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/
On 26 – 28 October Skolkovo Technopark hosted the 5th annual Open Innovations Forum. This event was important for developing Russia’s innovative ecosystem. This Forum welcomed more than 13 500 guests from more than 100 countries, 600 speakers, hosted more than 100 sessions. More than 300 investors and venture funds, about 1 200 representatives of innovative structures, more than 2 000 corporate representatives, and 3 000 startups took part in the Forum.
This year for three days Skolkovo Technopark became a working space for open discussions, associate meetings and a search for partners and investors. The Forum’s success was the direct result of the number of meetings held and agreements achieved – above 700 negotiations were conducted on the venue, more 50 partner agreements were signed.
Dmitry Medvedev, Prime Minister of Russia, said: “This year, the Forum is to take place at Skolkovo Technopark, which is considered to be the largest technopark in Europe. It is a clear example of a successful start-up that helps to implement interesting projects and generate original ideas. I am sure that participants of the Open Innovations Forum felt the unique atmosphere of a joint intention to get new knowledge.”
To view the multimedia release go to:
http://www.multivu.com/players/uk/7964951-open-innovations-forum-2016/
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The Here For America initiative today released International Automakers in America: Building More Than Cars, a report detailing the significant effect international automakers and dealers have on the U.S. economy. The report shows the $73 billion cumulative investment in American jobs and manufacturing.
“The United States today is a great place to build and export cars,” said John Bozzella, president and CEO of Global Automakers and spokesman for Here For America. “International automakers accounted for nearly half of all U.S. auto production last year and exported over 750,000 of these vehicles to countries around the world.”
International Automakers in America was released at the 10th annual American International Automobile Dealers (AIADA) auto industry summit. Highlights from the 2016 report include the nearly 700,000 direct jobs generated by international automakers and dealers and the record 8.3 million vehicles sold in the U.S. last year.
To view the multimedia release go to:
http://www.multivu.com/players/English/7796651-global-automakers-impact-report/
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