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/
SnugZ USA, a leader in the promotional products industry, is using two Epson SurePress® L-4033AW digital label presses for the creation of promotional products, including high-quality customized labels, personal care products and dome stickers for a variety of customers ranging from Fortune 500 companies to smaller mom and pop shops. With over 300 full-time employees working in two divisions – lanyards and personal care items – in Salt Lake City, Utah, SnugZ strives to provide the best possible quality to their customers in a quick turnaround time using the SurePress L-4033AW.
“Part of SnugZ’s mission is to provide customers with the best quality that we can. When we heard that the SurePress would be able to offer us better quality, we were very interested,” said Jennifer Imes, digital print manager, SnugZ. “One of the features that we love about the SurePress is its repeatability – it allows us to take a job that we printed a year ago and print it today and have it look exactly how it did a year ago. In the past, we have had issues getting fine detail, especially in small text, but the SurePress has allowed us to print small text that is legible, which is an amazing selling point for our customers.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7221856-snugz-epson-surepress-label-printers/
MAKE UP FOR EVER, the professional makeup line of innovative and artistic products created for professional stage artists, makeup artists and makeup enthusiasts, announces a worldwide artistic collaboration with global pop sensation CHARLI XCX and reveals its new AQUA XL EYE PENCIL campaign.
CHARLI XCX’s bold, artistic and energetic stage presence exemplifies the creative spirit of MAKE UP FOR EVER and the performance of the AQUA XL collection. In 2016, MAKE UP FOR EVER joins CHARLI XCX in all her performances and artistic creations, from her live tour to makeup artistry for her video clips. A virtuoso of words and sound, CHARLI XCX has written several international hit songs including her double platinum single, “Boom Clap,” alongside co-penning music for renowned artists; Grammy nominated “Fancy” (Iggy Azalea), triple platinum selling “I Love It” (Icona Pop) and “Same Old Love” (Selena Gomez).
The AQUA line, upon which performers and their makeup artists have long relied, has become AQUA XL, taking the limits of makeup performance to new levels. MAKE UP FOR EVER is revamping one of its iconic products with a new high-performance formula: AQUA XL EYE PENCIL, the first of the AQUA XL line and specially designed for performers’ needs. AQUA XL EYE PENCIL are stage-proof and offer flawless makeup results, incredible stay-on power and high color intensity. As comfortable as it is easy to apply, the AQUA XL EYE PENCIL’s long wear waterproof formula is resistant to all stage conditions and perfect for real life-use.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7792251-make-up-for-ever-teams-up-with-charli-xcx/
Sabra Dipping Company, maker of America’s best-selling hummus, has launched the most significant campaign in U.S. hummus history and along with it… a more mindful pre-dinner meal occasion for the American consumer. A national broadcast and digital campaign introduces the ‘Unofficial Meal,’ inviting consumers to foster a pre-dinner ritual that revolves around fresh, real food and human connections.
“We are on a mission to inspire consumers to start a tradition around the kitchen counter, creating a daily ritual of enjoying fresh food together,” said Eugenio Perrier, Sabra’s chief marketing officer. “Eating wholesome food should be easy as should finding fresh ways to create connections, embrace those you care about and enjoy a relaxed moment together. It is this sentiment we seek to bring to life through the Unofficial Meal.”
The campaign titled “Sabra. Welcome to the Unofficial Meal” debuts April 18th with 15 and 30 second spots that depict the Unofficial Meal as family and friends finally unwind, gather and graze after a long day. Fresh dips and vegetables are laid out on the countertop and it is clear that for this moment, it is perfectly fine to help yourself, open up, share a laugh and leave behind formalities. The creative includes filmed footage, animation and a charismatic voice to convey the enjoyment of this occasion. Fully integrated digital, PR, social and experiential activations will help deliver campaign messaging across platforms.
To view the multimedia release go to:
http://www.multivu.com/players/English/7754651-sabra-campaign-unofficial-meal/
This July 4th, America’s national Independence Day celebration kicks off our country’s 240th birthday, as A CAPITOL FOURTH on PBS welcomes back Emmy Award-winning television personality Tom Bergeron (DANCING WITH THE STARS) to host the festivities. Broadcast live on PBS from the West Lawn of the U.S. Capitol, the all-star musical extravaganza puts viewers front and center for the greatest display of fireworks anywhere in the nation. A CAPITOL FOURTH will feature performances by: legendary Grammy Award-winning singer/songwriter Smokey Robinson; platinum selling recording star and Grammy Award-winner Kenny Loggins; multi-platinum selling singer-songwriter Gavin DeGraw; Award-winning country vocalist Cassadee Pope; actress and singer Amber Riley (GLEE), who is set to star in DREAMGIRLS THE MUSICAL on London’s West End; musical prodigy and classical crossover star Jackie Evancho; Tony Award-winning Broadway and television star Sutton Foster (YOUNGER, GILMORE GIRLS); Grammy Award-winning gospel/adult contemporary superstar Yolanda Adams; and the cast of the smash hit Broadway musical ON YOUR FEET! the inspiring true story of Gloria and Emilio Estefan; with the National Symphony Orchestra under the direction of top pops conductor Jack Everly. Alisan Porter, the Season 10 winner of THE VOICE, will open the show with a special performance of the “National Anthem.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7124756-capital-concerts-pbs-a-capitol-fourth-2016/
Today, Ricola, one of the most innovative manufacturers of herb cough drops in the world, announced that it has partnered with multi-award-winning, platinum selling recording artist Pentatonix to help ensure they are always prepared to put their best voice forward.
Known for their breathtaking harmonies, unique arrangements and remarkable vocal percussion, the members of Pentatonix push their voices and throats to the max every day.
“We connect with our fans through our natural voices,” says the group. “That’s why we always have Ricola herb drops around to stay in pitch perfect shape on and off the stage.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7882251-ricola-pentatonix-partnership/
FedEx Office and eBay have teamed up to bring the eBay Valet Drop-Off Program to more than 1,600 FedEx Office retail stores, making it easier for consumers to sell items online and earn money. With kids back in school and the holiday season right around the corner, now is the perfect time to clear the home of items no longer needed, such as electronics, small appliances, sporting goods and more to make some extra money. According to a recent survey by the National Retail Federation, the average household has more than 50 extra or unused items worth more than $3,000, if sold on eBay.
The eBay Valet Drop-Off Program is designed to make selling items as simple as possible. Customers bring their items to the nearest participating FedEx Office location. Once in the store, trained FedEx Office team members can help set up an eBay account from an in-store tablet or log in to an existing account. They will then vet items to ensure they can be sold on eBay. FedEx Office then packs and ships items to the nearest eBay Valet processing center where they will be listed and sold. Once the item sells, customers receive payment via PayPal, with updates and notifications throughout the process.
To view the multimedia release go to:
http://www.multivu.com/players/English/7910351-fedex-office-ebay-valet-drop-off-program/
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/
Using an entrepreneurial distribution model, the Natural Light project will now donate a second instalment of 20,000 solar lamps. These will be sold by new sales agents in off-grid communities in Zambia, Zimbabwe, Sierra Leone and, for the first time, in Malawi.
The aim of this project, besides bringing a sustainable light source to off-grid communities, was to create a business model for local sales agents to make a living. This has been a great success. Today more than 50 sales agents in three African nations – Zimbabwe, Zambia and Sierra Leone – have their own businesses selling Natural Light solar lamps.
The Natural Light project, in collaboration with social business Little Sun, and NGO Plan International, was created to celebrate the VELUX Group’s 75th anniversary. Following an international design competition last year, which received 172 submissions from all over the world, the winning design was chosen and 14,500 units of the solar lamp were distributed in Africa – one for each employee of the VELUX Group and its sister companies.
To view the multimedia release go to:
http://www.multivu.com/players/uk/8006751-velux-more-natural-light-shine-in-africa/
Brookfield Residential is proud to introduce its latest innovative new home project, The Smart Home powered by Amazon Alexa. Get #BrookfieldSmart
The Brookfield Residential Smart Home, built in close collaboration with Amazon, integrates voice-enabled automation, incorporating the best-selling Alexa platform.
Created by the team in the homebuilder’s Washington, D.C., division, The Smart Home will be open daily for tours at the popular Avendale community in Northern Virginia. Home shoppers can see for themselves how this technology makes life easier and more convenient.
To view the multimedia release go to:
http://www.multivu.com/players/English/7991051-brookfield-residential-smart-home-amazon/
A captivating story set in Africa about a young African man Nwafor who had a deep desire to become a priest of the Roman Catholic Church.
However his closeness to the Church and the local priest became a source of concern to the family who at a meeting decided to a find a way to separate him from the Catholic Church by sending him away to a far away city under the tutelage to learn a trade, become a family man thereby passing on his late father's name to the next generation as the only son
As fate would have it, Nwafor's foster parents were strong Catholics that not only allowed him to live through his childhood dream but supported it.
A thought provoking and inspirational story about a young boy chased from his home, dream and mentor only to end up in the direction of his destiny.
Highly recommended best selling book now available on Amazon at www.ChasedIntoHisDestiny1.com
