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/
A New Year means a fresh start, so now’s the time to get healthier! Unfortunately, most people are going about it the wrong way: Research shows that 90 percent of people who make a New Year’s resolution eventually fail at it. A huge part of that is because people tend to choose a goal that’s too vague or unrealistic. Lifestyle expert and former senior health and nutrition expert at Shape Magazine Sharon Liao is on hand to share simple and attainable changes that make a big impact!
New weekly compilation of the best WTF Fails of 2017. Including the most WTF Fail moments like shed destruction, turtle attacks, falling down the stairs, kids falling out of trucks, slamming into walls, faces caught on fire
https://www.youtube.com/watch?v=8uiWhbcb12M
Many people suffer from eczema and various skin disorders that they don’t understand. The names for these skin disorders are numerous – eczema, psoriasis, dermatitis, hives, allergies, scales, and so on. Most standard medical treatments fail to cure or give lasting relief to some of these disorders. This makes it so frustrating for those with these diseases since even dermatologists and doctors find it difficult to find a cure for them.
Imagine trying to make a decision with only half the information. Today, nearly all organizations across the public and private sectors rely on data to make better decisions about everything from employee salaries to new legislation. Data provides decision makers insight into what the baseline is, where collective needs are, and where resources should be allocated. But half our world’s population—women—are underrepresented and many times completely unrepresented in these datasets.
Inaccurate data often results from gender bias in the design of surveys or questionnaires, or from someone other than the woman or girl responding to a survey on her behalf. Misrepresented or incomplete gender data collection yields results that misses the mark on understanding women’s needs or their economic and social contributions. Policies and initiatives around healthcare, education, economic opportunity and more are built based on what’s available—gender-biased data—and fail to fairly serve women and girls. How can we close the gender data gap and pursue the global ambition towards gender equality and a fuller understanding of the whole population?
To view the multimedia release go to:
http://www.multivu.com/players/English/7889731-bloomberg-western-digital-bgovdata/
https://www.youtube.com/watch?v=zBI9RiJF3g8
Matthew Brickman of iMediate Inc. made a recent video update explaining why money, time and opportunity for divorcing couples to move forward is too often wasted and how one simple step can prevent a mediation from failing.
http://www.iChatMediation.com Toll-Free 877-822-1479
Don't waste your valuable time, money and opportunities to move forward in your life. This SIMPLE step can prevent your mediation from failing. Matthew Brickman explains the #1 reason why a mediation may fail and how to ensure a safe, fast and effective mediation process.
