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The Indexed Annuity Leadership Council (IALC) today unveiled a new initiative that examines the widely varying retirement experience in the United States. The project, the Changing Face of Retirement in America, is a comprehensive look at modern expectations for retirement and provides regional narratives that show what retirement means for individuals across the country and the economic spectrum, highlighting the impact financial planning can have on retirement. To view the Multimedia News Release, go to http://www.multivu.com/players/English/7484851-ialc-changing-face-of-retirement/

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/