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/
Warmin' up for Hollywood show / ICEBIRD
performs 3 tracks, Closing out with T-Pain / IceBird feat. Track
recorded recently in las Vegas Nv.!!!Keair ...AkA- IceBird
....AkA- KeAir Jordan...The underground Legend continues to grow / the
Hardest / Realist Rapper since tu-pac...To The Fake studio
creations / major Label Artist's Remixin' independent artist music / or
a Jail Guard Bitch stealin a real boss Name and legacy to perform
Erstmals gibt es das Kompakt-SUV der Tschechen künftig in zwei Varianten – als elegant gestylten ŠKODA Yeti für die Stadt und als auf Gelände und Abenteuer getrimmten ŠKODA Yeti für Outdoor-Einsätze. In beiden Designvarianten besticht der ŠKODA Yeti mit neuer Front und neuem Heck, neuen Alu-Rädern, frischem Interieur, neuen ‚Simply Clever’-Ideen, höchster Funktionalität und erweiterten Motor-Getriebe-Kombinationen. Ende...
Der auf der Frankfurter IAA seine Weltpremiere feiernde Seat Leon ST verbindet das junge, dynamische Design und das sportliche Fahrverhalten seiner Geschwister mit einem ausgesprochen hohen Nutzwert. Damit beweist das dritte Mitglied der Leon-Familie eindrucksvoll, dass begeisternde Sportlichkeit und außergewöhnliche Alltagstauglichkeit keine Widersprüche sein müssen. Sein Gepäckraum überzeugt durch hohe Variabilität, beste...
Fat princess gets slammed in the face repeatedly as she tries to get her crown only to fall into a giant pile of mud. Check out how many times she gets punched in the face.
W Hotel and I.T. event eclipses Luxury Fashion Week! The ultra chic international hotel chain W and I.T. the exclusive Hong Kong fashion house teamed up for the event of the season. Hong Kong's young, gorgeous, super rich and hip crowd lined up for as much as 2 hours to get a glimpse inside. World famous beat boxer Killa Kela and M.C. Gold Mountain kept the champagne soak crowd jumping . SO-U.TV provided the exclusive video coverage of the event with Dplex group of Hong Kong. Happy 20th birthday I.T.http://www.so-u.tv/playVideo.php?contestid=&id=4230
This is my very new tribute to my lovely Hero. I'm really in a nostalgic mood, and I feel a little bit sad. So I made this, cuz I know how lonely and sad he is. He really knows what means to lost everything. But he's still standing tall, and he's still doing what he has to do. He saves lives! But sometimes he can't fight with the fact: He can't save everybody.
Music: Need by Hana Pestle
