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/
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Summertime means vacation time – but, with unpredictable weather patterns, fluctuating gas prices and increasing costs, Americans nationwide are concerned about getting away. Our national travel expert has some great trips on how to survive summer travel – he/she will cover everything from how to get the best deals to planning a vacation suitable for the whole family.
Some of the unique and useful tips Amy can offer are:
• Travel trends: Travelling to destinations during their peak seasons can drive prices up. Visiting during off-peak times can help save money and you’ll have easier access to activities than at busier times of the year.
• Get organized: Planning a fun and successful trip means, setting a budget, researching, and booking early! Shop around to find transportation and accommodations that suit your needs and your budget.
• Get Your Ride Ready: If you’re hitting the open road, make sure any maintenance you need to have done on your vehicle is taken care of including checking your vital fluids, tires, and headlights and break lights.
• First Aid Kit: Make a little room in your luggage for a travel first aid kit. It won’t cost much, and it won’t take up much space but it can certainly come in handy.
2018 has seen extensive health-focused merger and partnership activity, with nearly 840 deals announced as of Q3. Players new to the industry are driving innovation in the traditionally cautious health and life sciences sectors, with unanticipated and innovative alliances poised to revolutionize health care. McDermott Will & Emery is at the forefront of this activity, helping progressive leaders redefine and navigate the health care landscape through Collaborative Transformations – game-changing partnerships that drive bold and creative business solutions.
To view the multimedia release go to:
https://www.multivu.com/players/English/8207752-mcdermott-innovative-partnership-business-collaborations/
