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/
The United Nations Foundation’s Shot@Life campaign marks World Pneumonia Day, November 12, by asking Americans to raise awareness, funds and advocate to members of Congress to support global immunization programs. Pneumonia kills nearly a million children under the age of five each year and almost half of those deaths are vaccine-preventable.
“Around the world one in five children lack access to the vaccines they need,” said Devi Thomas, Director, UN Foundation’s Shot@Life campaign. “By raising awareness, funding and asking members of Congress to support global immunization programs we can ensure that every child, no matter where they live, is given a shot at a healthy life.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7616651-shotatlife-united-nations-vaccines/
