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/
See America, Allergan’s initiative to fight against preventable blindness in the United States, today unveiled a powerful video featuring award-winning actor and hip-hop artist Common, that urges Americans to “stand in the way of darkness”.
The video harnesses Common’s striking spoken word ability, calling on Americans to fight against vision loss and prioritize their vision. Common highlights the 61 million Americans at-risk of severe vision loss, and challenges us all to imagine a life without sight.
“I'm proud to join Allergan in the fight against preventable blindness,” said Common. “Sight is something that far too many of us take for granted. I hope our message resonates with people across the country, no matter what age or background.”
To view the multimedia release go to:
https://www.multivu.com/players/English/8057551-common-joins-allergan-see-america-against-preventable-blindness/
Watch this video by NRMA for top tips on motorcycle lane filtering, to keep you safe and moving on NSW roads.
NRMA offer comprehensive motorbike insurance, providing you with cover for your bike against any accidental damage, collision or crashes.
In NSW, lane filtering became legal as of the 1st July 2014. In heavy traffic on multi-lane roads, riders often filter between the lanes. It can be an efficient way to road your motorcycle when done correctly.
1. When you are lane-filtering look out for drivers on both sides.
2. Watch for body language as an indication that they are about to change lanes.
3. Get your speed right. While it may be legal to travel at 30km an hour, it may not be safe to do so.
4. Never ride to the left of a vehicle; it puts you at risk of a collision with a vehicle entering a driveway.
5. Be aware of circumstances where it is still illegal to filter lanes, this includes active school zones.
Accidents happen and if you ride a motorbike or scooter then a motorcycle insurance policy could cover someone else’s property and your motorcycle, should you have an accident.
http://www.nrma.com.au/motorcycle-insurance
Now that spring is here, flooding will be a major concern for many parts of the country.
The Northeast and Midwest received an abundance of snow this winter. Boston alone received more than 108 inches, making 2014-2015 the snowiest season in the city’s history. Until the frozen ground thaws, melting snow and heavy rains cannot be absorbed and the excess water can overflow streams, rivers, and lakes. The average National Flood Insurance Program flood claim between 2010 and 2014 was more than $42,000. Without flood insurance, you could be left to carry the financial burden of flood damage.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/7338651-iii-weather-flood-insurance/
The National Limousine Association’s Ride Responsibly™ initiative (www.rideresponsibly.org) and Promoting Awareness, Victim Empowerment (PAVE) have joined forces to produce a public service campaign, starring actress, activist and sexual violence survivor Pamela Anderson. The PSA draws attention to the vast number of sexual assaults that have occurred in ride-hailing vehicles and questions if these were caused by insufficient background check procedures. This PSA serves as a call-to-action following alarming revelations of sexual harassment and assault that reach far beyond Hollywood and Washington, D.C.
The video, titled “The Signs”, is Pamela’s second PSA for the Ride Responsibly initiative, and comes on the heels of the #MeToo movement. The PSA is a stark reminder that even getting from point A to B carries risk, particularly if you are not conscientious of the service that you choose.
To view the multimedia release go to:
https://www.multivu.com/players/English/8098851-nla-ride-responsibly-pave-psa-the-signs/
Following a long winter, most people are excited to get outside and enjoy the warm temperatures that accompany the spring season. In an ironic twist, the warm temperature brings an increased risk of ice balls falling from the sky in the form of hail. Damage to homes and cars as a result of hail cost State Farm policyholders more than $2.4 billion in 2014. Hail is one of the most frequent causes of property damage. While hail storms most frequently impact the Great Plains and Midwest, every state in the nation is susceptible.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7452831-state-farm-weather-preparedness/
The holiday season provides the perfect opportunity to give thanks and to give back to youth who are facing challenges within our communities. In days of uncertainty, there are still people who are providing direction and mentoring to high-risk youth to help them succeed in spite of the unfortunate circumstances they may have encountered. Many studies indicate that a young person’s success can be greatly enhanced by an advocate or mentor — an adult who consistently helps a young person stay on track to graduate and make better life choices. Goodwill’s GoodGuides program is the source of many modern-day mentoring success stories.
The GoodGuides program provides mentoring to youth, ages 12–17, who are at risk of dropping out of school and/or falling into delinquency. The program helps them finish school, transition into the world of work and prepare for success by pairing them with trusted adult volunteer mentors. Mentors help youth overcome disadvantages such as failure in school due to poor grades or low attendance, or avoid delinquency due to issues such as abuse, disability, drug or alcohol dependence, family violence or gang membership.
To view the multimedia release go to:
http://www.multivu.com/players/English/7057252-goodwill-givegoodwill-campaign/
The Ad Council, the largest producer of public service campaigns in the U.S., in partnership with Viacom, home to premier global brands in media and entertainment, and non-profit leader Facing Addiction today launched the PSA campaign “LISTEN” to ignite a national conversation about drug and alcohol addiction as a public health epidemic, and empower those impacted by substance use disorders.
While past PSA campaigns have traditionally focused on the perspective of those at risk, urging them to eliminate all substance use, “LISTEN” addresses the support system of people who are also affected by this crisis. Using powerful stories that portray the modern faces of addiction and recovery, the campaign looks to remove the stigma attached to substance misuse through the act of informed, compassionate listening. The campaign’s website, heretolisten.com, and Facing Addiction's Resource Hub provides important tools and information to help people start a productive conversation with their friends and loved ones and to support the more than 45 million Americans directly impacted by addiction.
To view the multimedia release go to:
http://www.multivu.com/players/English/8029751-ad-council-listen-psa-addiction-drug-alcohol-substance-abuse/
Global NCAP, the umbrella body of consumer car safety testing bodies, welcomes the Indian Government’s initiative to launch a New Car Assessment Programme (NCAP) but believes that this positive step should also be accompanied by action to apply the United Nation’s minimum crash tests standards.
India is now the fifth largest producer in the world of passenger cars but new independent crash tests show why the country should use internationally accepted safety standards. Crash tests of Nissan’s Datsun Go and Maruti-Suzuki’s Swift demonstrate a high risk of life-threatening injuries with both cars receiving zero-star safety rating for their adult occupant protection. These risks would be significantly reduced if the cars had to comply with the UN test regulation for frontal and side impact.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/72762582-nissan-suzuki-safety-test-score/
A ten-month clinical trial at Sentara Leigh Hospital in Norfolk, Virginia has determined that hard surfaces and linens infused with copper oxide compounds contributed to an 83% reduction in C-difficile and a 78% overall reduction in a host of multi-drug resistant organisms (MDROs) including C-diff, MRSA and VRE in a real-world clinical environment. These results occurred in a hospital with a robust protocol for managing infection risk certified by the health care accrediting body DNV-GL Healthcare.
The results of the trial were published in the peer-reviewed American Journal of Infection Control on Sept. 28, 2016 and will be presented at the annual conference of the Infectious Disease Society of America in New Orleans, Louisiana on October 27, 2016.
To view the multimedia release go to:
http://www.multivu.com/players/English/7955751-sentara-healthcare-infections-copper-clinical-trial/
A National Safety Council public opinion poll found more than eight in 10 Americans believe cell phones are addictive, underscoring the need to help drivers kick their cell phone use habit – even hands-free. The Council is launching a national campaign, Calls Kill, to illustrate that hands-free cell phones are not risk-free, and no call is worth a life. Visit nsc.org/CallsKill for downloadable posters, infographics, videos, tip sheets and other information related to this important topic.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7398051-nsc-cell-phone-calls-kill/
An international survey conducted by GSK and released for World Meningitis Day shows gaps in the knowledge parents feel they have about meningococcal disease and its potential consequences. Almost 7 in 10 parents said they don’t know enough about the different strains of meningococcal disease and the potential damage they can cause. On average, more than half of parents were either unsure or unaware that there are different types of bacteria that cause the disease.
The survey of 5,000 parents in Brazil, Canada, Germany, Italy and Portugal also shows that out of a list of 14 vaccine-preventable diseases, meningococcal disease is considered by many parents to pose a top three health risk to their children. Fifty-seven percent listed meningococcal disease among the top three health conditions they considered of greatest risk to children followed by Hepatitis B at 34 percent, pneumococcal disease at 27 percent, polio at 25 percent, tetanus at 20 percent and pertussis at 17 percent.
A sudden, potentially life-threatening illness, meningococcal disease kills on average one person every eight minutes worldwide. It typically manifests as bacterial meningitis – an infection of the membrane around the brain and spine; or bacteraemia – a bloodstream infection. The disease progresses rapidly and it can lead to death within 24-48 hours of the first symptoms; globally up to 1 in 10 of those infected may die and in the US about 10-15 percent of people will die.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7814851-gsk-survey-world-meningitis-day/
