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/
CEB (NYSE: CEB), a best practice insight and technology company, today announced the launch of CEB Precise Fit. This new high-volume recruiting solution combines a candidate-friendly mobile experience with industry-leading predictive analytics to deliver more than 20 percent improvement on applicant quality. CEB Precise Fit is the only assessment solution that was built expressly for the mobile platform and that offers the candidate real-time feedback during the process, helping them determine whether the job is a good fit. This results in a more positive brand experience for the candidate and a more qualified, higher-performing applicant for the employer.
The traditional hiring process is cumbersome for all involved. Recruiters have to sort through three times the applications they did just a few years ago and it takes them 26 days longer to make a hire than it did in 2010. Despite this, there’s been no real improvement in quality of hire. Candidates have their own challenges with the process – putting forth all of their effort upfront with limited knowledge of the day-to-day requirements of the position; not hearing back from an employer after submitting an application – which results in a negative recruitment experience. These experiences cost brands more than just great talent; they can directly impact the bottom line since one-in-five candidates who report a negative recruiting experience stop using or purchasing products from that brand.
To view the multimedia release go to:
http://www.multivu.com/players/English/7427253-ceb-precise-fit/
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/
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/
CEB (NYSE: CEB) the leading member-based advisory company, found that the new work environment is full of performance challenges as executives try to increase employee productivity by 27 percent, the amount necessary to reach business goals and initiatives.
Experience the interactive multimedia release here: http://www.multivu.com/players/English/7291531-ceb-2014-top-insights/
Watch the latest video on how human resource executives and the teams they lead can increase employee performance, by visiting Top Insights for the World's Leading Executives.
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/
From the changing nature of work to evolving consumer expectations, executives are facing new challenges as they seek to ensure success in a business climate marked by constant change. CEB (NYSE: CEB) the leading member-based advisory company, today released Top Insights for the World’s Leading Executives to identify the shifts driving change and help organizations embrace the challenges they pose in order to realize meaningful growth in the years ahead.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7291531-ceb-2014-top-insights/
Organizations with the strongest leaders have nearly double the revenue growth compared to those with weaker leaders, according to new research from CEB (NYSE: CEB), the leading member-based advisory company. However, most leaders lack the full complement of skills to thrive in today’s rapidly changing work environment. To remedy this, organizations must adjust their approach to leadership and develop leaders who are able to build and enable powerful networks within the organization, creating conditions for employees to work through and with others to increase productivity.
To view Multimedia News Release, go to http://www.multivu.com/mnr/59760-ceb-advises-organizations-to-rethink-approach-to-leadership
Corporate Executive Board (CEB) (NYSE: EXBD), a leading research and advisory services firm, today announced the release of “The Challenger Sale: Taking Control of the Customer Conversation,” a new book that confirms companies are wasting precious time and money cultivating sales people who focus on building and maintaining relationships instead of teaching business insights—the number one attribute customers value in today’s complex selling environment. “The Challenger Sale” prescribes specific steps companies can take to develop a sales force of Challengers, which in a study of more than 6,000 sales reps, consistently outperformed other types of sales reps by nearly 15 percent.
To view Multimedia News Release, go to http://www.multivu.com/mnr/52980-corporate-executive-board-new-book-the-challenger-sale-dixon-adamson
The Corporate Executive Board (CEB) (NYSE: EXBD), a leading research and advisory services company, today announced the publication of Executive Guidance 2011, the company’s year-end analysis of industry trends and corporate best practices designed to inform and support business planning. This year’s Executive Guidance focuses on “Intelligent Growth”—a long-term pattern of above-industry performance in both revenue growth and efficiency—and highlights four key management principles that are critical to achieving it. While most companies aspire to create this balance, currently less than 10 percent of global organizations are considered Intelligent Growth companies.
To view Mulimedia News Release, go to http://multivu.prnewswire.com/mnr/executiveboard/45060/
