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/
Richardson, a leading global sales training and performance improvement firm, today announced the release of a new white paper, Using Verifiable Outcomes in the Sales Process to Change and Track Behavior. Verifiable outcomes are those few tangible indicators that give sales leaders insight into the accuracy and quality of their teams’ forecasts.
Today, sales leaders face increasing pressure to accurately forecast and produce results. Historically, sales leaders rely on “lagging indicators” to monitor critical sales metrics — putting sales leaders in the position of trying to drive results forward by looking in the rear-view mirror.
To view Multimedia News Release, go to http://www.multivu.com/mnr/54175-richardson-white-paper-team-forecasts-sales-training
Subaru of America, Inc. (SOA) has reported record sales of 513,693 vehicles for the 2014 calendar year. This is an increase of 21 percent over the previous record of 424,683 vehicles, which was set in 2013. This sixth consecutive record also represents the largest ever single–year increase in volume for the brand.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/7074156-subaru-reports-record-sales-2014/
ABC of Sales offers eight secrets for consistently reaching high sales levels and lays out in clearly understandable language what it takes to be a Sales Superstar. The ABC of Sales is a guide for professionals who want to soar in sales, revive their sales careers, or position their companies among the elite. Learn more about this book and its author here, http://www.ABCofSales.com Non Fiction
After three decades of service to the duty free & travel retail industry, Tax Free World Association (TFWA) can take satisfaction in the knowledge that it has contributed to a 1000% growth in global sales, from USD $6 billion in 1985 to USD $60 billion last year, and supported the industry through some extremely challenging times.
To view the Multimedia News Release, go to: http://www.multivu.com/players/English/72762513-30th-duty-free-travel-retail-summit/
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This fall, Scouts across Canada will introduce a whole new lineup of Scout Popcorn products for their annual fundraiser — the biggest change in 20 years. Since 1990 Canadians have supported Scouting with their purchases of Scout Popcorn microwave popcorn and ready to eat popcorn treats. Popcorn sales have begun across the country and will continue through October.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/trails-end/46361/
Celebrating its record sales year, Subaru of America, Inc. has unveiled the Impreza Design Concept at the LA Auto Show, which previews the carmaker\'s new \
