CEB And The TAS Group Help Organizations Improve Sales Performance Through Better Opportunity Management

ARLINGTON, Va., July 15, 2013 /PRNewswire/ -- CEB (NYSE: CEB), the leading member-based advisory company, today announced it has formed a global partnership with The TAS Group to help organizations improve sales performance by aligning their sales processes with The Challenger Sale. By connecting key elements of Insight Selling™ to stages of the sales cycle, CEB and The TAS Group will help customers increase win rates by focusing on the right opportunities and the right customer stakeholders.

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"We partnered with CEB to help embed CEB's Challenger® model in Salesforce.com, as a critical element of sustained, successful deployment of a sales model is embedding behaviors in the daily workflow of a sales professional," said Donal Daly, founder and CEO of The TAS Group. "The combination of Dealmaker, CEB's Challenger model and Salesforce.com create a unique and powerful business tool for an organization in the new selling environment."

CEB's best-selling book The Challenger Sale outlined the fundamentals of Insight Selling™, including focusing sales efforts on the right opportunity and the right stakeholders. Together, The TAS Group and CEB developed CEB Challenger Opportunity Manager, a new software solution that embeds these tenets into the customer buying process at the place where they are managed – the CRM system directly – and includes new CEB IP on identifying and understanding buying profiles to aid opportunity management. 

"Companies have invested millions of dollars in developing their CRM systems and sales force, however, they've previously failed to align their Insight Selling initiatives with technology investments," said Matt Dixon, executive director at CEB and co-author of The Challenger Sale. "We partnered with The TAS Group to directly map the key components of the insight selling approach across the selling process. This enables sales executives and their teams to increase their performance by, focusing on the right sales opportunities and by better predicting the deals that are most likely to close."

CEB and The TAS Group will offer an introductory webinar on the fundamentals of Insight Selling, and how they can be mapped into CRM-enabled sales opportunity management processes.

About CEB
CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with our advanced research methodologies and human capital analytics, we equip senior leaders and their teams with insight and actionable solutions to transform operations. This distinctive approach, pioneered by CEB, enables executives to harness peer perspectives and tap into breakthrough innovation and improvement without costly consulting or reinvention. The CEB member network includes more than 16,000 executives and the majority of top companies globally. For more information, visit www.executiveboard.com.

About The TAS Group
The TAS Group helps sales professionals increase their sales velocity. Using TAS Sales Methodology and Dealmaker^® Smart Software, companies find more deals, increase win rates, grow deal values and shorten sales cycles. Dealmaker sales performance automation software drives revenue growth for businesses worldwide, including market leaders such as Hewlett-Packard, Autodesk, Xerox, Unisys and Alcatel Lucent.

Dealmaker delivers real-time opportunity and account management, intelligent deal coaching, accurate sales forecasts, smart playbooks, self-paced learning, and predictive analytics, resulting in measurable sales growth. According to the Aberdeen Group, customers of The TAS Group realize 21 percent greater attainment of sales quotas.  For additional information about The TAS Group, or Dealmaker, visit The TAS Group Website.

SOURCE CEB

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