ARLINGTON, Va., Sept. 13, 2012 /PRNewswire/ -- CEB, (NYSE: CEB), the leading member-based advisory company, announced today that Brent Adamson, CEB managing director and co-author of The Challenger Sale: Taking Control of the Customer Conversation will identify the critical changes organizations must make to survive and thrive in today's new selling environment at Dreamforce 2012.

Building on last year's most highly rated Dreamforce session, Adamson will outline how CEB's revolutionary Challenger Selling methodology is increasing sales impact and driving innovation in the sales, marketing, and CRM processes. In four unique sessions, Adamson will outline winning commercial strategies and tactics to help sales reps successfully catalyze change in the sales function and throughout the broader organization. 


    WHO                     Brent Adamson, managing director, CEB and co-
                            author of The Challenger Sale

    WHAT                    Four presentations on specific behaviors that are
                            separating high-performing sales and marketing
                            teams from average performers across all
                            industries. Adamson will review the principals of
                            Insight-led selling; illustrate the roles for
                            sales and marketing teams; and help participants
                            understand how to adopt Challenger in their
                            organizations. Sessions include:

                            Sales Cloud: Boosting Your Sales Team's Success
                            with The Challenger Sale
                           Wednesday, Sept. 19th 3:00 p.m. - 4:00 p.m.
                            Sell to Who's Buying: Sales & Marketing Tips to
                            Find the "Mobilizer"
                           Thursday, Sept. 20th 10:30 a.m. - 11:30 a.m.
                           Sales Cloud: The Challenger Sale - Customer Panel
                           Thursday, Sept. 20th 12:00 p.m. - 1:00 p.m.
                            The End of Solution Sales - Transforming Sales &
                            Marketing
                           Thursday, Sept. 20th 3:00 p.m. - 4:00 p.m.

    WHY                     Attendees will learn how to increase customer
                            loyalty and drive innovation in sales and
                            marketing and understand the consequences of
                            maintaining outdated behaviors.
                            The insights and thought leadership uncovered in
                            The Challenger Sale have gained broad attention
                            in the sales and marketing community. Published
                            as a book last November, The Challenger Sale has
                            consistently been #1 on Amazon's Sales & Selling
                            bestseller list and has been featured in Harvard
                            Business Review, Forbes, CNBC and The Washington
                            Post.

    WHERE                   San Francisco Marriott Marquis, San Francisco,
                            Calif.

FOR BRIEFINGS: If you are a member of the media who would like to schedule a briefing with Brent Adamson during Dreamforce, please contact Shannon Eckhart, seckhart@executiveboard.com or 571.303.4508.

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.

Contact: Shannon Eckhart
CEB
571-303-4508
seckhart@executiveboard.com

/PRNewswire -- Sept. 13, 2012/

SOURCE CEB