CEB Sales Leadership Council is a membership for innovative CSOs who want to optimize the performance of their function and business. Our research and insights are rooted in the challenges our members deem most important and span topics that impact your organization's day to day as well as longer-term strategic initiatives. We use relationships and learnings from the best CSOs to help you and your team save time and make better decisions.
Our Research Focus
Equipping our members with strategic guidance and tactical tools on the topics most important for their function is at the heart of what we do. We don't just point to where you need to go: we provide you with a roadmap and a suite of implementation tools to get you and your team there. Key topics include:
The Consensus Sale
On average, 5.4 people are involved in today's B2B purchase decisions. Differences in opinion make it increasingly hard to reach a decision, and many teams simply give up on purchases altogether. Most suppliers' efforts to support consensus fall short. Typically, Marketing and Sales try to boost individual purchase intent early on—and then Sales tries to bring everyone together at the end. However, group conflicts actually peak early in the buying journey. The best sales and marketing teams focus on connecting buyers to each other—not just to the supplier—right from the start. » Learn More About The Consensus Sale
Answer six quick questions to determine whether you're taking the right steps to build customer consensus.
Speak with our team to learn more.
Research and Insight: Unique research and tools to help business leaders evaluate new issues and challenges
Proven Best Practices: Tested approaches to solving business challenges from our network of leading companies
Advisory Support: Personalized expert guidance and project support for pending decisions, new tactics, internal presentations, and other needs
Decision and Diagnostic Tools: Customized, actionable views of the most important performance metrics in your function
Peer Benchmarks: Relevant, quantitative data and analysis to help allocate resources and target areas with the highest impact
Executive Networking: On-request advice, feedback, and perspective from peer interaction with hundreds of leading executives
Live and Online Learning Events: A wide variety of events exclusively for senior executives, as well as staff training and skill development opportunities
...some of the biggest wins that we've had as far as sales go, were directly a result of things that we've implemented from CEB."
Vice President, Sales Strategy and Operations Covisint
- Avoid These Common B2B Content Marketing Mistakes
Harvard Business Review, February 2016
- The Best B2B Sales Books to Read in 2016
RingDNA, December 2015
- This Story of a German Controller is at the Heart of B2B Marketing and Sales Challenges Today
Forbes, October 2015
- When Selling, Start With the Why
LinkedIn, July 2015
- Present Like a Challenger
Forbes, April 2015
- Making the Consensus Sale
Harvard Business Review, March 2015