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/
Jewelry Television (JTV), the only shopping network focused exclusively on the sale of fine jewelry and gemstones, is celebrating the holiday season with eight days of exclusive savings and offers. From Nov. 23 through Nov. 30, JTV's customers will be able to purchase select gifts and jewelry up to 70 percent off. Early holiday shoppers can take advantage of special offers and savings on jewelry, gemstones and more each day, online and during programming on JTV.
“Every year, holiday shoppers try to get an earlier head start on their shopping,” said Jill Johnson, vice president of marketing at JTV. “With our weeklong Black Friday and Cyber Monday deals, customers can enjoy the holidays with their families while shopping from home.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7372631-jewelry-television/
A majority of small and medium-sized businesses (SMBs) want better sustainability programs but are hindered by costs and a perception that investments in these initiatives don’t matter to customers, according to a sustainability survey released today by Cox Enterprises. The Cox Conserves Sustainability Survey is the first nationwide survey to examine sustainability opportunities and challenges for SMB leaders.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/7285251-cox-conserves-sustainability-survey-smb/
Recognizing an opportunity to create a better world through innovative energy solutions, ENGIE Resources, the third-largest non-residential electricity provider in the United States, has unveiled a new program designed to put more power where it belongs – in the hands of customers.
Called the “Energy Revolution,” the effort seeks to shift the emphasis away from providers’ traditional role, which has been to help customers manage price risk alone, and toward helping customers manage both price and quantity – how much they use, when they use it, and what they pay.
To view the multimedia release go to:
https://www.multivu.com/players/English/8071951-engie-resources-leads-energy-revolution/
A global business-to-business marketing services powerhouse officially emerges. Through a combination of deep vertical knowledge, trusted audiences of millions of professional users in high-growth markets and innovative marketing engagement, marketing services, a part of the Informa Business intelligence division, helps marketers build programs that connect customers with the right information, at the right time.
To view the multimedia release go to:
https://www.multivu.com/players/English/8099351-informa-b2b-marketing-services/
