In order to succeed in today’s B2B sales world, salespeople must create buyer consensus among diverse customer stakeholders. Those who fail to do that risk falling victim to the status-quo – the minimal-risk, lowest-cost option – or worse, losing the deal altogether. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results from CEB (NYSE: CEB), a best practice insight and technology company, reveals that it isn’t just about how you engage, but who you engage within the customer organization that drives complex sales today.
“The ‘senior decision-maker’ no longer exists in B2B sales. That makes the most significant problem facing marketing and sales teams a buying problem, not a selling problem. Organizations need to shift their focus from making the sale to understanding buyer groups – and who among them really shapes decisions,” said co-author Brent Adamson, executive advisor at CEB. “Our research shows that the one thing that matters most to executives is whether or not a supplier has buy-in with the rest of the organization – NOT the supplier’s actual offering or solution.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7427252-ceb-the-challenger-customer/
Only 3 vehicles of more than 100 evaluated by the Insurance Institute for Highway Safety have child restraint installation hardware that earns a good rating for ease of use, while more than half have hardware that is poor or marginal.
The Institute's new LATCH ratings will serve as a resource for families looking for a vehicle that makes it easy to transport their children safely. They also are intended to encourage vehicle manufacturers to pay attention to this equipment and make improvements. Properly installed, age-appropriate child restraints provide considerably more protection for children in crashes than safety belts alone. However, observational studies have found that parents and caregivers often fail to secure them tightly or make other installation mistakes.
LATCH, which stands for Lower Anchors and Tethers for Children, is intended to make it easier to install a child seat properly. It works: Child restraints installed with LATCH, rather than with vehicle safety belts, are more likely to be installed correctly, research has shown. But in many vehicles, LATCH hardware could be better. Parents are more likely to install the seat correctly when the LATCH hardware meets certain key ease-of-use criteria.
Companies in every part of the nation sponsor tax-qualified benefit plans to attract and retain high quality employees. The plans are designed to offer employees tax relief as they build up their retirement through 401k plans or to buy medical and dental type benefits. However, according to EisnerAmper's Pension Services Group, tax relief that benefits both the employer and the plan participants is at risk of being lost if plan sponsors fail to follow basic qualification requirements by maintaining effective internal control structures over their plans.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7461932-eisneramper-employee-benefits/
A New Year means a fresh start, so now’s the time to get healthier! Unfortunately, most people are going about it the wrong way: Research shows that 90 percent of people who make a New Year’s resolution eventually fail at it. A huge part of that is because people tend to choose a goal that’s too vague or unrealistic. Lifestyle expert and former senior health and nutrition expert at Shape Magazine Sharon Liao is on hand to share simple and attainable changes that make a big impact!
This fall, two members of America’s favorite reality TV family — the Robertsons — have teamed up with Hallmark to help remind people in their own unique ways that the best way to leave a lasting impression on a loved one’s birthday is with a greeting card. Jase and Si Robertson are featured in four online videos produced by Hallmark, in which they use their own unique style of humor to depict what not to do on a loved one’s birthday…in other words, the birthday “fail.”
To view Multimedia News Release, go to http://www.multivu.com/mnr/64494-hallmark-birthdayfail-campaign-jase-and-si-robertson
