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/
Mahindra Group subsidiary, Mahindra Aerospace has been awarded a large aero-components production contract by Airbus Group company, Premium AEROTEC of Germany. The multi-year contract envisages the manufacture and supply by Mahindra of a variety of metallic components that will be fitted into several Airbus aircraft programs as part of assemblies produced by Premium AEROTEC.
Mahindra Aerospace’s deliverables under this contract will be in excess of a million parts per annum. The parts will be produced at the new Mahindra Aerostructures facility located at Narsapura, near Bengaluru, India. Deliveries to Premium AEROTEC’s facilities in Germany are scheduled to commence this year. Announcing the contract award during the 2015 Paris Air Show at Le Bourget, senior representatives of the Airbus and Mahindra groups mentioned that this contract is aligned with the Indian Government’s ‘Make in India’ initiative and validates the two Groups’ commitment to accelerate India’s participation in the global aerospace industry while simultaneously creating high-growth opportunities within India’s burgeoning aerospace and defense eco-system.
To view the Multimedia News Release, go http://www.multivu.com/players/English/7551351-mahindra-airbus-make-in-india/
Volvo Cars has revealed performance-inspired R-Design models of the new S90 sedan and V90 estate.
Central to the S90 and V90 R-Design is an advanced sport chassis that delivers an energetic, road-hugging drive.
“R-Design delivers an edge to our elegant estate and sedan models in our 90 Series, with a winning combination of a sportier, more responsive, drive with clearly visible performance styling,” said Björn Annwall, Senior Vice President Marketing Sales and Customer Service at Volvo Cars.
Sporting a new front-end design with spoiler-integrated fog lights, the R-Design models come with a unique grille and piano black trim on both front and rear. A new 5-spoke matt black diamond-cut wheel adds to the performance feel.
A wide range of styling cues are included on the inside – from unique deco trim, pedals and mats, to the sporty contour seats and special steering wheel, including a high level interior illumination package that radiates attention to detail.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7866051-volvo-reveals-s90-v90-r-design-models/
From a child development expert whose pet-centric curriculum is helping rehabilitate troubled adolescents to the founder of New York City’s first cat café, Purina’s third Better With Pets Summit showcased how the relationship between pets and people enhances overall emotional wellness.
The day-long summit, which was hosted by Emmy-nominated comedian and writer, Josh Gondelman, took place at the Brooklyn Expo Center in New York City on Nov. 3 and featured three panel discussions that examined the emotional relationship between pets and people, including the reciprocal effects both have on one another. Keynote speeches were presented by Purina senior research nutritionist Arleigh Reynolds, who has researched the dog and human bond for many years in Alaska and supports of The Frank Attla Youth Program; and author and reality television personality Carole Radziwill, who shared how pet ownership has shaped her life experiences.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7655851-purina-better-with-pets-summit/
THE UNNOTICEABLES by Cracked.com Senior Editor Robert Brockway is “A nasty, freaky, and haphazardly funny horror story” (Kirkus), which tells the parallel tales of a punk kid in 70’s NYC and a stunt woman in modern day LA who are both experiencing some serious weirdness. Find out more at https://twitter.com/Brockway_LLC and http://www.robertbrockway.net/ #Unnoticeables Horror/Urban fantasy
KitchenAid is unveiling a new, three-door free standing refrigerator that is the largest capacity refrigerator in its class*. Available in three models, the 72’’ Counter-Depth French Door Bottom Mount refrigerator features a slide-away split shelf that allows three quarters of the shelf to retract to accommodate taller items, up to 16.75 inches. The new addition will also include the first ever self-close freezer drawer in its class**.
“In terms of performance, features and aesthetics, this is the finest freestanding refrigerator that KitchenAid has ever offered,” says Beth Robinson, senior manager of brand experience for KitchenAid. “From organizational versatility and ease of access, to efficiency and quiet performance, our engineers and designers went above and beyond to incorporate thoughtful features and elegant design.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7766759-kitchenaid-introduces-three-door-bella/
Don’t trust us, trust Science: Abbott is among the best science-based companies to work for in the world.
For the 13th consecutive year, the journal Science today recognized Abbott on its Top Employers list, evaluated on 23 characteristics including financial strength, easy adaptation to change and a having a research-driven environment.
”Abbott is unique in that we’ve been adding to our reservoir of scientific knowledge for 128 years,“ said John Frels, Ph.D., chair of Abbott’s Scientific Governing Board, which oversees the company’s senior scientific career track. ”We strive to bring in the best and brightest scientists and engineers to work on some of the biggest problems in healthcare today. This helps us to create new, breakthrough innovations that change people’s lives.“
To view the multimedia release go to:
http://www.multivu.com/players/English/7962251-science-names-abbott-2016-top-employer/
Volvo Cars unveils the long-awaited Cross Country version of its successful V60 Sportswagon at the LA Motor Show next week. “We are delighted to add the third true Cross Country model to our product portfolio. The successful combination of dynamic styling and rugged capability place the V60 Cross Country in a class of its own,” said Lex Kerssemakers, Senior Vice President Product Strategy and Vehicle Line Management at Volvo Cars.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/72762521-volvo-cross-country/
Volvo delivers a unique combination of performance and efficiency with the High Performance Drive-E Powertrain Concept - a triple boost 2-liter 4-cylinder petrol engine with no less than 450 hp.
Following the successful introduction of Volvo’s Drive-E Powertrain range in 2013, Volvo’s powertrain team once again demonstrates its technological leadership in emission-reducing turbo technology.
“When we launched the Drive-E powertrain family, our aim was to deliver the most advanced 4-cylinder engines in the industry based on emissions and fuel consumption relative to performance and drivability. We knew that 320 hp in our petrol configuration was just a starting point. The 450 hp High Performance Drive-E Powertrain Concept, demonstrates this ambition and the versatility of the Drive-E Powertrains,” says Dr. Peter Mertens, Senior Vice President for Research and Development at Volvo Car Group.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/72762550-volvo-reveal-drive-e-450hp-engine/
Volvo Cars is teaming up with footballing icon Zlatan Ibrahimović again for the European launch campaign of the V90 premium estate in advance of the European Championships football tournament. The campaign will go live tonight on national TV stations and on Social Media platforms.
The new campaign shows the former Paris Saint-Germain striker, a long-time Volvo driver and fan, looking back at his rise from humble beginnings in one of Sweden’s toughest neighbourhoods in Malmö to international sporting stardom.
Zlatan, who is currently preparing for the European Championships feels a close affinity with the Swedish car brand.
“I’m happy to be working with Volvo Cars again. I’ve seen the new cars, I’ve driven and tested them. And I think they’re fantastic. Just like me, Volvo has gone their own way and dared to think differently. The previous campaign we did was good, but this time it’s Made by Zlatan,” said Zlatan Ibrahimović.
“The campaign is a celebration of the independent mind, of the power that lies in the ability to think differently. There are many similarities between Zlatan’s and Volvo’s journeys. We haven’t gotten to where we are now by doing the same as everyone else,” said Anders Gustafsson, Senior Vice President, Europe, Middle East and Africa at Volvo Car Group.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7848551-volvo-cars-v90-campaign-zlatan-ibrahimovic/
Volvo Cars has chosen the North American International Auto Show (NAIAS) in Detroit to launch its new signature premium sedan, the S90, underscoring its long term commitment to the U.S. market and providing a clear sign of its confidence in continued sales growth in the coming year.
Volvo sales in the U.S. increased 24.3 per cent in 2015, with an especially strong performance at the end of the year with sales rising 87 per cent in October, 90 per cent in November and 89.9 per cent in December, driven by continued strong sales of the XC60 crossover and the new XC90 SUV.
“There are strong indications that Volvo is back on track in the U.S.,” said Lex Kerssemakers, Senior Vice President of the Americas at Volvo Car Group. “We expect this strong sales momentum to continue in 2016, helped by the new S90.”
The launch of the S90 highlights the ambition of the Swedish car maker, following an $11bn investment and the recent breaking of ground in Charleston, South Carolina, where Volvo Cars will build its first American production facility, employing around 2,000 workers.
To view the multimedia release go to:
http://www.multivu.com/players/English/7709951-kbb-naias-2016-detroit/
KitchenAid is expanding its popular line of black stainless major appliances to include a number of new built-in and freestanding ranges and refrigerators. Originally launched in 2015 as the industry’s first appliances with a black stainless steel finish, the collection will feature a total of 54 appliance models by the end of the summer, including refrigerators, wall ovens, ventilation hoods, dishwashers, under counter beverage centers and more. With the upcoming additions, KitchenAid will have one of the most complete offerings of black stainless appliances in the industry.
“The feedback we’ve received on our black stainless finish from consumers, the design community and even professional chefs when we first introduced it has been overwhelmingly positive,” says Beth Robinson, senior manager of brand experience for KitchenAid. “We’ve made it a top priority to expand our black stainless appliance portfolio to include even more options so that virtually any consumer can have a black stainless suite, regardless of their kitchen layout.”
To view the multimedia release go to:
https://www.multivu.com/players/English/8013853-kitchenaid-expands-black-stainless-appliances-collection/
