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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/

Leading automaker GAC Motor has released its best-selling GS4 in Bahrain at the grand new car launching ceremony from December 9 to 10 at Bahrain International Exhibition & Convention Centre. The company exhibited eight GS4, eight GA6, two GS8 and one GA8 at the two-day launch event, which attracted more than 20,000 people attending. “This was the largest new car release event in the history of Bahrain and the Gulf Cooperation Council (GCC),” said Adel Hubail, CEO of Bahrain Commercial Facilities Company. “The GS4 launch gained wide attention from the Bahrain public and the local customers spoke very highly of the flagship SUV and GAC Motor. As a local dealer, I have great confidence in GS4’s future performances in the Bahrain market.” To view the multimedia release go to: http://www.multivu.com/players/English/8000551-gac-motor-gs4-bahrain/

When you go to a buffet, do you eat just about all the food you can and worry about the heartburn later? Just about everyone I see at a buffet or even a company potluck loads their plate with more food than their stomach can digest at one time.

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