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/
HealthCare Partners, a division of DaVita Inc. (NYSE: DVA), a leading independent medical group in the United States, is encouraging Medicare beneficiaries to review their health care coverage during Medicare’s Open Enrollment Period.
From October 15 through December 7, Medicare holds its annual Open Enrollment Period. During this seven-week window, Medicare beneficiaries can make changes to their health and prescription drug plans for the following year.
If you are satisfied with your Medicare coverage, you may wonder how open enrollment applies to you. As the old adage goes, “if it isn’t broke, don’t fix it,” right?
While this may certainly be the case for many things in life, it may not be true about your Medicare coverage. Choosing a Medicare plan is similar to shopping for other insurance; by comparing different plans and rates, you choose the coverage that’s best for you.
To view the multimedia release go to:
http://www.multivu.com/players/English/7920151-healthcare-partners-medicare-open-enrollment/
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https://www.youtube.com/watch?v=6JJKyAoL4y8
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