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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/
Hologic, Inc. (Hologic or the Company) (Nasdaq: HOLX), a leading developer, manufacturer and supplier of premium diagnostics products, medical imaging systems and surgical products dedicated to serving the healthcare needs of women, has announced the first nine U.S. cities for a series of evening events to introduce clinicians to the Selenia Dimensions 2D/3D breast tomosynthesis system and gain hands-on experience with this new technology.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/hologic/50094/
Hologic, Inc. (Hologic or the Company) (Nasdaq: HOLX), a leading developer, manufacturer and supplier of premium diagnostics products, medical imaging systems and surgical products dedicated to serving the healthcare needs of women, announced today that its Selenia Dimensions 2D/3D mammography system won a gold Medical Design Excellence Award (MDEA) at the Medical Design and Manufacturing East 2011 Conference and Exposition.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/hologic/50095/
Hologic, Inc. (Hologic or the Company) (Nasdaq: HOLX), a leading developer, manufacturer and supplier of premium diagnostics products, medical imaging systems and surgical products dedicated to serving the healthcare needs of women, will showcase its 3D mammography and other new, ready-to-market technologies in women’s imaging at the 21st Annual National Interdisciplinary Breast Center Conference (NCBC) in Las Vegas, Nevada, March 12-16, 2011. The NCBC is a nonprofit membership organization dedicated to excellence in breast healthcare for the general public.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/hologic/39364/
As February Daytona Speedweeks marks the “official” beginning of the 2012 NASCAR season, The Goodyear Tire & Rubber Company also celebrates being chosen as the exclusive tire supplier to the top three NASCAR racing series through 2017 while also reaching the 58th year of uninterrupted commitment to the sport, making it one of the longest-running supply program participants in sport history.
As the official tire supplier to the NASCAR Sprint Cup, Nationwide and Camping World Truck Series, Goodyear sets out in 2012 on a ‘More Driven’ mission to continue to build on the Company’s more than 100-year racing history by learning, driving innovation and enhancing performance and quality in the sport…and beyond.
To view Multimedia News Release, go to http://www.multivu.com/mnr/54402-goodyear-five-year-exclusive-official-tire-supplier-2012-nascar-season
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With 7 production facilities located in both Denmark and Sweden, DOT is the leading Nordic full-service supplier of metal surface treatment.Today, we are visiting DOT in Køge, Denmark, where they specialize in hot-dip galvanization.
On top of the savings and operative benefits, DOT has the ability, using exodraft’s Trendlog system, to assess remotely, via a computer, the efficiency of their heat recovery system as well as monitor, in real time, its generated energy savings.
Heat recovery is simply good common sense and benefits both the economy, operations as well as the environment.
Visit http://exodraft-heatrecovery.com to learn more about how to recover your waste heat and contact us today for a free assessment.
The main benefits of this revolutionary filling system are high output & low manning, relatively short investment payback time and health/environment & safety advantages. The system also opens up possibilities to centralize filling operations with integrated system suppliers through cooperation which ensures smooth start-up and simpler support.
The two companies, Erkomat Oy and Thrace Polybulk, have in close cooperation become the leading global supplier of fully automatic filling systems for FIBCs (also called big-bags or bulk bags).
To view the Multimedia News Release, go to http://www.multivu.com/mnr/7140056-erkojet-big-bag-packing-system
Denny’s, one of America’s largest full-service restaurant chains, today announced its commitment to sourcing and serving 100 percent cage-free eggs in all of its U.S. restaurants by 2026. Denny’s is the first within the family dining segment to commit to 100% cage-free eggs, underlining the brand’s dedication to the humane treatment of animals within its supply sourcing and its ongoing focus on quality, flavor and guest satisfaction.
“We believe our guests care about how their food is sourced and so do we. For more than 60 years, we have listened to our guests to understand what they care about the most, without sacrificing on quality, taste or value,” said John Miller, Denny’s president and chief executive officer. “The humane treatment of animals remains an important part of our brand’s sourcing strategy, and our commitment to this transition underscores our confidence in the ethical evolution of supplier capabilities.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7731351-denny-s-commits-cage-free-eggs/
ConnXus, a supplier diversity technology platform, today announced that it has closed $5 million in Series “A” funding, led by Techstars Ventures, Serious Change L.P. and Impact America Fund.
“This round of funding will significantly accelerate ConnXus’ long-term impact on generating sustainable and diverse supply chains,” said Rod Robinson, CEO and founder of ConnXus. “To date we’ve raised $10 million in investments, including participation from Techstars Ventures, CincyTech, Serious Change L.P., Impact America Fund, and several private angel investors.”
ConnXus’ cloud-based, supplier diversity sustainability dashboards open the door for procurement, supplier diversity, and supply chain professionals to access a wealth of global supply chain analytics. Robinson believes Techstars and the other investors are the right investors for the company to disrupt and add imperative value to the $10-billion supply chain and procurement software market.
To view the multimedia release go to:
http://www.multivu.com/players/English/7834951-connxus-five-million-series-a/
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