Leading Through Insight
The internet of things, big data and access to information at the click of a button mean we are awash with more information than we have ever had as sales leaders.
This often revolves… Read more
Mark is a co-founder and Director of Customer Attuned Ltd. He holds a Doctorate from the University of Southampton, his thesis focused on Trust as a dynamic within business to business customer relationships.
He is an expert in B2B Customer Experience and Customer Management. This includes CM strategy development; execution of improvement plans (incl. organisational modelling for customer management); programme design; and partnership & alliance development.
Mark's applied work across FMCG, industrials, medical devices, financial services, business services and construction has led to organisations making, significant improvements to their customer management. A large focus of this work has been moving organisations up the Trust Ladder to enable them to benefit from reduced cost to serve, while continuing to innovate and deliver mutual value.
Mark is a Fellow of the Chartered Institute of Marketing and Member of the Institute of Sales and Marketing Management. He holds an MBA in strategy from Henley Business School.
The internet of things, big data and access to information at the click of a button mean we are awash with more information than we have ever had as sales leaders.
This often revolves… Read more
When asking for the customer plans, I am constantly amazed when all I’m shown is an excel spreadsheet of forecast numbers, supported by a three month deal promo plan. Sounds famili… Read more
Creativity drives innovation and change at a rapid pace. Its reach and impact on our everyday lives is enormous, yet, most of this innovation within organisations derives from a h… Read more
Client relationships are a peculiar, they can take forever to develop and nurture, and can be terminated at short notice. Conversely, they can feel secure and comfortable, yet do… Read more
Few people would doubt that building trust forms one of the foundations of a positive and mutually beneficial relationship. Yet, within B2B a lot of research into trust tends to be… Read more
Mark Hollyoake shares insights from his doctorate on trust within B2B
This week I’m grappling with a chicken and egg situation: trust and commitment. Good B2B customer managemen… Read more
Mark Hollyoake shares insights from his doctorate on trust within B2B
When I began my DBA, the first academic task was to define what trust meant in the context of B2B. There are many… Read more
Mark Hollyoake shares insights from his doctorate on trust within B2B
Trust in me. What do we really know about trust? It may be the subject of numerous books and conference papers,… Read more
In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more
In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management.
The most common challenges organisations face when starting to work in d… Read more