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/
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/
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/
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/
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/
Miral and SeaWorld Entertainment, Inc. (NYSE:SEAS) (“SeaWorld”) today announced their partnership to develop SeaWorld Abu Dhabi, a first-of-its-kind marine life themed park on Yas Island. This next generation SeaWorld Abu Dhabi will also include the United Arab Emirates’ (“UAE”) first dedicated marine life research, rescue, rehabilitation and return center with world-class facilities and resources for the care and conservation of local marine life. SeaWorld Abu Dhabi will be the first new SeaWorld without orcas, and will integrate up-close animal experiences, mega attractions and a world class aquarium, bringing the latest technology in visitor engagement.
The partnership brings together Miral’s expertise in developing Yas Island’s portfolio of destinations with SeaWorld’s 50-plus years of theme park, veterinary medicine, marine science and zoological practice and experience.
To view the multimedia release go to:
http://www.multivu.com/players/uk/8002251-miral-announces-seaworld-yas-island/
Today, WebMD released The Cutting Edge of Cancer a five-part investigative video series developed in partnership with Robin Roberts and her independent production company, Rock’n Robin Productions. Through compelling patient stories and insights from medical experts, The Cutting Edge of Cancer, supported by Cancer Treatment Centers of America®, highlights some of the most promising areas of medical innovation in cancer care, including early detection, immunotherapy, genomic research, and integrative medicine.
To view the multimedia release go to:
http://www.multivu.com/players/English/7579755-webmd-robin-roberts-cutting-edge-of-cancer/
Kiehl’s Since 1851, the 166-year-old skincare company, has used its fleet of iconic motorcycles to raise funds and awareness for AIDS research and awareness for the eighth year in a row. Kiehl’s LifeRide for amfAR, a charitable motorcycle ride from Minneapolis to Nashville, July 31 to Aug. 7, has already raised more than $125,000 for amfAR, The Foundation for AIDS Research and fundraising will continue through August.
Kiehl’s President Chris Salgardo and amfAR CEO Kevin Robert Frost led the 1,200 mile, 8-day journey, accompanied by actors Tyler Posey, Gilles Marini and Ian Bohen, tattoo artist Luke Wessman, and TV hosts Anthony Carrino and Grant Reynolds. Over eight days, the riders participated in nine public events, meeting customers and educating about HIV/AIDS research.
To view the multimedia release go to:
https://www.multivu.com/players/English/8160451-kiehls-liferide-for-amfar-aids-research-liferide8/
This November, Purina wants to thank the four-legged friends who make our lives so special. From now through the Thanksgiving holiday, Purina is inviting dog owners to log on to Facebook, Twitter or Instagram and tell the world why they are thankful for their dog.
For every original post submitted through November 29th that includes @Purina and the hashtag, #dogthanking, Purina will donate one dollar to the AKC Canine Health Foundation – up to $75,000 – to help further pet health research. Submitted videos, photos and posts may be shown during the National Dog Show Presented by Purina, on Thanksgiving Day on NBC.
Olympic figure skater Johnny Weir kicked off the campaign by thanking his dog Tema: “Tema is my little prince, and always there wagging his tail when I get home. He brings so much joy to my life, and I am so thankful for his companionship,” Weir said of his Japanese Chin. He and fellow Olympian, Tara Lipinski, will be on special assignment to lend their distinctive presence for the first time to The National Dog Show Presented by Purina.
To view the multimedia release go to:
http://www.multivu.com/players/English/7669351-purina-dog-thanking/
As more than 2 million freshman head off to college, they enter one of the most dangerous times for harmful and underage student drinking—the first six weeks of their first year. And while there are numerous options available to address student drinking -- they are not all equally effective.
WHAT: The NIH’s National Institute on Alcohol Abuse and Alcoholism will hold a press briefing to announce the CollegeAIM (Alcohol Intervention Matrix) guide and website – the centerpiece of which is a new comprehensive and easy-to-use tool that will help inform decisions about alcohol interventions and guide college staff to science-based strategies.
Developed with input from leading alcohol researchers and college staff, CollegeAIM is distinctive because of the number and expertise of its contributors, the breadth of research covered by its analysis, and its user-friendly format.
To view the multimedia release go to:
http://www.multivu.com/players/English/7587851-niaaa-collegeaim-alcohol-intervention/
It’s a state capital, a center of Southern culture and the heart of the Research Triangle – and now, Raleigh, N.C., is also the setting for the HGTV® Smart Home 2016. Fans can visit HGTV.com/Smart to get a first look at the new home that, like its location, is a perfect blend of innovation and Carolina charm.
Constructed by locally owned builder, Homes by Dickerson, the home is part of a grand prize package valued at more than $1.2 million that will be awarded this summer. In addition to the home and all its furnishings, the grand prize package includes a 2016 Mercedes-Benz GLC and $100,000 from national mortgage lender Quicken Loans®. The three-level traditional craftsman home is approximately 3,300-square-feet, with four bedrooms and five bathrooms, cleverly constructed with tech gadgets and smart solutions to enhance entertaining and everyday living.
To view the multimedia release go to:
http://www.multivu.com/players/English/7780251-hgtv-smart-home-virtual-tour/
The American Association for Cancer Research (AACR) today released its annual Cancer Progress Report highlighting how federally funded research discoveries are fueling the development of new and even more effective ways to prevent, detect, diagnose, and treat cancer.
To view the multimedia release go to:
https://www.multivu.com/players/English/8385551-aacr-cancer-progress-report-2018/
