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/
Today’s financial services firms face myriad challenges, yet many remain confident in their business prospects, finds research from the recently released Robert Half Financial Services Global Report: Navigating Change in an Evolving Regulatory Landscape. Based on a global survey of 1,100 executives, the report examines firms’ most pressing business concerns, confidence levels and reactions to recent regulatory changes.
To view the Multimedia News Release, go to http://www.multivu.com/mnr/55078-robert-half-financial-report-navigating-change-regulatory-landscape
A Forbes magazine headline said this week, “Innovation Saves the World.” But can innovation save the world’s broken healthcare system? This question will be before hundreds of chief executive officers, partners and top executives from many of the world’s largest and most progressive companies and investor groups when they meet in San Francisco for the 2nd Annual Global Leaders Healthcare Forum on January 10, 2012.
To view Multimedia News Release, go to http://www.multivu.com/mnr/53568-the-global-leaders-healthcare-forum-san-francisco-2011
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Twelve percent of executives interviewed for the Robert Half Professional Employment Report say they are planning to hire professional-level staff in the fourth quarter of 2011, while 5 percent foresee making cutbacks. The resulting net 7 percent increase in hiring activity is up four points from the third-quarter forecast. The portion (82 percent) of hiring executives saying they anticipate no change in staff levels is down from 90 percent three months ago.
Meanwhile, 59 percent of executives interviewed for the report said it is challenging to find skilled professionals today, up 17 points from the third quarter.
Fourth-quarter hiring projections were higher than the third-quarter forecast in nearly all professional segments.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/roberthalf/50680/
The highly anticipated luxury, all–suite Delano Las Vegas debuted today bringing a touch of South Beach to The Strip. This morning, executives and employees of MGM Resorts International and Morgans Hotel Group gathered to officially unveil Las Vegas’ newest hotel.
“Delano Las Vegas marks a new chapter in the Las Vegas hotel experience, ushering in elevated levels of personalized service, style and attention to detail,” said General Manager Matthew Chilton. “We’re challenging the quintessential over–the–top Vegas experience by introducing a new brand focused on understated luxury, appealing to in–the–know travelers,” added Chilton.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7308751-delano-las-vegas-debuts-on-las-vegas-strip/
Con Edison\'s Green Team will host an energy efficiency summit on May 1 at the Hilton New York for commercial and industrial building owners looking to make their properties more energy efficient and connect with hundreds of experts on saving energy.
The one-day summit will feature innovative products and services and valuable rebates available to help Con Edison C&I customers reduce energy consumption, lower their energy bills and improve their green footprint. Property and facility managers, engineers and energy managers, C-level executives, energy consultants, architects, designers, contractors, distributors and installers can register for the Summit atwww.conEdsummit.com.
To view Multimedia News Release, go to http://www.multivu.com/players/English/55303-con-edison-commercial-and-industrial-summit-2012
CNN reporter Kristie Lu Stout interviews executives that twitter. Douglas White, founder of digital agency, Prosperity Research gives his views on the power of Twitter. http://www.youtube.com/watch?v=OySmGvglTtA
A “strategy-to-execution gap” plaguing corporations around the globe could lead companies to lose 50 percent of their potential cumulative cash flow on new growth investments if not properly addressed, according to CEB (NYSE: CEB), the leading member-based advisory company. That is because most new growth strategies lose value during the implementation phase, with at least one-in-three strategic initiatives failing altogether.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7082252-ceb-executive-guidance-for-2015-closing-strategy-to-execution-gaps/
In a show of responsible corporate leadership, executives from CPX Interactive fund inaugurate Children International’s newest community center, which will help impoverished children in Guayaquil, Ecuador.
CPX Interactive executives, feeling compelled to make a difference to poor children, encouraged their colleagues to join them in funding the construction of the B.U.D.S. Community Center, where over 5,000 children will receive medical and dental care, educational support and nutrition education.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/childreninternational/44544/
Lithium Technologies today announced the winners of the fifth annual Lithium Digital Customer Excellence Awards, affectionately known as the Lithys. This year’s awards set a new record for submissions with 66 entries from 17 countries across four continents and representing 47 brands. The 2015 Lithys also had a big impact on Lithium’s own community, generating more than 21,000 page views and 9,000 visits—and adding 4,000 community members during the voting period. Winners were determined by community votes, outside judges Nate Elliott from Forrester Research and Jim Storer of The Community Roundtable, and Lithium executives.
To view the Multimedia News Release, go http://www.multivu.com/players/English/7522751-lithy-2015-winners/
Employers around the world can now take the pulse of the labor market in less than a minute thanks to CEB (NYSE: CEB), a best practice insight and technology company, and its new Global Talent Monitor. The company launched the tool today to hundreds of talent executives during its ReimagineHR summit in Chicago, Ill.
CEB’s Global Talent Monitor provides a snapshot of how real employees and job candidates around the world feel about the economy, their own prospects and what motivates them—or doesn’t—when it comes to work. By keying in on six metrics, CEB provides employers topline visibility into employees’ needs and motivations, which help them focus priorities and shape programs based on business need.
To view the multimedia release go to:
http://www.multivu.com/players/English/7427251-ceb-global-talent-monitor/
