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/
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Hillary Clinton decides to prepare herself her own cup of hot coffee, only to fail and become befuddled as to how to
get the coffee machine to work. Get a good laugh as you watch this presidential hopeful actually try to make her
own coffee. If your still bored, check out/add my profile/videos if you like 'fails' or are into that sort of
thing.
Thanks to RubixBromide for the submission: http://www.youtube.com/user/RubixBromide
The current economy has a lot of people rethinking their holiday shopping list, but with these great gifts you can make anyone happy on your list without breaking the bank.
