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/
The Partnership for Drug-Free Kids, a national nonprofit dedicated to reducing substance abuse among adolescents, today launched a new multimedia campaign for teens that illustrates some of the pressures they face, including peer pressure to drink and use drugs, issues with body image and bullying, among others. The “Who Controls You” campaign breaks this month and was created pro-bono by advertising agency, Hill Holliday and award-winning, social media influencer, Maris Jones, as part of the Partnership’s Above the Influence (ATI) teen program.
“We are incredibly proud of this work. We struck gold when Hill Holliday collaborated with Adolescent Media and Maris Jones to bring this campaign to life,” said Chief Marketing Officer for the Partnership for Drug-Free Kids, Kristi Rowe. “Partnering with a young, talented social media influencer like Maris lent such a unique and authentic voice to this effort. Combining the extraordinary insight and passion of the Hill Holliday team with Maris’ distinct artistry brought an unexpected style to the campaign that makes this creative truly break through.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7103751-drug-free-partnership-who-controls-you/
As 2015 starts to wind down, Americans are already starting to make travel plans for 2016. But what are Americans–particularly Baby Boomers–looking for in their 2016 vacations?
A new survey released today from AARP Travel (http://travel.aarp.org), a valuable resource for America's 76 million Baby Boomers who spend over $120 billion annually in leisure travel, provides some great insight into how Americans want to get away in 2016, from desired destinations to lodging options to favorite trip planning tools.
“The vast majority of Baby Boomers are planning to drive, fly or set sail on leisure trips in 2016, with an average of 4 or 5 trips already in the works,” said Stephanie Miles, VP, Products & Platforms, AARP. “Boomers make up a large segment of the traveling public, and so it's particularly important for the travel industry to be aware of what Boomers are looking for in their vacations going into 2016. This new survey finds that their travel desires often differ greatly from younger travelers.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7488431-aarp-travel/
The UNESCO world heritage site that is Skellig Michael is located on the Wild Atlantic Way on Ireland’s west coast and has been wowing audiences since the release of Star Wars: The Force Awakens, where the final scenes of this record-breaking movie were filmed.
This exclusive behind the scenes video gives fans a unique insight into the film makers’ choice of Skellig Michael as a location for Star Wars & how it fit with Abram’s goal of creating a real & authentic backdrop for the movie.
Tommy Harper, the Executive producer recalls the moment they discovered the Skellig islands:
“I got an email from Rick Carter [Production Designer of Star Wars: The Force Awakens]. He sent this link, and it was Skellig Island. J.J. [Director of Star Wars: The Force Awakens] immediately wrote back and said, “I love you! This is the best.””
Since 1977, the renowned movie franchise has travelled through many galaxies, and this time, director J.J. Abrams along with cast and crew jetted into a little village called Portmagee, County Kerry, on Ireland’s Wild Atlantic Way. From here, they travelled eight miles (12 Km) by sea to a dream film location, Skellig Michael, which the crew described as “from another time and place”.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7722951-skellig-michael-as-a-location-for-star-wars/
The modern beauty landscape is changing. After years of looking to preeminent stylists for trustworthy product recommendations and trendsetting style tips, today’s women are turning to additional sources for advice: real women. From bloggers and vloggers to Instagram stars, these “real women” are relatable for young viewers and resonate with fans who realize that looking “red carpet ready” every day isn’t always realistic. Now, the trailblazers at John Frieda® Hair Care are leading the charge by naming vlogger Blair Fowler to the brand’s House of Experts where she will join the likes of celebrity stylists such as Harry Josh.
“This year, we’re launching innovative in-shower colour products never before seen in the market, so it only makes sense to add a real beauty enthusiast to our team,” explains Heather Warnke from Kao USA, Inc. “Blair has been a pioneer expert in the beauty space and has a unique voice speaking to and relating with women. Now, she’ll be able to provide them with first-hand insight into how she uses our products and incorporates them into her routines. With her immense following as a trusted beauty expert, she will serve as an incredible, fresh voice for the brand.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7786251-john-frieda-hair-blair-fowler/
Debt is a buzzword for politicians, a burden for students, a necessity for most homeowners and a reality for 70 percent of Americans.
But despite this fact, 30 percent of those in debt have no plan to pay it off, according to a recent survey conducted by Fifth Third Bank (NASDAQ: FITB).
Fifth Third commissioned the national survey to examine the financial beliefs and behaviors of American adults. The results provided a snapshot of our nation’s financial literacy, with 82 percent of respondents citing financial independence as a goal in their lives. The survey also revealed how the three largest generations in America differ in their understanding and management of savings, budgeting, retirement planning and credit.
“At Fifth Third, we were curious to discover how knowledgeable Americans are about their personal finances,” said Jada Grandy, senior vice president and Community Reinvestment Act strategies director, Fifth Third Bank. “The results of this survey give insight into financial literacy in America, as well as the needs of customers at different key stages of their lives. This knowledge arms Fifth Third with the tools to support our customers at every step on their journey to financial independence.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7723851-fifth-third-bank-life/
Tektronix, a leading worldwide provider of measurement solutions, today introduced the TBS2000, a next generation basic oscilloscope featuring the longest record length and largest display in its class for faster signal evaluation and troubleshooting. This latest addition to the Tektronix portfolio puts expanded capabilities, including the ability to use a wide range of Tektronix probes, into the hands of budget-constrained design engineers and educators.
“Building on the success of the TDS2000 Series, the most widely used oscilloscope in the world, the new TBS2000 gives our customers a level of design insight previously not available in this class of instrument,” said Jeff Yost, director, Basic Oscilloscopes, Tektronix. “The new instrument also sets a new standard for usability with features like a large display for easy signal visualization and a comprehensive set of automatic waveform measurements that are coupled with graphical explanations to help engineers better understand their measurements.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7724651-tektronix-tbs2000-series-oscilloscope/
Global news distributor, PR Newswire, held its latest Meet the Media event with special guests from social news and entertainment giant BuzzFeed.
Ailbhe Malone, Head of Life and Ryan Broderick, Deputy Global News Director, gave the audience an insight into how BuzzFeed UK selects content, the best way to pitch stories and how to build better relationships with journalists. Alongside their tips for PR and communications professionals, they also gave examples of the features that they have worked on and the types of story that catch their attention.
Held at Two Temple Place, a neo-Gothic mansion set in the heart of London, attendees were also invited to ask Ailbhe and Ryan questions in a lively Q&A session, followed by food, drinks and networking with other guests.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7890151-pr-newswire-meet-the-media-buzzfeed-uk/
Do you feel financially prepared for the future? If you’re not completely confident in your response, you’re not alone. In fact, a recent survey conducted by Research Now Group, Inc. and commissioned by Fifth Third Private Bank (NASDAQ: FITB) found that nearly half of those surveyed have serious concerns that they may outlive their money in retirement.
The Bank launched the survey to understand families’ financial planning pain points and gain insight into how the process could be simplified through its new platform, Life360.
“The study confirmed the anxiety that clients have shared with our advisors is reflective of similar concerns nationally,” said Phil McHugh, executive vice president and head of Wealth and Asset Management at Fifth Third. “Much of that anxiety stems from a lack of clearly articulated financial goals and alignment around achieving them. Our Life360 platform works to help simplify, focus and holistically address these critical aspects of the financial planning process.”
To view the multimedia release go to:
https://www.multivu.com/players/English/7723854-fifth-third-bank-life360
CEB (NYSE: CEB), a best practice insight and technology company, today announced the launch of CEB Precise Fit. This new high-volume recruiting solution combines a candidate-friendly mobile experience with industry-leading predictive analytics to deliver more than 20 percent improvement on applicant quality. CEB Precise Fit is the only assessment solution that was built expressly for the mobile platform and that offers the candidate real-time feedback during the process, helping them determine whether the job is a good fit. This results in a more positive brand experience for the candidate and a more qualified, higher-performing applicant for the employer.
The traditional hiring process is cumbersome for all involved. Recruiters have to sort through three times the applications they did just a few years ago and it takes them 26 days longer to make a hire than it did in 2010. Despite this, there’s been no real improvement in quality of hire. Candidates have their own challenges with the process – putting forth all of their effort upfront with limited knowledge of the day-to-day requirements of the position; not hearing back from an employer after submitting an application – which results in a negative recruitment experience. These experiences cost brands more than just great talent; they can directly impact the bottom line since one-in-five candidates who report a negative recruiting experience stop using or purchasing products from that brand.
To view the multimedia release go to:
http://www.multivu.com/players/English/7427253-ceb-precise-fit/
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/
Imagine trying to make a decision with only half the information. Today, nearly all organizations across the public and private sectors rely on data to make better decisions about everything from employee salaries to new legislation. Data provides decision makers insight into what the baseline is, where collective needs are, and where resources should be allocated. But half our world’s population—women—are underrepresented and many times completely unrepresented in these datasets.
Inaccurate data often results from gender bias in the design of surveys or questionnaires, or from someone other than the woman or girl responding to a survey on her behalf. Misrepresented or incomplete gender data collection yields results that misses the mark on understanding women’s needs or their economic and social contributions. Policies and initiatives around healthcare, education, economic opportunity and more are built based on what’s available—gender-biased data—and fail to fairly serve women and girls. How can we close the gender data gap and pursue the global ambition towards gender equality and a fuller understanding of the whole population?
To view the multimedia release go to:
http://www.multivu.com/players/English/7889731-bloomberg-western-digital-bgovdata/
