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/
As part of an ongoing commitment to support life sciences innovators and the development of integrated, cross-sector solutions to prevent, intercept and cure diseases, Johnson & Johnson today named cell biologist Yoshinori Ohsumi, Ph.D., of the Tokyo Institute of Technology the winner of the 2016 Dr. Paul Janssen Award for Biomedical Research for his pioneering discoveries concerning the molecular basis of autophagy.
Dr. Ohsumi was honored today during an event at the 2016 BIO International Convention in San Francisco. A video of his acceptance comments can be viewed here.
“Dr. Ohsumi’s curiosity led him to become the first person in the world to determine the molecular mechanism and regulation of autophagy, shedding light on one of the most basic functions of all living cells,” said Paul Stoffels, M.D., Chief Scientific Officer, Johnson & Johnson. “Dr. Ohsumi’s discoveries hold promise for better understanding, preventing and treating many diseases. It is with great pleasure that we celebrate his contributions, which remind us of the innovative spirit Dr. Paul brought to the lab every day.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7856351-2016-dr-paul-janssen-award-ohsumi/
Visit: http://www.SanjayCPatel.com ~ God Is Real - The Stunning NEW Convergence of Science and Spirituality. Over 100 New Proofs of God from the Bible, Ancient Yoga, and Modern Science!
Finally, after centuries of search, the holy grail of all proofs demonstrating God is real has arrived. Whether you are interested in proof of God for yourself or a skeptical teenager, these new discoveries proving God is real will forever change the way you view the ancient scriptures of Israel and their metaphorical descriptions of our world. It turns out that the ancient metaphors were not ad hoc. They had a deeper meaning and were meticulously modeled.
Hugely important, some of them have been published in three international science journals -- the gold standard of scientific research -- and hailed by many as one of the most important discoveries of this century.
By Sanjay C. Patel Visit http://www.SanjayCPatel.com
Educators engage with the most vulnerable populations and good intentions aren’t enough to drive decisions. Ethics goes beyond a simple right vs. wrong and there is a clear and compelling gap in educators’ professional continuum. Now, the research-based ProEthica™ program offers educators techniques and strategies for improving awareness of professional risks and vulnerabilities, and for the application of professional ethics in daily decision making.
Developed by Educational Testing Service (ETS), the ProEthica online educator ethics training program is research-based and designed for teachers and educational leaders. Through a series of interactive modules that combine instruction and checks for understanding, the ProEthica program uses real-life scenario-based simulations and activities to help educators establish an understanding of ethical principles and decision making, and learn how to apply them in their daily practice.
To view the multimedia release go to:
http://www.multivu.com/players/English/7798251-ets-proethica-teacher-training/
WebMD and Scripps Translational Science Institute (STSI) today announced a new investigative study designed to improve researchers’ and health care professionals’ understanding of what contributes to healthy pregnancies and positive pregnancy outcomes. The Healthy Pregnancy Study will use WebMD’s newly redesigned and enhanced Pregnancy app for iPhone. Incorporation of the Apple ResearchKit software framework will enable survey participants to eConsent, easily and anonymously answer questions, and share connected device data about their pregnancies with researchers for analysis.
“Pregnant women are one of the least studied populations in medical research,” said Dr. Eric Topol, director of STSI and editor-in-chief of Medscape. “The results of our Healthy Pregnancy Study -- on the foundation of an exceptionally popular smartphone app -- will ultimately provide expectant mothers, researchers, and health care professionals with new medical insights to avoid complications during pregnancy.”
To view the multimedia release go to:
https://www.multivu.com/players/English/7579757-webmd-stsi-healthy-pregnancy-study-app/
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/
Every three minutes someone in the U.S. is diagnosed with a blood cancer. No one knows this better than “Nashville” star Charles Esten and his wife Patty. Esten’s 15-year-old daughter, Addie, was diagnosed with leukemia at age 2 ½. Naturally, their world was turned upside down. But, they quickly learned that there was hope, based on research to advance new treatments and cures for leukemia, much of it funded by The Leukemia & Lymphoma Society (LLS).
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/7491051-charles-esten-light-the-night-walks/
A new test program by the Insurance Institute for Highway Safety (IIHS) rates the performance of front crash prevention systems to help consumers decide which features to consider and encourage automakers to speed adoption of the technology. The rating system is based on research by the Highway Loss Data Institute (HLDI) indicating that forward collision warning and automatic braking systems are helping drivers avoid front-to-rear crashes.
Early findings from a major research initiative of the Crohn’s & Colitis Foundation of America (CCFA) suggest that specific bacteria play a central role in Crohn’s disease and ulcerative colitis (UC), also known as inflammatory bowel diseases (IBD). The evidence raises the possibility of developing new treatments to target the gut microbiome—the “ecosystem” of microbes populating the intestines—linked to the development of IBD.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/7204351-crohn-s-colitis-foundation-of-america-gut-bacteria-new-strategies-to-prevent/
The Astana Economic Forum 2016 is to take place in Astana, Kazakhstan on May 25-26. The theme of the AEF - "New economic reality: diversification, innovation and knowledge economy" - is related to global changes in the world determined by the development of a new economic reality and a number of challenges in geopolitics, the economy and financial systems.
This year AEF is organized by the Ministry of National Economy of Kazakhstan, the “Economic Research Institute” JSC, and the "Economic Initiatives Fund of Kazakhstan" CF.
The Forum will host 20 events which are focused on four main subthemes: global economy, economic diversification, innovation and technology, and knowledge economy.
AEF 2016 expects 3,000 delegates, including renowned politicians, international economists, Nobel Prize winners, heads of international organizations and representatives of influential media to attend.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7847451-astana-economic-forum-new-economic-reality/
Today, VSP Vision Care, the largest not-for-profit vision benefits provider in the United States, and market research agency YouGov released new findings showing that half of people in the U.S. are neglecting their eyes despite 84 percent of people rating vision as their most important sense. This disconnect occurs because people don’t understand the importance of annual eye exams and its connection to overall health.
In fact, only 1 percent of people know that signs of serious conditions like thyroid disease, high blood pressure, autoimmune disorders and certain types of cancer can be detected through annual eye exams. This is concerning because even if you have naturally good vision and don’t need prescription glasses, you still need an annual eye exam to protect your overall health.
To view the multimedia release go to:
https://www.multivu.com/players/English/8363551-vsp-vision-care/
Executive Education at LUISS Business School is an experience aimed at inspiring people to develop hard and soft skills, innovative mind-set, entrepreneurship attitude and multi-ethnic interactions. “It is no longer about offering learning to enhance someone’s long term career – says Professor Paolo Boccardelli, the Dean – it is about creating direct impact in support of change. We intend to boost our student professional and personal growth while promoting corporate sustainability and social responsibility”.
LUISS Business School is the School of Business and Management of University LUISS Guido Carli, in Rome (Italy), which leads the development and the growth of individuals and companies. Through the Competence Centres & Labs, which are centres of Business Practice and Research, the School is full embedded in the innovation of the training programmes even thanks to the cooperation with Key Corporate Partners and an International Facultyin order to offer a real change to those who live the experience at LUISS BS.
Its reputation is based on strong values: openness in all the main issues; responsibility, because of its strong commitment with ethically and socially responsible issues; independence, in order to keep safe a very challenging environment.
To view the multimedia release please
http://www.multivu.com/players/English/7588251-luiss-bs-executive-education-italy/
