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Top 5 Obstacles to B2B Customer Centricity # 3 Silo’d Organisation

The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them Obstacle 3: Silo’d Organisation This is the third blog in our series based on the early res… Read more
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Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4

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
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Distributor Management – Getting It Right! Part 2 of 4

In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right. The term distributor is widely used to describ… Read more
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Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4

To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more
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12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities in 2016!

On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities in 2016! I can imagine that many of us would b… Read more
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12 Days of Xmas #7: my COO said to me “How can our operations be more customer focused?”

On the 7th day of Christmas my COO said to me “How can our operations be more customer focused?” It’s one thing to talk strategically about customer centricity in B2B but it… Read more
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12 Days of Xmas #6: My head of customer experience said to me “If Santa can map his journey to deliver on time then why can’t we?”

On the 6th day of Christmas my head of customer experience said to me, “If Santa can map his journey to deliver on time then why can’t we?” Well ok, that may be too difficult a tas… Read more
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12 Days of Xmas #5: I created Five Golden Rules for Distribution Management

On the 5th day of Christmas I created Five Golden Rules for Distribution Management I realised that I was way behind in Distributor Management; I skipped all the maids, hens, lady… Read more
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12 Days of Xmas #2: A broker said to me “You listened to me and improved your service”

On the 2nd day of Christmas my top broker said to me “You really listened to me and improved your service”. Is this something you might hear from your brokers? Would you know the c… Read more