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/
Last weekend, OUE hosted the official grand opening of OUE Skyspace LA. Guests flocked from near and far to be among the first to experience the public debut of California’s tallest open-air observation deck and Skyslide with a slew of celebratory events throughout the weekend.
On Friday, June 24, the ribbon-cutting ceremony hosted local and international VIPs as OUE Skyspace LA opened its doors for the very first time. Speakers included Dr. Stephen Riady, Executive Chairman of OUE and Raymond Chan, Interim Deputy Mayor for Economic Development. Following the ribbon-cutting ceremony, an evening of special performances from artists such as Brian McKnight, and more wowed OUE’s guests of honor.
To view the multimedia release go to:
http://www.multivu.com/players/English/7856151-oue-skyspace-los-angeles-launch/
The CeBIT show is receiving some high-ranking visitors. Among them is German Chancellor
Angela Merkel, who has taken a tour of fair’s top digital innovations from around the world. Dr. Merkel made time to talk to the exhibitors and learn about their new technologies.
Only 1 minicar out of 11 tested achieves an acceptable rating in the Insurance Institute for Highway Safety's small overlap front crash test, making these tiny vehicles the worst performing group of any evaluated so far.
The Chevrolet Spark's acceptable rating in the test, along with good ratings in the Institute's four other crashworthiness evaluations, earns the new minicar a 2014 TOP SAFETY PICK award. The Spark was among the initial award winners announced in December. The new small overlap test results for the rest of the minicar group mean that no other models in this size category join the Spark in the winner's circle yet.
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/
TFWA Asia Pacific Exhibition & Conference 2015, the 20th event for the duty free & travel retail industry in Asia Pacific, closed on 14th May in Singapore after a very successful week.
With occupied exhibition space topping previous years at 9,118 m2 – up 9% on 2014 - and 292 exhibiting companies present (+12%), of which 73 were new to the show, there was a huge variety of products on display for the benefit of visiting buyers and agents.
Visitor numbers were considered satisfactory by organisers TFWA in a year which has been challenging for the duty free and travel retail industry, with aviation accidents, a new approach to gift giving and luxury consumption among the all-important Chinese travellers, financial instability and political tension in several countries and the resulting slowdown in the growth of air passenger traffic.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7484951-20th-duty-free-travel-asia-summit/
Flying takes a heavy toll on Americans’ performance: according to results released today from a 1Above survey conducted online in May by Harris Poll among over 2,000 U.S. adults, 81% of U.S. fliers (Americans who’ve ever flown) whose most recent flight was an hour or longer say they need one full day or more to recover after a flight. Yet results show poor hydration and flying habits abound - factors that greatly exacerbate jet lag symptoms and health risks long after each flight. 1Above, the New Zealand brand behind the flight drink designed to help people combat jet leg and arrive ready, is releasing these findings as they launch in North America this week.
To view the Multimedia News Release, go http://www.multivu.com/players/English/7540851-1above-flight-drink-survey/
Barcelona is hosting the third edition of the Wine & Culinary International Forum today, a biennial international conference dedicated to food and wine pairing promoted by Bodegas Torres. Over 250 professionals, including sommeliers, restaurant owners, distributors and journalists from almost 20 different countries, participated in the event. Celebrated in the Palau de Congressos de Catalunya, it provided a forum in which to reflect and discuss the complementary relationship between wine and food under the heading “Wine and World Cuisines.”
The president of Bodegas Torres, Miguel A. Torres, opened the event, which featured talks, tastings and culinary demonstrations by a total of 20 national and international experts who are highly regarded in their fields. Among them, Josep Roca, sommelier at El Celler de Can Roca; the award winning wine-writer and journalist Sarah Jane Evans MW, an expert in Spanish wines as well as the former Chairman of the Institute of Masters of Wine; the prestigious French enologist Pascal Chatonnet, one of the leading researchers into the microbiological factors involved in the interaction between wine and oak; Canadian researcher François Chartier, a pioneer in the aromatic science of molecular food matching since 2004 and author of Taste Buds and Molecules, world’s best innovative food 2010; the renowned French wine critic Michel Bettane; and the endocrinologist Dr. Francisco Tinahones, a researcher at the University of Malaga.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7948051-torres-wine-culinary-international-forum/
Connectivity and content demands are escalating among cruise passengers and crew. To ensure that cruise operators stay ahead of that demand, MTN Satellite Communications announces the launch of MTN Nexus™.
MTN Nexus is the company’s next–generation communications network – a hybrid network that builds on a 30–year legacy of satellite connectivity leadership and innovation. This new network will deliver sophisticated computing, caching and security infrastructure to deliver connectivity and communications to a degree never realized before at sea and in port.
To view Multimedia News Release, go to http://www.multivu.com/mnr/59055-mtn-satellite-communications-launches-mtn-nexus-next-generation-network
Today Safe Kids Worldwide released a new research report that found kids are getting into medicine at an alarming rate. Every minute of every day, a poison control center receives a call about a potential medicine poisoning for a child age five and under. And 67,000 times each year, or every eight minutes, a young child goes to the emergency room for medicine poisoning. This is a 30 percent increase over the past ten years.
In its report entitled An In-Depth Look at Keeping Young Children Safe Around Medicine, Safe Kids examines data from the U.S. Consumer Product Safety Commission, information from poison control centers and findings from several focus groups among moms. The report reviews what is happening in households that leads to these disturbing numbers and offers parents simple things they can do to protect their children.
To view Multimedia News Release, go to http://www.multivu.com/mnr/60845-safe-kids-worldwide-keeping-young-children-safe-around-medicine
Swissquote Bank Ltd., Switzerland’s leading online bank, announces the launch of investment options based on the possible victory of either candidate in the upcoming second round of the French presidential election. Investors can choose among baskets filled with stocks, indices and currencies, optimized for one of the two outcomes.
The stocks, indices and currencies in the two Macron baskets are expected to rise following a Macron victory; those in the Le Pen baskets would gain value with a Le Pen victory.
To view the multimedia release go to:
https://www.multivu.com/players/uk/8095251-french-election-the-final-two/
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