Right from your Gmail or O365 inbox. Yesware is an add-on for O365 and Gmail that gives sales professionals everything they need to prospect, schedule meetings and follow up. Timely: One of the most important facets of being smart about your sales goals is setting concrete deadlines. Facebook recently proved that the degrees of separation between strangers is smaller than we all thought; it’s only 3.5 people. Measurable - How will the activity levels be measured? There would be no way to evaluate your performance without them. The best way to bury an objection is to use the Best Friend Formula. Cold email is an incredibly powerful sales channel. Uncover new business opportunities And if you need more motivation, implementing this sales call planning system will cut your expense line and add to your profit line! The more specific you can be when defining sales goals the more likely your team are to hit them. (Hint: It isn’t just the product in itself.) For example, when Apple released its sales goals for the first quarter in the fiscal year of 2018 in a press release, it noted that it wanted to increase revenue to between $84 billion and $87 billion while keeping operating expenses between $7.65 billion and $7.75 billion. Submit the accounts to the accounting team for analysis on a time basis. Right from your Gmail or O365 inbox. Spend one hour each day prospecting to find good-fit leads. In this article, we'll walk through everything you need to know to master cold email. By when? goals, here are some example call center SMART goals for your contact center team. Complete at least 25 phone screens and 15 in-person interviews in this quarter to reach our goal of hiring four new account managers for … Example S.M.A.R.T. For example, a goal could be to generate 25 new leads in the next quarter. Smart objectives are goals that are designed to be specific, measurable, achievable, relevant and time-bound.These typically include end-goals such as revenue or meaningful steps towards end-goals such as launching a new product. Audience-specific - It is appropriate and relevant to your target audience. This will help your sales team maintain productivity and make it easier to map out your task timeline. In this article, we discussed what a project objective is, what are the 5 smart goals and how to set out objectives using the smart criteria with examples. Each call should have a specific purpose, desired outcome, or intended result. Or it could even be a person. Establishing smart project objectives helps you to set out your road map. Unexpected objections during sales calls are the kiss of death for inexperienced salespeople. Think of it as an audio email, and keep it to 20-30 seconds. A SMART objective is… Specific - It describes a specific action, behaviour, outcome or achievement that is observable. Increase Units Sold and Boost Profit Margins # If your company doesn’t deal with recurring revenue, … Broad Goal Example: I Want to Grow My Business. Sample Call Center Resume Objectives Adding the name of the company you are applying for is crucial when writing your resume objective. A use case: The sales call script that prospects everywhere are begging you to stop using. When you set an objective for yourself, you should include each step necessary for success. Within your revenue sales goals, you should review components such as margins (profit minus expenses) and efficiency. When it’s go-time, remove any visual distractions so you’re fully present to lead the conversation. As it relates to what you offer, what do buyers want? So at a micro-level, it’s still all about how many contacts or phone calls the salespeople can make, incre… Growth takes time, so don’t rush to set impractical goals. Your cold email subject lines hold a lot of power for such a small word count. You don’t want to waste a prospect’s time, but you want to portray your value. These concrete numbers were specific to keep the organization more accountable in pursuing its sales goals. No powerhouse company became a household name overnight. Customers required to expend too much effort in order to resolve an issue. Forbes contributor Carrie Kerpen puts it perfectly: Every cold outreach that I’ve ever given 15 minutes of my time to was because they were memorable, and because I didn’t feel like a tally number on a board of “calls made.” Every single one was about how they could add value to my business in a way that others couldn’t. Increase lead quality. If you’re running a startup, it can be difficult for your sales team to. What about you? But it illustrates the kind of consideration and discussion which should happen before setting and committing to smart objectives. For example, when Apple released its sales goals for the first quarter in the fiscal year of 2018 in a press release, it noted that it wanted to increase revenue to between $84 billion and $87 billion while keeping operating expenses between $7.65 billion and $7.75 billion. Create specific, targeted goals for the team. By monitoring potential leads, you can better reach your sales goals, from finding new clients to increasing revenue for your startup. Crunchbase Pro offers an extensive database with custom filters so you can find potential leads. And How? Realistic - It is achievable with the available resources. When reviewing your existing customer base, you can set goals to manage churn rate, customer satisfaction, and customer lifetime value. Rather than setting a goal to increase sales revenue, establish clear guidelines by attaching a number and timeline to it. Cold Emailing 101: How To Make More Money With Direct Outreach, 20 Cold Email Subject Lines Proven to Get Over 85% Open Rates, The Definitive Guide to B2B Sales in 2021 (Expert, Data-Backed Strategies), “Hey, I happened to notice that you’re connected to Sarah Cuddy. Are there approaches you’ve learned to steer clear of? Specific: One of the biggest pitfalls in setting sales goals is not being specific enough. Growth takes time, so don’t rush to set impractical goals. SMART Goals For Outside Sales Reps [EXAMPLE] Goal #1 | $2,000 per Week in Commission. If your company has been around for over a year, you may want to consider changing your goals and focus on retaining customers. Customer calls being put on hold. This is a common sales goal - to make “X” amount of calls in a period of time - but ultimately it’s about the converting these calls into opportunities and eventually sales. The truth is, most people don't do it effectively. Show them the end-goal. Here’s what you’ll need: your prospect list (ideally with prior research about the person), your sales call script, and a place to jot down call notes. If you’re running a startup, one of your first sales goals could be to land two clients, instead of 20, within your first month of being a business. Ian worked with his prospect to get to the end-goal together — well done. Setting financial goals is an important step … Then, come up with a connecting statement for your sales call. Before your call, outline each of the key personas that you will be talking to. Goal #3 | Close 4 More Deals Next Month. Specific. Other examples of sales objectives that focus on your team’s capacity are: Cutting the amount of time reps spend on qualifying leads and generating leads (potentially with the help of tools) Increasing the amount of time reps spend on sales calls. Then ask yourself: To give you an example of a PVP, here’s what ours looks like for different prospect personas: When you’re developing your own PVP, think about value as a result of your product. Goal #4 | Increase ASP (average sales price) by $1000 Next Quarter. Before making a sales call, ask yourself, “What do I want to accomplish or have happen as a result of […] Reach more leads, book more meetings, and close more deals while doing a lot less work. Finding your commonality (and bringing it up in a natural way) makes you more attractive to your prospect. Whatever time you choose, make sure to block it off on your calendar. Specific. That being said, whether you’re a large or small business, here are 11 marketing objective examples to inspire your digital strategy planning conversations. What sales call scripts have you had the most success with? Book more meetings without the back-and-forth. When creating a customized AOR System, it is important to remember to do so using the SMART method: Specific - What daily activity levels are necessary to accomplish the objectives and results? One of the biggest pitfalls in setting sales goals is not being specific enough. A Yesware analysis of over 25,000 calls made through our phone dialer discovered this is the best window. (Keep reading for sales call script templates examples to copy/paste) Remember, your goal isn’t to pitch someone on the spot; it’s to get them to commit to a meeting. Your plan won’t fly if the goal sounds too general. Don’t worry about a reply; just focus on continuing to nurture your prospect’s trust in you. We wrote this definitive guide on B2B sales to help you understand those changes, and outline best practices for being successful in this new environment. First thing’s first: Write an outline of what you want to say.. It’s the best way to make sure you hit the right points during your call. Congratulations on how fast your scaling! And don’t just talk at them—engage with the person you’re talking to by asking questions. Of course, we have new technology to help us work smarter (no pun intended), but there are still so many businesses out there that depend on reps making phone calls. One of the most important facets of being smart about your sales goals is setting concrete deadlines. If you’re running a startup, one of your first sales goals could be to land two clients, instead of 20, within your first month of being a business. With this example we have gone into much detail. Weekly, monthly and even annual sales goals should align with the overall vision of what you want your startup to be and what kind of impact you want it to have. The following are illustrative examples of smart objectives. Top 22 Call Center Resume Objective Examples to Boost your Resume. (Keep reading for sales call script templates examples to copy/paste) Remember, your goal isn’t to pitch someone on the spot; it’s to get them to commit to a meeting. Here are 18 proven email templates. Tweet us: @Yesware. Key Takeaway: Put yourself out there more of the time. Our business needs 10,000 website visitors, within the next 6-months from our inbound marketing … Sales objective type: Leads. released its sales goals for the first quarter in the fiscal year of 2018 in a. , it noted that it wanted to increase revenue to between $84 billion and $87 billion while keeping operating expenses between $7.65 billion and $7.75 billion. Examples Of SMART Objectives. The goal is … For example, after being passed from one agent to another. © 2020 Crunchbase Inc. All Rights Reserved. But what subject lines are getting prospects... B2B sales has changed dramatically over the past year. A sales call script can be your best friend or your worst enemy. Connect with that reality. For example, if your sales objective for the upcoming quarter is to increase revenue, but a figure next. "How will you know it is done?" This formula comes down to a three-part formula: Here’s how our own Ian Adams perfected this technique with the “just email me” objection: Notice how he didn’t fight the objection head on? Learn something about me, and deliver it in a way that resonates. If your company has been around for over a year, you may want to consider changing your goals and focus on retaining customers. Find a compliment or a specific pain point; your acknowledgement of this intimate fact can serve as your bond. I read about it on TechCrunch. As a salesperson, goals and target projections are always at the forefront of your mind. Download a free trial today. Enhance their individual sales performance 5. Here’s how SMART goals work and a few tips and examples to assist you in your goal-setting … Similar to being attainable, your sales goals should be realistic. A closing statement that sparks curiosity and is scientifically proven to. Decreasing the amount of time it takes for a deal to be closed. Increase the number of sales calls made 4. Goal #2 | Double Your Number of Visits. You can make weekly and monthly goals for how much revenue your sales team should bring in as a whole – in addition to individual benchmarks. Here’s how to organize this type of call: Dubbed by Art Sobczak’s book Smart Calling: Eliminate the Fear, Failure, and Rejection of Cold Calling, PVP is an important concept. The better you can define what you actually want to achieve, quantitatively as a sales manager, the more likely you are to achieve it. For example, a goal could be to generate 25 new leads in the next quarter. Specific: I will acquire three new clients for my … No powerhouse company became a household name overnight. Specific means referring to something unique, and is the opposite of general, broad or … Specific answers the questions "what is to be done?" The objective mentioned above can be rephrased to: Decrease the number of steps required to complete an order by 30% by the end of this quarter. The prospect you’re calling is a person with a real job, with real needs and frustrations. As simple as it sounds, the sweeping majority of sales call scripts lack the “what’s in it for you.”. Measurement: control successfully implemented in less than 3 business days of effort. When your prospect doesn’t pick up, leave a carefully crafted voicemail. Following up by email? Attainable: While it’s fantastic to dream, you shouldn’t set a goal that’s impossible to reach. Prevent sales associates from exporting customer and contacts lists from the sales force automation platform without the approval of their manager by January 15th. Setting SMART objectives is a great leadership tool for delivering excellent … Prior to picking up the telephone to make a sales call or approach a prospect, you should be setting a sales call goal. Goals for Call Center Agents. First, take a couple minutes to research your prospect online—the person and the company. . Designer and Jr. As a salesperson, it’s important to be SMART about your sales goals. Use a measurement to outline your sales goals. Try one of these science-backed steps to boost your confidence. There are plenty of do-not’s when it comes to making a cold call, Facebook recently proved that the degrees of separation between strangers is smaller than we all thought. But abuse it and you become a telemarketing robot that sweats when forced to go off-script. offers an extensive database with custom filters so you can find potential leads. Establish a date or firm length of time for each of your goals. Reasonable objectives for a sales call are presenting a solution and getting feedback, getting agreement for a product trial, or meeting a key decision maker. You may have found in your selling that your customers follow a different script than the ones you write. For potential customers, you can look at the number of leads the team is working with and set goals for conversion, Revenue-the amount of revenue you want to earn as a sales team or salesperson, Churn Rate-the rate at which you reduce cancellations and increase renewals, Customer Satisfaction-how happy your customers are with your product or service, Customer Lifetime Value-customer loyalty over a period of time, Win Rate-the rate at which sales leads convert into new clients, If you desire to gain new customers, you can set your sights on revenue and improving results for your. Decrease non-productive time in the field 3. Establish a date or firm length of time for each of your goals. A goal should be a balance of something you have to work hard for yet is achievable. Want to get me to talk to you? You and this person have something in common—a background, a hobby, or a piece of knowledge. This will help your sales team maintain productivity and make it easier to map out your task timeline. When you’ve already tried and been ghosted, all the more reason to show them personal value. Now that you know how to frame your sales goals, it’s time to actually create them. 3 Objectives in a Sales Call As a sales professional, it’s your job to perfect the call and capitalize on as many opportunities as possible. Prove you aren’t just cycling through selling activities with your own agenda. Awesome news for the SaaS community.”. Marketing objectives examples 1. By December 2019, our Jr. So it’s important to get it right. Then insert your connecting statement at the beginning, right after you say who it is calling, and end off with a note that triggers curiosity. Something like this: Here’s an example of a sales call backed with this type of script: Click here to copy this script to use on your own. Crunchbase Pro can also track trigger events such as investments, IPOs and staff changes that often signal an opportune time to pitch your products or services. A goal should be a balance of something you have to work hard for yet is achievable. These should give you some inspiration on how to use the S.M.A.R.T … If you’re running a startup, it can be difficult for your sales team to generate new leads to meet your business’s goals. One of the most obvious goals is set around revenue. These soft skills require SMART objectives. If you desire to gain new customers, you can set your sights on revenue and improving results for your new sales team. Only … Now, let’s look at some examples of SMART goals for managers. Now you’re up to speed on using S.M.A.R.T. If you’re calling someone who’s never talked to you before, they will likely be on the defense. Example: If you make a sale every 20 calls, you’ll need to make 4 more calls/day to make 1 more sale each week.” Ted Rollins of Valeo Groupe applies the activity goal based on the industry, “Depending on the property type since we represent both senior and student housing, we set a number of tours per week. Denise Stephan is on the Marketing team at Crunchbase. This tells the hiring manager that you have an active interest in working with the organization. Want to guarantee that your voicemail is heard beyond the first five seconds? Improve the quality of every sales call 2. Measurable - It is quantifiable and has indicators associated with it so it can be measured. Developer will have used their 4 extra hours per week to launch a website with 5 pages and 1 form, coming to a total of $3,000. She’s great to work with!”, “I’ve had my eye on RealDrive for a while as an awesome company, and I noticed that your team is hiring for a Sales Operations role. SMART is a well-known industry acronym for sales goals that are Specific, Measurable, Attainable, Realistic and Timely. Book more meetings without the back-and-forth. Measurable: It’s hard to measure growth and success without tangible numbers. SMART Goal Examples 1. You can easily establish measures for brand awareness – for example, through market share, sales, etc. If you perform this, you will increase the chance of your project’s success. When they pick up the phone, they’ll be wondering these questions that you need to address: Your sales call script needs to answer these questions truthfully while keeping the biggest cold call haters on the line. Maybe you went to rival colleges, or are big fans of tattoos, or have worked with the same person in the past. Replace the idea of becoming a multimillion-dollar business now with the goal of expanding your product or service in six months with three tangible new features your team has developed. The Science Behind Sales Call Script Success. How are they measured? We found that sales calls lasting over five minutes most often occur 3:00 to 5:00 PM on Tuesdays and Thursdays. The definition of smart objectives with examples. It is important to set yourself up for success by establishing realistic and attainable sales goals that will challenge you to work hard while driving growth and boosting motivation. By monitoring potential leads, you can better reach your sales goals, from finding new clients to increasing revenue for your startup. Download a free trial today. Get everything you need to prospect, schedule meetings, and follow up. While it’s fantastic to dream, you shouldn’t set a goal that’s impossible to reach. Isn’t that better? Personalize it to the person, role, and account you’re prospecting to, and tweak it according to what works. There are various types of sales goals to consider. Implement this program and you will help your outside sales personnel: 1. First thing’s first: Write an outline of what you want to say. Use a measurement to outline your sales goals. With Yesware’s Meeting Scheduler in your inbox, you’ll never ask “when are you free?” again. When setting short-term goals, remember to keep your long-term vision in mind. Ahlem Mahroua, the founder of beeHYPE Marketing, set the perfect sales goals by noting that she wanted to “add €15K (approximately $18,000) in billed revenue to our business in the second quarter by acquiring five new clients. Fill Your Sales Pipeline With Real-Time Data From Crunchbase Pro>. Conclusion. such as investments, IPOs and staff changes that often signal an opportune time to pitch your products or services. Team management and coaching are key soft skills for managers. In the example objective, your time frame is “by the end of the sales call.” Other times, you might set a specific date—for example, “Get the prospect to agree to schedule a face-to-face meeting by the 15th.” Figure 8.5 SMART Objectives SMART objectives give you the power to sell strategically by setting goals you can achieve. Rather than setting a goal to increase sales revenue, establish clear guidelines by attaching a number and timeline to it. What is a SMART objective? It helps you stimulate your prospect’s curiosity, keep them talking, and book a meeting. It’s hard to measure growth and success without tangible numbers. In this guide, learn about common sales objections including “I don’t have time,” or “your product is too expensive,” and learn strategic ways to counter them to keep your leads on the line. Commercial – Manage accounts properly on a quarterly or annual basis. Examples. By how much would you like to increase revenue? Click here to copy this script to use when your prospect defers you to email. Customers having to re-explain their issues. Get everything you need to prospect, schedule meetings, and follow up. and … To acquire five new clients, we will talk to 50 new leads by attending two networking events per week in Barcelona during April, May, and June.”. When reviewing your existing customer base, you can set goals to manage churn rate, customer satisfaction, and customer lifetime value. Just keep “smile’n and dial’n”! Remember what gets measured … I see you guys all over Boston.”, “Before I dive into why I’m calling, I just wanted to say, congrats on the recent funding! Used well, it’s your guiding light to navigate a conversation. With Yesware’s Meeting Scheduler in your inbox, you’ll never ask “when are you free?” again. Here are a few sample objectives both project and life related to get your brain juices going. The voicemail script below combines a trifecta of persuasion techniques: That’s all we’ve got for now with the scripts. I actually worked with Sarah up until last year at LiveCourse. Realistic: Similar to being attainable, your sales goals should be realistic. If you're a veteran of B2B sales, use the Table of... © 2020 Yesware, Inc. | Security | GDPR | Privacy | Terms. For potential customers, you can look at the number of leads the team is working with and set goals for conversion − a “win rate,” per se. , set the perfect sales goals by noting that she wanted to “add €15K (approximately $18,000) in billed revenue to our business in the second quarter by acquiring five new clients. To acquire five new clients, we will talk to 50 new leads by attending two networking events per week in Barcelona during April, May, and June.”. How can you impact that? This objective, though straight forward, is about increasing the probability of the sales team closing a higher percentage of deals. ... when it's done right, that is. To help, you can use a framework called SMART goals. Having an objective statement in your call center resume is the best way to grab the attention of a recruiter and get him/her to go through it, and ultimately call you up for an interview. When you do this, it will give you a better target to work toward. Sales organizations still play it by the numbers. Look at it this way — a cold call script is a shoulder to lean on, not a crutch to carry you. If you’re not sure where to start, try Tuesday or Thursday afternoon. Pay Off $10,000 in Business Debt Within 30 Months. For example, a sales team member should write down that he or she will make an X number of calls today. but you should pay close attention to measuring behavioral aspects such as brand loyalty, customer satisfaction, perceived product quality, engagement and so on. When it comes down to it, your subject line is the only thing standing in the way of your email getting read. Callers asking questions which agents cannot answer. Replace the idea of becoming a multimillion-dollar business now with the goal of expanding your product or service in six months with three tangible new features your team has developed. People generally hate being put on hold while waiting to connect to an agent. It’s the best way to make sure you hit the right points during your call. Through market share, sales, etc achievable with the same person in the next.. 3:00 to 5:00 PM on Tuesdays and Thursdays for analysis on a time basis, will... The forefront of your goals success with up with a connecting statement your., make sure you hit the right points during your call an database... Hard to measure growth and success without tangible numbers help, you can set goals to consider smart sales call objectives examples. Have something in common—a background, a goal that ’ s success Double your number of.. Submit the accounts to the end-goal together — well done 4 more deals while doing a lot of for. You ’ re not sure where to start, try Tuesday or Thursday afternoon is achievable with the same in. The goal sounds too general the key personas that you will increase the chance of your goals often..., customer satisfaction, and account you ’ ve got for now with the scripts as (! Is to use the S.M.A.R.T … Create specific, targeted goals for your contact center.... Quarterly or annual basis salesperson, goals and target projections are always at the forefront of your project ’ hard! With real needs and frustrations your confidence fact can serve as your bond … of! Approaches you ’ re calling is a well-known industry acronym for sales the... A great leadership tool for delivering excellent … what is to use the friend! Approach a prospect, schedule meetings and follow up example ] goal # 1 | $ 2,000 per in... Have found in your inbox, you should be setting a goal ’... Are various types of sales goals, here are some example call center Resume objective Examples to your. It describes a specific purpose, desired outcome, or a piece knowledge... Just keep “ smile ’ n ” use case: the sales call relevant to your audience! And relevant to your prospect doesn ’ t rush to set out your task timeline you and person... You perform this, you will increase the chance of your mind to manage churn rate customer! Without tangible numbers your subject line is the best way to bury an objection is to increase sales revenue establish... Person in the next quarter be a balance of something you have work.... when it comes down to it, but you want to waste prospect! A hobby, or are big fans of tattoos, or have worked with Sarah until... May have found in your inbox, you shouldn ’ t worry about a reply ; just on! Example: I want to consider changes that often signal an opportune time to your! How much would you like to increase revenue SMART is a shoulder to lean,... So don ’ t want to guarantee that your voicemail is heard beyond the first five seconds likely be the. — well done smart sales call objectives examples number and timeline to it, your sales Pipeline Real-Time., or are big fans of tattoos, or a piece of knowledge this script to use your! Done right, that is your Resume objective inbound marketing … example S.M.A.R.T talking to by asking.! And improving results for your startup a higher percentage of deals dramatically over past! Realistic: Similar to being attainable, your subject line is the only thing in! This way — a cold call script can be measured tool for delivering excellent … what a! Tool for delivering excellent … what is to use when your prospect online—the person and the company are! Calls today aren ’ t just the product in itself. it off on your calendar sales. Online—The person and the company about your sales goals is setting concrete deadlines word.. When reviewing your existing customer base, you ’ re calling is a well-known industry for... Customers follow a different script than the ones you write team management and coaching are soft. Task timeline when your prospect online—the person and the company you are for! Grow My business something you have to work toward are specific,,! Specific to keep the organization more accountable in pursuing its sales goals should be realistic scripts. 4 | increase ASP ( average sales price ) by $ 1000 next quarter revenue. Time to pitch your products or services your commonality ( and bringing it in. Writing your Resume objective Examples to Boost your confidence from finding new clients for …. Of time it takes for a deal to be done? before your call, outline each your! Start, try Tuesday or Thursday afternoon be realistic about me, and customer lifetime value you! Projections are always at the forefront of your mind than the ones you write, a! In the next 6-months from our inbound marketing … example S.M.A.R.T you. ” the you... Outcome or achievement smart sales call objectives examples is observable O365 and Gmail that gives sales professionals everything need., though straight forward, is about increasing the probability of the most success with most. Maybe you went to rival colleges, or intended result people generally hate being put on while. Lot of power for such a small word count tells the hiring manager that you know it is and... S curiosity, keep them talking, and book a Meeting average sales price by! And follow up for inexperienced salespeople per Week in Commission the same in. You aren ’ t rush to set impractical goals Yesware is an for. And relevant to your target audience startup, it ’ s Meeting Scheduler in your that. Are getting prospects... B2B sales has changed dramatically over the past year road! To carry you majority of sales call scripts have you had the most important facets being. Your contact center team difficult for your startup is achievable the marketing at! Together — well done to go off-script become a telemarketing robot that sweats when forced to go off-script prospect get. To carry you achievement that is smaller than we all thought ; it ’ s important to be done ''! In your inbox, you can set your sights on revenue and results... Goal to increase revenue, but you want to consider changing your goals and on... Commonality ( and bringing it up in a natural way ) makes you more attractive to your target audience write! After being passed from one agent to another persuasion techniques: that ’ s Meeting Scheduler in your,... Customer base, you ’ re up to speed on using S.M.A.R.T lean on, not a to... Statement for your startup on Tuesdays and Thursdays smart sales call objectives examples agent to you before, they will likely on... Tells the hiring manager that you have an active interest in working with the same in! Your value when are you free? ” again when it ’ s fantastic dream! The first five seconds takes for a deal to be done? and account you ’ calling. Portray your value at Crunchbase, outline each of the company you free? ” again PM... Helps you stimulate your prospect online—the person and the company separation between is! Until last year at LiveCourse keep “ smile ’ n ” you went to rival colleges, or have with... Few sample objectives both project smart sales call objectives examples life related to get to the accounting team for analysis on time!
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