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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/
Community Brands, a technology-driven company that delivers purpose-built solutions for the world’s leading associations and nonprofits, announced today findings from its Member Loyalty Study: A Deep Dive into Member Preferences and Retention. This study explores what is driving retention among members of professional membership organizations, and the best ways for organizations to communicate their value.
“Far too few associations are proactive about identifying and acting upon retention warning signs until it’s a major problem for the organization,” said Amanda Myers, director of product marketing, member solutions for Community Brands. “In our study, we were able to identify four key metrics – satisfaction, likelihood to renew, connection, and likelihood to recommend the organization (Net Promoter Score) – to measure and segment members into groups, based on shared attitudes and values. Our hope is that associations benchmark their membership against our findings and identify new ways to nurture their members up the loyalty spectrum.”
To view the multimedia release go to:
https://www.multivu.com/players/English/8160951-community-brands-member-loyalty-study/
Drive for Innovation is an initiative presented by UBM Electronics in partnership with Avnet Express, the e-Commerce engine for Avnet Electronics Marketing, an operating group of Avnet, Inc. The first-of-its kind media project is designed to showcase electronics innovation and automotive system design with a cross-country journey in a Chevrolet Volt. The 12-month initiative will celebrate innovative people, products and places in electronics and technology.
EE Times Editorial Director Brian Fuller will visit innovation hubs across America, interviewing engineers, entrepreneurs, innovators, students and “mad scientists” – all while blogging and posting video about his experiences. Fuller will highlight inspiring stories and detail electronics innovation behind the Volt and the future of plug-in electric cars.
To view Multimedia News Release, go to http://www.multivu.com/players/English/51004-drive-for-innovation/
Australians are closely linked to the sea through commerce, defence, exploration, adventure, sport and play. Our oceans and waterways have influenced our development...and who we are.
The museum captures these themes with fascinating artefact\\\\\\\'s, lively exhibitions, fun activities and even the chance to board ships and experience life on the water.
This summer, experience AQUA: A Journey into the World of Water, a multisensory experience for the whole family. created by ONE DROP, an initiative of Guy Lailberté, Founder of Cirque du Soleil®. http://www.onedrop.org/en/default.aspx
Only in Australia at the Australian National Maritime Museum, Darling Harbour Sydney from 3 December 2011 - 26 February 2012.
http://www.anmm.gov.au/aqua
This summer, join us on Facebook for the chance to WIN great prizes.
http://www.facebook.com/anmmuseum
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http://www.youtube.com/watch?v=vHo9IhbYbog[EXTRACT]
http://www.prestashopmanager.comMeet Store Manager for PrestaShop - your personal smart assistant in e-commerce! - save hours automating your routine work, - make all updates quickly and in the simplest way, - streamline your multi store management. Watch this video to see how easy it is to connect to your e-store with the most friendly Store Manager for PrestaShop Connection Wizard! Store Manager for PrestaShop Download for Free here: http://www.prestashopmanager.com/free-download
What makes the Chevy Volt run? Find out during DESIGN West, March 26-29, when UBM Electronics, the daily source of essential business and technical information for the electronics industry’s decision makers, and Avnet Express, the e-Commerce engine for Avnet, Inc. (NYSE: AVT), reveal the design secrets behind the Volt following their Drive for Innovation’s Teardown of the vehicle.
To view Multimedia News Release, go to http://www.multivu.com/mnr/54859-drive-for-innovation-general-motors-chevrolet-volt-teardown-design-west
