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/
Match, the world's largest relationship company, today released findings from its eighth annual Singles in America study – the nation’s largest, most comprehensive annual survey of 5,000+ single people living in the U.S. The 2017 survey captures surprising data and trends on shifting gender norms, the evolving rules of casual dating, the complications presented by technology and social media, as well as attitudes about love, sex, and relationships across generations.
“Singles are fundamentally redefining courtship in healthy and creative ways,” says Dr. Helen Fisher, biological anthropologist and Chief Scientific Advisor to Match. “Some hang out for months before they kiss; some hop into bed immediately; and many begin with the traditional first date. Courtship is expanding--and all these tactics are proving successful for launching love. Moreover, the first date is taking on important new significance: where it used to be just a casual look-see, now the first date often signals the official beginning of a romance. And singles want to define every step toward love--with a host of new rules on social media. Most exciting to me, 72% of singles would date ‘across the aisle.’ For most singles, romance is more important than politics. I’m not surprised. The human brain is built to love.”
To view the multimedia release go to:
https://www.multivu.com/players/English/8264851-match-singles-in-america-study/
Match, the world's largest relationship company, today released findings from its seventh annual Singles in America study – the nation’s largest, most comprehensive annual survey of single people living in the U.S. The 2016 survey captures surprising data and trends on new dating rituals, the impact social media has had on the dating landscape, shifting gender roles, as well as attitudes about love, sex, and relationships across generations.
“The annual Singles in America study has once again demonstrated new emerging trends including men’s overwhelmingly positive view of feminism and feminists, in the boardroom and the bedroom. We’ve captured the great spring forward in gender equality,” says Dr. Helen Fisher, biological anthropologist and Chief Scientific Advisor to Match. “Millennials are diligently using technology to find love—and building new dating rules and taboos along the way. Moreover, if you want to spur a budding relationship forward, skip the flowers: leave your cell phone in your pocket. And how do you know when a friendship is turning into a romance? Singles still express true love in ancestral ways -- it’s not about revealing your passwords.”
To view the multimedia release go to:
http://www.multivu.com/players/English/8024551-match-7th-annual-singles-in-america-study/
St. Petersburg International Economic Forum was held, bringing together more than 12,000 participants from 133 countries, including media representatives and business and government delegations. On June 16, Deputy Prime Minister of Russia, Chief of Staff of the Presidential Executive Office, and Chairman of the SPIEF Organizing Committee Sergei Prikhodko gave a welcome address at the official opening of the Forum. Heads of states, government officials, and executives from leading international companies and organizations gathered in St. Petersburg for one of the key global business events of the year.
Advisor to the President of the Russian Federation and Deputy Chairman and Executive Secretary of the SPIEF Organizing Committee Anton Kobyakov highlighted the Forum’s significance. “One of the key achievements of this year’s Forum is that it has once again confirmed its reputation as one of the largest, most reputable, and indispensable global platforms for direct and frank discussion between representatives of the state, the business community, academia, and experts from all over the world on the current challenges facing the global economy and financial sector. The number of Forum participants continues to grow year after year, which is another testament to Russia’s enduring role as an important global business and finance hub. We highly value the interest and, more importantly, the trust of Forum partners, guests, and participants.”
To view the multimedia release go to:
http://www.multivu.com/players/uk/7869551-outcomes-20th-spief-2016/
The Indexed Annuity Leadership Council (IALC) today unveiled a new initiative that examines the widely varying retirement experience in the United States.
The project, the Changing Face of Retirement in America, is a comprehensive look at modern expectations for retirement and provides regional narratives that show what retirement means for individuals across the country and the economic spectrum, highlighting the impact financial planning can have on retirement.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7484851-ialc-changing-face-of-retirement/
Research from CEB (NYSE: CEB), a best practice insight and technology company and the creators of the Challenger™ Selling model, shows that 51 percent of customers who might be willing to buy from a supplier are not willing to advocate for them and help them get deals over the finish line. This is a direct result of the difficult, internal buying process. Unfortunately, sales organizations lack a true understanding of their customers and are unable to simplify the complexities of buying for them.
“Willingness to buy is not the same as willingness to advocate; suppliers need customers to advocate and fight for them to get deals done today,” said Brent Adamson, principal executive advisor at CEB and co-author of The Challenger Sale and The Challenger Customer. “In order to move past ‘good enough’ and ‘status quo,’ suppliers need to go beyond just understanding how customers interact with them, to gaining a thorough understanding of how they work, what is important to them and how they interact with each other.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7427254-ceb-challenge-align-prescribe-b2b-sales-strategy/
