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/
The Häagen-Dazs brand is helping to change the way ingredients are grown to better support bee populations by working hand-in-hand with its farmer suppliers. The internationally-recognized ice cream brand has installed one of the largest, privately funded pollinator habitats on the farmland of its almond supplier in California’s Central Valley. No stranger to helping the bees, the brand aims to impact additional ingredients used throughout its super-premium ice cream portfolio and positively influence sustainable agriculture practices.
The “Häagen-Dazs Loves Honey Bees” program launched in 2008, and today is expanding from research and educational funding to hands-on initiatives that will rejuvenate pollinator habitats to allow native bees to flourish. Located in Chowchilla, California, the habitat consists of six and a half miles of hedgerow and 11,000 native drought-tolerant shrubs and flowering plants, impacting 840 acres of farmland. In order to supply what pollinators need, the Häagen-Dazs brand worked with expert agronomists and the Xerces Society to maximize the impact of the habitat by choosing regional plants that are attractive to pollinators. Looking forward, the team will work to create custom habitats for more of its ingredient suppliers who depend on bees to pollinate their crops.
To view the multimedia release go to:
https://www.multivu.com/players/English/8075051-haagen-dazs-sustainable-agriculture-bees-pollinator-habitats/
Welcome to the ad:tech London multimedia platform. This is a place for brands, agencies, publishers and technology professionals to access video content, news releases, blogs, case studies and reports relating to the UK’s largest digital marketing and media show. We have built this platform to complement the ad:tech exhibition and conference visitor experience so whether you are a brand or agency marketer, media owner advertising professional, technology supplier or member of the press, you will find the site packed with useful content and insight to support your digital marketing and media strategy.
To view Multimedia News Release, go to http://www.multivu.com/players/English/51358-adtech-london-multimedia-platform/
https://exodraft-heatrecovery.com/heat-recovery-in-industry/
https://exodraft-heatrecovery.com/
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.
Last night Sandvik Coromant, a global leading supplier of cutting edge tools, tooling solutions and know-how to the metalworking industry, lit up the Chicago skyline with insightful images designed to spread the word about the profound impact data and technology has on the manufacturing industry and people’s daily lives. The display also included inspirational images depicting the future of digital manufacturing created by Samuel and Erika Flickinger, a brother and sister from Decatur, IL. The two students, who participated in STEM education “Dream It. Do It.” summer camps created by The Manufacturing Institute, literally helped ‘flip the switch’ on the light show and also each received a $1,000 check toward their future education.
“Our goal with this light show was to raise awareness about the amazing opportunities that the use of data is driving in the manufacturing industry and honor two very creative students,” said Sean Holt, President Sandvik Coromant Americas. “We are proud to help raise awareness about the present and future opportunities of digital manufacturing, including the skilled and high paying career options for future generations.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7833454-sandvik-coromant-manufacturing-technology-show/
With just days to go before Black Friday and Cyber Monday – the busiest online shopping days of the Christmas season – Sweden’s Volvo Cars has unveiled a brand new way to take some of the hassle out Christmas shopping.
The premium car maker has launched the world’s first commercially available in-car delivery service by teaming up with PostNord, the Nordic region’s leading communication and logistics supplier, Lekmer.com, the leading Nordic online toy and baby goods store, and Mat.se, a Swedish online grocery retailer, to have Christmas toys, gifts, food and drinks delivered to its cars.
Volvo In-car Delivery promises to bring some of the cheer back to Christmas by eradicating the more unpleasant aspects of seasonal shopping such as a desperate search for parking space in a busy city centre, crowds of stressed people and the disappointment of missed deliveries.
The Volvo In-car Delivery works by means of a digital key, which is used to gain one-time access to your vehicle. Owners simply order the goods online, receive a notification that the goods have been delivered and then just drive home with them.
To view the multimedia release go to:
http://www.multivu.com/players/English/7698551-volvo-roam-delivery/
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/
Seatrade has selected Maersk Container Industry as the main supplier for its expanding reefer container fleet. The 4,000 new Star Cool Integrated™ reefers will be equipped with the latest technology to protect perishable cargo during long-distance transportation and keep energy consumption at a minimum.
The order of 4,000 new Star Cool Integrated reefers from Maersk Container Industry (MCI) will reinforce Seatrade’s perishable and sensitive cargo logistics, where durable and cutting-edge reefer technology is playing a vital role. Seatrade is a leader in specialised reefer services and the world’s largest specialised reefer carrier.
To view the multimedia release go to:
http://www.multivu.com/players/uk/7955051-mci-manufactures-new-integrated-reefers/
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/
