Today's customers expect a different-in-kind sales experience-one that makes them smarter about their business.

Sales and Marketing:

Over 50% of customer loyalty now rests on you.

Transform Your Customer Interactions and Drive Loyalty

53% of B2B customer loyalty is driven by the sales experience. Our quantitative research* of customer purchasing preferences reveals a fundamental change in how you should market and sell to customers. This site will help you modify your marketing and selling model to align with the way customers want to buy.

* CEB survey of almost 5,000 customers.

What Sales and Marketing Should Do

Action   Resources

Hire High-Performing Reps

Rep Hiring Guide

Develop and Upskill your Reps

Rep Coaching Guide

Adjust Your Sales and Marketing Pitch

Sales and Marketing Pitch Guide

Focus on Activities that Build Loyalty

8 Prioritized Attributes of the Sales Experience

Incorporate Thought Leadership
into Your MarComm

22 Key Attributes of a Best-in-Class
MarComm Campaign

Use Marketing Channels that Stimulate Conversation

Channel Impact Grid

Re-evaluate How You Qualify Opportunities

Customer Qualification Assessment

Pursue the Right Buyers

3 Buyer Profiles to Target

Read our Book on the Challenger Rep™

The Challenger Sale: Taking Control
of the Customer Conversation

Launch a Formal Training Program

Challenger Development Program™

About CEB's Support for Sales and Marketing Executives

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 without costly consulting or reinvention. The CEB member network includes more than 16,000 executives and the majority of top companies globally.

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