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/
I'm trying to think of something to say in behalf of this song but nothing come's to mind .... It was a really hard song to work on as with all of my other songs .... I had to save each new version of it on my external hard drive because I was working this song to the maximum capability of my musical program ... A couple of times, it froze up my computer and I wasn't able to save the changes ... I had to perform some extra research through forums on how to deal with the tech problems that I was faced with but in the end, I just took out my trusty hammer and I then had another conversation with my 2007 Intel quad-core computer about who run's this household and who is the boss and who is the bitch in this relationship ..... I first demonstrated my hammer on my coffee cup .... which I always hated the color of anyway .... and then with the most sinister glare that I could muster up, I then turned to my computer and said "If I don't have this song completed and on Youtube before the rise of the new moon .... you will be watching the rise of the new moon from outside .... all crammed up in the recycle bin while wearing this coffee cup on top of whatever is left of your circuitry .... You BUBBLY HEADED BOOBY !!!!! ...... Computers always heed to the voice of reason ..... The song is now done .... and I also now drink my coffee from a beer can.
Team In Training. Light The Night. Man & Woman of the Year. Student Series. Leukemia Cup Regatta. More than 13 million participants in these popular fundraising campaigns last year alone helped The Leukemia & Lymphoma Society (LLS) invest more than $1 billion in research to advance lifesaving treatments and cures for blood cancer patients.
For Blood Cancer Awareness Month this September, LLS is reminding us that despite progress, much work still needs to be done to save more lives. More than 1.2 million people in the U.S. are living with or in remission from a blood cancer. Leukemia causes more deaths than any other cancer among children, adolescents and adults younger than 20 years. Leukemia, lymphoma and myeloma are expected to cause the deaths of an estimated 58,320 people in the U.S. in 2016.
To view the multimedia release go to:
http://www.multivu.com/players/English/7554853-lls-blood-cancer-awareness-month/
Learn how commercial buildings can incorporate whole-building design to save energy and money while enhancing performance and comfort. This video highlights several energy-saving features of the Research Support Facility at the Energy Department's National Renewable Energy Laboratory—a model for high-performance office building design.
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Dentro de las más de 50 propuestas de estudios de investigación, el estudio sobre ácidos grasos de omega 3 en pacientes hospitalizados que requieren nutrición parenteral y presentan complicaciones relacionadas con insuficiencias intestinales propuesto por la investigadora médica, la Dra. Aurora Serralde Zúñiga, ganó el primer subsidio para la investigación sobre nutrición parenteral en América Latina (Parenteral Nutrition Research Grant Latin America).
To view the multimedia release go to:
https://www.multivu.com/players/Spanish/8451051-ganadora-del-subsidio-fresenius-kabi/
Evidence from the Childhood Cancer Survivor Study suggests that changes in childhood cancer treatment have reduced deaths from the late effects of cancer treatment and extended the lives of childhood cancer survivors. St. Jude Children’s Research Hospital investigators led the research, which will be presented today at the plenary session of the 2015 annual meeting of the American Society of Clinical Oncology (ASCO).
The study is one of four being featured at the plenary session press briefing, which highlights research that ASCO deems as having the highest scientific merit and greatest potential to affect patient care.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7532851-st-jude-cancer-research/
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/
Announced today by VICHY Laboratoires, the VICHY EXPOSOME GRANT will promote and encourage research activity on the skin exposome. One research grant of 15 000 € will be awarded annually to a research project proposal in the field of exposome and skin.
What is exposome?
The human body is subjected to and responds to complex exposures throughout the lifespan, including exposures from the environment, diet, lifestyle. For this highly complex interaction, the term exposome was recently coined by Dr. Christopher Wild at the World Health Organization‘s International Agency for Research on Cancer.
The exposome analysis, therefore, complements the human genome by providing a comprehensive description of individuals’ lifelong environmental exposures. Exposome research aims to look at the holistic view of the human body’s exposures, how the body responds to those exposures, and their combined effects.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7751451-vichy-announces-exposome-grant/
http://www.booktitlegenerator.net/
Book Title Generator by Scott Lorenz
Listen to a snippet from the audiobook version!
Nobody buys a book unless they’re first attracted by the title and cover. If the title doesn’t grab them it’s game over.
That’s why Book Publicist Scott Lorenz of Westwind Book Marketing created a strategy for naming your book that’ll get attention of potential buyers. Don’t name your book until you’ve read Book Title Generator.
Using the latest methods of getting a book ranked on search engines and in Amazon, Lorenz lays out a plan to help you get the right title for your book. Lorenz asks authors to consider all options in the quest for the perfect book title. From using numbers, alliteration, idioms, and keyword research, Book Title Generator covers them all.
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/
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/
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/
