in sales? Focus on enabling them to master the art of conversation. I find that a personal approach works well in sales. Forget pitching, overturning objections, and all of the logistics you have learned about.
Sales Readiness Group
DECEMBER 7, 2018
Presenting Solutions Selling SkillsOn this Q&A episode: "What's the best way to follow-up with a demo? Even though m y demos go really well, the prospect seems to go silent after we meet".
Sue Barrett
NOVEMBER 28, 2019
The post Selling Better, Faster using Real Time Sales Education appeared first on Barrett Sales Blog. I’m feeling elated. I’m feeling vindicated. I’m feeling very optimistic about the future of sales education and sales mastery.
Sue Barrett
OCTOBER 23, 2019
The profession of selling requires a whole range […]. The post The Holy Trinity of Selling appeared first on Barrett Sales Blog. Attitudes & Behaviours Business Acumen Buying Collaboration Common Ground Communication Ethics & Values Opportunity Sales Skills Sales Talent Solution SellingThis post has been inspired by my colleague, Ben Shute, who I work arm in arm with bridging the divide between sales and procurement.
Smart Selling Tools
OCTOBER 29, 2014
The fundamental premise of The Challenger Sale, published in 2011, is that most customer loyalty is a function of how you sell, not what you sell. The authors challenge the notion that solution selling works in today’s B2B world. Just in case you’re thinking that the Challenger selling approach sounds an awful lot like Solution Selling, the authors make a clear argument that it is not. The Solution Selling approach is more about questioning.
Sue Barrett
FEBRUARY 20, 2019
Complex Selling & Transactional Selling Key Account Management Opportunity Prospecting Sales Culture Solution SellingI recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. On one hand this sounds like good news. Sales teams understand the importance of retaining […].
SalesLatitude
JULY 26, 2018
Being in this position can be extremely harrowing, especially if you sell large, complex solutions that take 9+ months to close. Sales Forecasting Sales Pipeline 3x quota chasing the wrong deals close bigger deals close deals faster complex solution selling high quality pipeline how to make sales quota proactive selling sales pipeline tipsIf your fiscal year ends December 31, you are now a bit past the mid-year point to make quota. How are you doing?
Sue Barrett
JANUARY 22, 2019
Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. The post The rise of Ethical Selling in the new world order: The history of Sales Methodologies, revised & updated appeared first on Barrett Sales Blog. Attitudes & Behaviours Education in Sales Ethics & Values Selling Better Solution Selling
Smart Selling Tools
APRIL 23, 2013
At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex.
Smart Selling Tools
APRIL 9, 2013
Lori Richardson of Score More Sales , and Barb Giamanco of Social Centered Selling. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling The title of my post is a play on one of the most famous advertising headlines of all time.
A Sales Guy
MAY 2, 2013
You aren’t in a position to be able to steer the customer to a productive, resolution oriented solution. Before you engage a prospect or client about your product or service make a list of all the potential problems they may be facing in their organization, problems your product or solution can address. It’s how your customers and prospects begin seeing you as someone who can provide solutions and not just someone who is selling a product.
Smart Selling Tools
MAY 14, 2013
Buyers often need help understanding available options for solving their business challenges as well as what they should consider when talking with potential solution providers. At some point, however, they will make a decision to contact a solution provider and have an actual conversation with a salesperson. You are indeed, if you haven’t considered these four reasons why dumbing it down is the smartest way to sell to buyers.
Smart Selling Tools
JANUARY 22, 2013
As a rule-of-thumb, we estimate there are 215 selling days totaling 1720 hours per rep. The end-goal is to reduce the energy waste (sales capacity spent on non-selling tasks) and increase the output of your use of energy (revenue). That’s why, as with home energy audits, it’s useful to have an outside company like Smart Selling Tools perform the evaluation. Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use.
Smart Selling Tools
FEBRUARY 5, 2013
No matter the current trends or technologies, what size company you work for, or the types of products you sell, they are simple issues to understand but very difficult to solve. 1. Marketing is Selling. No matter how enthusiastic or ‘on-board’ the buyer is, I recognize that he or she will inevitably find themselves having to sell their decision to internal buying influencers.
Smart Selling Tools
FEBRUARY 12, 2013
What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’ Much as it is one of the best tools for the task, social selling isn’t just about using LinkedIn effectively. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Social selling is no longer an option. Social Selling can suck the life out of your selling efforts—if you let it.
Smart Selling Tools
MARCH 5, 2013
It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. You can select and provision for sales tools that will make it possible for reps to sell more. As Nancy Bleeke writes in her new book, “ Conversations That Sell ” the purpose of every conversation is to get the prospect to either do or decide something.
Smart Selling Tools
JULY 16, 2013
It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. Salespeople have 215 selling days or 1720 hours a year to sell. Their available selling time goes from 50 hours a month to 71.6
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