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/
Teaming up with the American Diabetes Association® and the multi-talented performer and caretaker Joey Fatone @RealJoeyFatone, Colgate Total® is using the power of laughter to help raise awareness of the potential link between oral health and diabetes with the new “30 Days of Laughter” campaign (#30DaysofLOL), beginning today. The 30 days from November 12 to December 11, 2015 will be filled with laugh-out-loud videos, funny social media posts, engaging apps and more to make the diabetes community laugh, all while building awareness of the importance of maintaining the health of the teeth and gums behinds those smiles.
According to the Centers for Disease Control and Prevention, people with diabetes are two times more likely to develop gum disease1. Colgate Total® toothpaste can help prevent and even reverse gingivitis, the most common form of gum disease. It is the only FDA-approved and American Dental Association-accepted2 toothpaste to help prevent gingivitis. With regular twice daily brushing, you can help improve your gum health in as little as four weeks3 with Colgate Total®.
Understanding how challenging managing diabetes can sometimes be, the funny and talented performer Joey Fatone is leading the “30 Days of Laughter” campaign to remind people that sometimes laughter can feel like the best medicine. “When my father was diagnosed with Type 2 diabetes, our family was shocked. But we’re a big, loving group and we all help him together every day. I know that humor in the face of challenges is vital and I’m excited to share that with other families touched by diabetes.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7654951-colgate-30-days-of-laughter/
International research led by University College London (UCL) as part of the ‘Cities Changing Diabetes’ partnership programme challenges current scientific understanding of the rapid rise of diabetes in cities. The findings suggest that in cities around the world, social and cultural factors play a far more important role in the spread of the epidemic than previously thought.
More than two thirds of the world’s 400 million people with diabetes live in urban areas.1,2 The year-long study for Cities Changing Diabetes, a unique public-private-academic partnership, sought to better understand what makes people vulnerable to type 2 diabetes in cities in order to inform solutions for one of the most pressing modern-day public health challenges. To explore this complex issue, more than 550 interviews were undertaken with at-risk and diagnosed people in five major cities – Copenhagen, Houston, Mexico City, Shanghai and Tianjin.
“By largely focusing on biomedical risk factors for diabetes, traditional research has not adequately accounted for the impact of social and cultural drivers of disease,” says David Napier, Professor of Medical Anthropology, UCL. “Our pioneering research will enable cities worldwide to help populations adapt to lifestyles that make them less vulnerable to diabetes.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7690951-study-rethink-rise-diabetes-in-cities/
One of the most difficult realizations for those with loved ones fighting a serious illness is understanding that treatment is no longer working. No one wants to admit that it has become a losing battle against a serious illness. Many people are hesitant to call hospice for a loved one because they see it as “giving up.” In reality, contacting hospice is a choice that can lead to fewer worries and more meaningful moments during a serious illness or near the end of life.
To view the multimedia release go to:
http://www.multivu.com/players/English/7429131-moments-of-life-by-hospice/
The Epilepsy Foundation launched the “Talk About It!” public service announcement featuring actor Greg Grunberg to raise awareness and encourage open dialogue about epilepsy and seizures. Greg, best known for his roles on Heroes, Alias, and Felicity, has an adult son who lives with epilepsy, a condition that affects nearly 3 million Americans. The Epilepsy Foundation and Greg teamed up for this PSA, sponsored by Sunovion Pharmaceuticals Inc., to drive much needed conversation about epilepsy – bringing the condition out of the shadows and honoring a community that deserves better awareness and understanding. More information about the PSA and initiative can be found by visiting the Epilepsy Foundation at epilepsy.com.
Debt is a buzzword for politicians, a burden for students, a necessity for most homeowners and a reality for 70 percent of Americans.
But despite this fact, 30 percent of those in debt have no plan to pay it off, according to a recent survey conducted by Fifth Third Bank (NASDAQ: FITB).
Fifth Third commissioned the national survey to examine the financial beliefs and behaviors of American adults. The results provided a snapshot of our nation’s financial literacy, with 82 percent of respondents citing financial independence as a goal in their lives. The survey also revealed how the three largest generations in America differ in their understanding and management of savings, budgeting, retirement planning and credit.
“At Fifth Third, we were curious to discover how knowledgeable Americans are about their personal finances,” said Jada Grandy, senior vice president and Community Reinvestment Act strategies director, Fifth Third Bank. “The results of this survey give insight into financial literacy in America, as well as the needs of customers at different key stages of their lives. This knowledge arms Fifth Third with the tools to support our customers at every step on their journey to financial independence.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7723851-fifth-third-bank-life/
Official trailer for The Gift, by Rebecca J. Hubbard, a novel about horses, friendship and patience. www.RebeccaHubbardlmft.com. Video Production by www.Castelane.com.
All eleven-year old Pip wanted was a best friend. When Pip gets a horse for her birthday she is delighted. She thinks that the horse she names Buck will be her best friend the moment that they meet. But she finds out that friendship does not come easily. Her father gently guides her so that Pip can discover for herself how to make Buck a true friend.
Pip’s new friend, Buck, has a story of his own. After leaving his own herd, to move to Pip’s house, he is looking for a relationship that will help him feel safe. He, too, learns that making a friend takes patience and understanding.
Educators engage with the most vulnerable populations and good intentions aren’t enough to drive decisions. Ethics goes beyond a simple right vs. wrong and there is a clear and compelling gap in educators’ professional continuum. Now, the research-based ProEthica™ program offers educators techniques and strategies for improving awareness of professional risks and vulnerabilities, and for the application of professional ethics in daily decision making.
Developed by Educational Testing Service (ETS), the ProEthica online educator ethics training program is research-based and designed for teachers and educational leaders. Through a series of interactive modules that combine instruction and checks for understanding, the ProEthica program uses real-life scenario-based simulations and activities to help educators establish an understanding of ethical principles and decision making, and learn how to apply them in their daily practice.
To view the multimedia release go to:
http://www.multivu.com/players/English/7798251-ets-proethica-teacher-training/
As part of an ongoing commitment to support life sciences innovators and the development of integrated, cross-sector solutions to prevent, intercept and cure diseases, Johnson & Johnson today named cell biologist Yoshinori Ohsumi, Ph.D., of the Tokyo Institute of Technology the winner of the 2016 Dr. Paul Janssen Award for Biomedical Research for his pioneering discoveries concerning the molecular basis of autophagy.
Dr. Ohsumi was honored today during an event at the 2016 BIO International Convention in San Francisco. A video of his acceptance comments can be viewed here.
“Dr. Ohsumi’s curiosity led him to become the first person in the world to determine the molecular mechanism and regulation of autophagy, shedding light on one of the most basic functions of all living cells,” said Paul Stoffels, M.D., Chief Scientific Officer, Johnson & Johnson. “Dr. Ohsumi’s discoveries hold promise for better understanding, preventing and treating many diseases. It is with great pleasure that we celebrate his contributions, which remind us of the innovative spirit Dr. Paul brought to the lab every day.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7856351-2016-dr-paul-janssen-award-ohsumi/
Soy consumption is up 14 percent since 2011,26 yet confusion lingers over soy’s role in everything from human health to food production. To clear up misperceptions, the United Soybean Board (USB) busts five common soy myths with science-backed facts on SoyConnection.com/soy-wisdom.
1) Eating soy does not increase breast cancer risk.
Clinical studies show soy isoflavone exposure does not adversely affect breast tissue as assessed by markers of breast cancer risk, such as breast cell proliferation.1–7 The American Institute for Cancer Research and the American Cancer Society say that women who have been diagnosed with breast cancer can safely consume soyfoods. In fact, the World Cancer Research Fund International has identified a link between soy consumption and an improved survival of breast cancer patients.8-9
“Not only does evidence indicate soyfoods may benefit women with breast cancer, but consuming soy when young helps prevent the onset of this disease later in life27-30,” stated Mark Messina, Ph.D., who has dedicated the past 30 years to understanding the health effects of soyfoods.
To view the multimedia release go to:
http://www.multivu.com/players/English/7877951-united-soybean-board-top-soy-myths/
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/
LUNGevity, the nation’s leading lung cancer-focused nonprofit organization today launched a new mobile application designed to make understanding and living with lung cancer less daunting and considerably more manageable. The new Lung Cancer Navigator mobile app provides lung cancer patients with access to the latest medical and treatment information related to their specific lung cancer diagnosis, and serves as a convenient hub for organizing customized care and support networks, asking questions, describing and tracking symptoms, and managing multiple medications.
To view the multimedia release go to:
http://www.multivu.com/players/English/7865551-lungevity-lung-cancer-navigator-app/
