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/
Non-profit Enroll America, the nation’s largest health care enrollment coalition, is working with the Ad Council to encourage women to sign up for health insurance under the Affordable Care Act during the next open enrollment period, which runs from November 15, 2014 through February 15, 2015.
To raise awareness, Enroll America is working with the Ad Council to continue its successful “Take Care, People” integrated public service advertising (PSA) campaign encouraging the uninsured, particularly women, to enroll. According to the U.S. Department of Labor, women make 80% of the health care decisions for their families. Women are also 47% more likely than their male counterparts to share information about health care with their friends, family and community. Lack of awareness is a critical issue among women, however, with 79% of those in the Enroll America study saying they do not know enough about the new law.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7368551-enroll-america-ad-council-second-affordable-care-act-open-enrollment-period-begins/
Team In Training. Light The Night. Man & Woman of the Year. Student Series. Leukemia Cup Regatta. More than 13 million participants in these popular fundraising campaigns last year alone helped The Leukemia & Lymphoma Society (LLS) invest more than $1 billion in research to advance lifesaving treatments and cures for blood cancer patients.
For Blood Cancer Awareness Month this September, LLS is reminding us that despite progress, much work still needs to be done to save more lives. More than 1.2 million people in the U.S. are living with or in remission from a blood cancer. Leukemia causes more deaths than any other cancer among children, adolescents and adults younger than 20 years. Leukemia, lymphoma and myeloma are expected to cause the deaths of an estimated 58,320 people in the U.S. in 2016.
To view the multimedia release go to:
http://www.multivu.com/players/English/7554853-lls-blood-cancer-awareness-month/
Black History Month is a time when all Americans honor the rich African American culture in our society. It was Carter G. Woodson, an African American historian, who began a weeklong celebration, called Negro History Week, in 1926 as a way to honor Frederick Douglass and Abraham Lincoln. One of the best ways to celebrate is by reading books by and about African Americans. Virginia Hamilton’s works are among the many books that call upon readers to think about slavery, freedom, and heritage. Through her stories, Hamilton began the genre of liberation literature, which serves to instill cultural pride, as well as a sense of family and the importance of relationships. Black History Month is a time to help readers realize that these universal themes transcend race and that through the power of story, all races are truly united. Non-fiction, Women's Lit, Liberation
Half of our nation’s teachers will be eligible to retire over the next decade, creating an urgent need to recruit talented individuals into the teaching profession who will lead the transformation of our education system. That’s why TEACH and the Ad Council have partnered to launch Make More, a new public awareness campaign to recruit the next great generation of teachers. TEACH is a collaboration among the U.S. Department of Education, leading U.S. companies including Microsoft and State Farm, national education organizations and teacher associations.
To view the Multimedia News Release, go to http://www.multivu.com/mnr/63713-teach-and-ad-council-to-recruit-the-next-great-generation-of-teachers
The CeBIT show is receiving some high-ranking visitors. Among them is German Chancellor
Angela Merkel, who has taken a tour of fair’s top digital innovations from around the world. Dr. Merkel made time to talk to the exhibitors and learn about their new technologies.
The latest small overlap front crash test results from the Insurance Institute for Highway Safety (IIHS) reveal a range of performance among many of the best-selling small cars in the U.S. market. Of the 12 models evaluated, half earn a good or acceptable rating and qualify for the IIHS TOP SAFETY PICK+ award.
The 2-door and 4-door models of the Honda Civic are the only small cars to earn the top rating of good in the test. IIHS evaluated the Civics earlier this year and released the results in March. The Dodge Dart, Ford Focus, Hyundai Elantra and 2014 model Scion tC earn acceptable ratings.
At more than 60 percent quieter1, 30 percent lighter and 45 percent more compact than a standard generator2, the new Briggs & Stratton Q6500 QuietPower™ Series inverter generator3 introduces category-changing innovations to the generator market. Its fully-enclosed, impact-resistant shell significantly reduces noise and its lightweight compact design answers unmet needs among generator owners.
“We created a residential backup power source that drew upon the convenience and fuel efficiency inverters have brought to camping and tailgating events, but also increased the power output and value to serve the portable home backup market,” says Dan Roche, director of marketing, portable power and cleaning systems at Briggs & Stratton. “The Q6500 combines the best of inverter technology with enough wattage for total home power restoration.”
To view the multimedia release go to:
https://www.multivu.com/players/English/8083851-briggs-stratton-q6500-quietpower-series-inverter-generator/
Nowadays, celebrities are just like super models. The celebrity dressing style, hairstyles and accessories are wildly copied. Celebrities are considered to be among the many trendsetters in the world of fashion. One area of shopping that celebrities tend to lean toward is electronics.
Don’t trust us, trust Science: Abbott is among the best science-based companies to work for in the world.
For the 13th consecutive year, the journal Science today recognized Abbott on its Top Employers list, evaluated on 23 characteristics including financial strength, easy adaptation to change and a having a research-driven environment.
”Abbott is unique in that we’ve been adding to our reservoir of scientific knowledge for 128 years,“ said John Frels, Ph.D., chair of Abbott’s Scientific Governing Board, which oversees the company’s senior scientific career track. ”We strive to bring in the best and brightest scientists and engineers to work on some of the biggest problems in healthcare today. This helps us to create new, breakthrough innovations that change people’s lives.“
To view the multimedia release go to:
http://www.multivu.com/players/English/7962251-science-names-abbott-2016-top-employer/
TFWA Asia Pacific Exhibition & Conference 2015, the 20th event for the duty free & travel retail industry in Asia Pacific, closed on 14th May in Singapore after a very successful week.
With occupied exhibition space topping previous years at 9,118 m2 – up 9% on 2014 - and 292 exhibiting companies present (+12%), of which 73 were new to the show, there was a huge variety of products on display for the benefit of visiting buyers and agents.
Visitor numbers were considered satisfactory by organisers TFWA in a year which has been challenging for the duty free and travel retail industry, with aviation accidents, a new approach to gift giving and luxury consumption among the all-important Chinese travellers, financial instability and political tension in several countries and the resulting slowdown in the growth of air passenger traffic.
To view the Multimedia News Release, go to http://www.multivu.com/players/English/7484951-20th-duty-free-travel-asia-summit/
