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How to use the Customer Segmentation Canvas
In this video Paul Cranston explains how to use the Customer Segmentation Canvas to highlight how the you can identify you future best customers.
For…
Introduction to B2B Customer Segmentation Canvas
Introduction to B2B Customer Segmentation Canvas
By Paul Cranston
The Customer Segmentation Canvas from Customer Attuned is a new way to map your customers…
B2B Trust as a Predictive Indicator
With the role of Trust in leadership and, therefore, within organisations under constant scrutiny, Customer Experience expert Peter Lavers asks the question:…
How Trust Impacts Customer Segmentation
How Trust Impacts Customer Segmentation
Trust is a hot topic right now. But here at Customer Attuned, we’ve been onto this subject for quite some time.…
Excessive Trust – When Trust Goes Wrong
Excessive Trust - When Trust Goes Wrong
In this post Customer Attuned co-founder and academically acclaimed author, Dr Mark Hollyoake provides reveals…
Leveraging MBTI to build successful B2B relationships
Leveraging MBTI to build successful B2B relationships
As part of our comprehensive AMPLIFY sales and account management development programme, we include…
Identification Based Trust
Identification-Based Trust, with Dr Mark Hollyoake
In this post Customer Attuned co-founder and academically acclaimed author, Dr Mark Hollyoake provides…
Introducing Knowledge Based Trust
An introduction to Knowledge-Based Trust, with Dr Mark Hollyoake
In our third step through the 'S-Curve of Trust', Dr Mark Hollyoake provides a brief…
Introduction to Risk-Based Trust
An introduction to Risk-Based Trust, with Dr Mark Hollyoake
In our second step through the 'S-Curve of Trust', Dr Mark Hollyoake provides a brief introduction…
Relationship Crises and Trust
Relationship Crises – How the Principles of B2B Trust Can Get You Through
In his last two blogs, Customer Relationship consultant and Customer Attuned…
Introducing Everyday Trust
Dr Mark Hollyoake introduces the first of level of trust: Everyday Trust
Customer Attuned believes that trust is a critical asset to every business relationship…
Introducing the Levels of B2B Trust
Dr Mark Hollyoake introduces the levels of trust in the S-Curve of Trust
Customer Attuned believes that trust is a critical asset to every business relationship…
Making MBTI Work For Sales Teams
Making MBTI Work For Sales Teams. The Myers Briggs Type Indicator (MBTI) is the most widely used assessment of psychological type and an enormously insightful…
Relationship Transitions – Testing the Resilience of B2B Trust
Relationship Transitions – Testing the Resilience of B2B Trust
In my last blog about contract activation, I considered how important the activation…
Trust-Based Customer Segmentation
Our purpose at Customer Attuned is "to [help clients] build a culture of Customer Centricity based on B2B Trust so that sustainable, mutually beneficial…
Discover the Power of SDI in B2B Sales
Discover the Power of SDI in B2B Sales: A Game-Changer for Your Team
As part of our comprehensive AMPLIFY sales account management capability development…
Contract Activation – Maker or Breaker of B2B Trust
When the Deal becomes Real
So, the deal has been done, the contract has been negotiated and signed, salespeople are eagerly anticipating their…
Segmentation for Customer Success
Customer Attuned consultant Paul Cranston finishes his series of posts by discussing the value of Segmentation for Customer Success. This follows the first…
The Partner Relationship Survey starts with understanding B2B Trust
The Partner Relationship Survey starts with understanding B2B Trust
The partner relationship survey has become an intrinsic element of relationship development…
The importance of leaders supporting the development of sales and account management teams
The importance of leaders supporting the development of sales and account management teams
In recent articles, we have looked at how we have worked with…
Customer Segmentation for Sales
Customer Attuned consultant Paul Cranston considers the value of Customer Segmentation for Sales Teams. This is the second in this series that explores…
The Partner Relationship Survey – How it works
Partner Relationship Survey: How it works
By definition, B2B partnerships are important to both parties. They represent an important investment and involve…
Customer Centricity Corner with Peter Lavers – Partner Relationship Survey
Customer Centricity Corner with Peter Lavers – Partner Relationship Survey
The subject of this discussion is our Partner Relationship Survey (or Partnership…
Top 4 behaviours of successful Account Managers that sets them apart.
What behaviours do successful account managers have that sets them apart?
We were asked this question by an attendee at the outset of a sales and account…
The B2B Customer Segmentation Canvas for Marketers
Typically, Customer Segmentation helps marketers with lead generation, perhaps with a more targeted email campaign or even direct mail. We believe GREAT…
Customer Centricity Corner with Peter Lavers – Account Based Marketing
What is Account Based Marketing and where does it fit in a customer centric Business to Business (B2B) operating model?
There are several definitions…
Customer Attuned Newsletter explores 3 Ways to Improve B2B Relationships
3 Ways to Improve B2B Relationships
Here at Customer Attuned, we wholeheartedly believe that Trust underpins every good B2B Relationship, and…
B2B Customer Segmentation that Unlocks Potential Value
B2B Customer Segmentation that unlocks potential value
In B2B, most companies don’t need a segmentation model to know who their best customers or brokers…
Leap of Faith by Dr Mark Hollyoake featured in the Journal of Sales Transformation
Boundary spanners: What are they? What do they do?
Why are they important? And what exactly do we mean by a boundary spanner?
On a very simple…
Excessive Trust – When Trust Goes Wrong
Excessive Trust - When Trust Goes Wrong
In this post Customer Attuned co-founder and academically acclaimed author, Dr Mark Hollyoake provides reveals…
Identification Based Trust
Identification-Based Trust, with Dr Mark Hollyoake
In this post Customer Attuned co-founder and academically acclaimed author, Dr Mark Hollyoake provides…
Introducing Knowledge Based Trust
An introduction to Knowledge-Based Trust, with Dr Mark Hollyoake
In our third step through the 'S-Curve of Trust', Dr Mark Hollyoake provides a brief…
Introduction to Risk-Based Trust
An introduction to Risk-Based Trust, with Dr Mark Hollyoake
In our second step through the 'S-Curve of Trust', Dr Mark Hollyoake provides a brief introduction…
Introducing Everyday Trust
Dr Mark Hollyoake introduces the first of level of trust: Everyday Trust
Customer Attuned believes that trust is a critical asset to every business relationship…
Introducing the Levels of B2B Trust
Dr Mark Hollyoake introduces the levels of trust in the S-Curve of Trust
Customer Attuned believes that trust is a critical asset to every business relationship…
Relationship Transitions – Testing the Resilience of B2B Trust
Relationship Transitions – Testing the Resilience of B2B Trust
In my last blog about contract activation, I considered how important the activation…
Contract Activation – Maker or Breaker of B2B Trust
When the Deal becomes Real
So, the deal has been done, the contract has been negotiated and signed, salespeople are eagerly anticipating their…
Customer Centricity Corner with Peter Lavers – Partner Relationship Survey
Customer Centricity Corner with Peter Lavers – Partner Relationship Survey
The subject of this discussion is our Partner Relationship Survey (or Partnership…
Customer Centricity Corner with Peter Lavers – Account Based Marketing
What is Account Based Marketing and where does it fit in a customer centric Business to Business (B2B) operating model?
There are several definitions…
The Customer Attuned “Infinity Loop” of Customer Centricity Explained
Customer Strategy and Organisational Performance do not work in isolation. When they work together systemically with trust as their foundation, they…
Customer Centricity Corner with Peter Lavers – What customer centricity means in a intermediated business model.
What customer centricity means in a intermediated business model.
How can you be customer centric when there's an intermediary 'in the way'?
Many…
Customer Centricity Corner with Peter Lavers – the difference between customer strategy and sales strategy in B2B
Customer Centric Account Management Part 2
If you know us or have seen previous episodes of the Customer Centricity Corner will recognise that our purpose…
Customer Centricity Corner with Peter Lavers – Listening to Customers
The difference between “doing surveys” and really listening to customers!
In this edition of the Customer Centricity Corner Rachel Waterfield, Customer…
Customer Centricity is More Important than Specialism
Customer Centricity is More Important than Specialism
Have you ever been part of a conversation where the comment is made that “most companies…
Customer Centricity Corner with Peter Lavers – Customer Focus in High Pressure Sales Environments
How can we maintain customer focus in a highly competitive and quarterly-sales-driven industry sector?
In this edition of the Customer Centricity Corner…
Trust-Based Customer Segmentation
Our purpose at Customer Attuned is "to [help clients] build a culture of Customer Centricity based on B2B Trust so that sustainable, mutually beneficial…
Segmentation for Customer Success
Customer Attuned consultant Paul Cranston finishes his series of posts by discussing the value of Segmentation for Customer Success. This follows the first…
Customer Segmentation for Sales
Customer Attuned consultant Paul Cranston considers the value of Customer Segmentation for Sales Teams. This is the second in this series that explores…
The B2B Customer Segmentation Canvas for Marketers
Typically, Customer Segmentation helps marketers with lead generation, perhaps with a more targeted email campaign or even direct mail. We believe GREAT…
B2B Customer Segmentation that Unlocks Potential Value
B2B Customer Segmentation that unlocks potential value
In B2B, most companies don’t need a segmentation model to know who their best customers or brokers…
The Dimensions of the Customer Segmentation Canvas
It’s the two dimensions of the B2B Customer Segmentation Canvas that make it special as a tool within organisations. These dimensions are different from…
A New Approach to B2B Customer Segmentation from Customer Attuned Ltd
Customer Attuned introduces a new approach to segmenting your B2B customers so that you can better identify and manage the customer relationships that…
Great insights shared by cross sector business leaders
We were fortunate to share the company , thoughts, views and insights with a group of senior leaders across a number of varying sectors at a dinner in…
Leveraging MBTI to build successful B2B relationships
Leveraging MBTI to build successful B2B relationships
As part of our comprehensive AMPLIFY sales and account management development programme, we include…
Making MBTI Work For Sales Teams
Making MBTI Work For Sales Teams. The Myers Briggs Type Indicator (MBTI) is the most widely used assessment of psychological type and an enormously insightful…
Discover the Power of SDI in B2B Sales
Discover the Power of SDI in B2B Sales: A Game-Changer for Your Team
As part of our comprehensive AMPLIFY sales account management capability development…
The importance of leaders supporting the development of sales and account management teams
The importance of leaders supporting the development of sales and account management teams
In recent articles, we have looked at how we have worked with…
Top 4 behaviours of successful Account Managers that sets them apart.
What behaviours do successful account managers have that sets them apart?
We were asked this question by an attendee at the outset of a sales and account…
What value do you see as a leader when you invest in your sales and account management teams?
What value do you see as a leader when you invest in your sales and account management teams?
If you are considering investing in improving the…
Introducing AMPLIFY for Account Managers to create greater value through Trust based relationships.
Introducing AMPLIFY for Account Managers to create greater value through Trust based relationships.
Are you building a team of talented and engaged account…
Stop hiding behind your computer and get out to see your customers!
Stop hiding behind your computer and get out to see your customers!
If you are responsible for managing and developing key customer relationships for…
B2B Trust as a Predictive Indicator
With the role of Trust in leadership and, therefore, within organisations under constant scrutiny, Customer Experience expert Peter Lavers asks the question:…
Relationship Crises and Trust
Relationship Crises – How the Principles of B2B Trust Can Get You Through
In his last two blogs, Customer Relationship consultant and Customer Attuned…
Relationship Transitions – Testing the Resilience of B2B Trust
Relationship Transitions – Testing the Resilience of B2B Trust
In my last blog about contract activation, I considered how important the activation…
Contract Activation – Maker or Breaker of B2B Trust
When the Deal becomes Real
So, the deal has been done, the contract has been negotiated and signed, salespeople are eagerly anticipating their…
The Partner Relationship Survey starts with understanding B2B Trust
The Partner Relationship Survey starts with understanding B2B Trust
The partner relationship survey has become an intrinsic element of relationship development…
The Partner Relationship Survey – How it works
Partner Relationship Survey: How it works
By definition, B2B partnerships are important to both parties. They represent an important investment and involve…
When is a B2B Customer/Supplier Relationship a “Partnership”?
When is a B2B Customer/Supplier Relationship a “Partnership”?
The business-to-business (B2B) sector encompasses an extremely wide range of customer…
Introducing the Partner Relationship Survey
Are any of your most important B2B accounts referred to as “partner status” or “strategic partnerships”, inferring a depth of relationship beyond…
Customer Centricity is More Important than Specialism
Customer Centricity is More Important than Specialism
Have you ever been part of a conversation where the comment is made that “most companies…
Why is Trust key in Financial Services?
Why is Trust key in Financial Services?
The financial services sector shows no signs of slowing down, a lack of challengers, disruptors or a…
The Trust Dividend – by Dr Mark Hollyoake – Press Feature
The Trust Dividend by Dr Mark Hollyoake, featured in The International Journal of Sales Transformation.
October 2021
To read the full article, click…
Building ‘Business-to- Business’ Trust At Operations Level. Part 3
Building ‘Business-to- Business’ Trust At Operations Level
Let's take a look at trust development and how to "make it happen" and turn leadership…
The Trust Factor – Speaker Spotlight
Register here
Losing the opportunity to add value could also lose you trust and the business.
As an insurance broker, your role is to understand my insurance needs and find the best match to the market to meet those needs. Given there…
Trust is not a binary on/off switch
Why building, protecting and recovering trust is a business imperative
By Peter Lavers and Mark Hollyoake
Trust is a hot topic! Here in the UK it…
Trusted Relationships = Consistently Good Service
At Deep-Insight, I spend a lot of my time trying to help our clients figure out how to build strong trusted relationships with their B2B (Business-to-Business)…
Customer Centricity Corner with Peter Lavers – Digital Transformation
How to ensure that Customer Centricity is central in your drive to digitally transform your company
In this edition of the Customer Centricity Corner,…
Customer Centricity Corner with Peter Lavers – Keeping customers at the heart of Innovation
Keeping customers at the heart of Innovation
Companies are well aware that they must continue to innovate to survive, but how can they do this in a customer…
Playbooks in customer experience management
In my role as a consultant and adviser to companies across sectors, I am increasingly coming across and hearing about the utilisation of playbooks in customer…
Utilities need to improve the customer experience for B2B key accounts.
“Utilities today are facing more existential threats than ever before. Third-party providers of clean energy now offer a credible alternative to the…
Watch the Panel here – Digital Transformation In Healthcare
What does it take to lead a digital transformation in healthcare?
Wil Payne, Leadership consultant and coach of Newland Partners, chaired the second panel…
Digital Transformation in Healthcare – Part 2
What does it take to lead a digital transformation in healthcare?
Wil Payne, Leadership consultant and coach, chairs the second panel discussion in this…
Top 25 CX Blogs
We are delighted to announce that the Customer Attuned blog has been included in HelpSquad's list of "25 Customer Experience Blogs to Add to your Weekly…
Supporting clients as they manage their new homeworkers
One thing that we haven’t been short of in social media this year, has been articles and advice aplenty on how to deal with the challenges posed by Covid19, but what about articles on supporting clients as they manage their new homeworkers?
Leveraging MBTI to build successful B2B relationships
Leveraging MBTI to build successful B2B relationships
As part of our comprehensive AMPLIFY sales and account management development programme, we include…
The importance of leaders supporting the development of sales and account management teams
The importance of leaders supporting the development of sales and account management teams
In recent articles, we have looked at how we have worked with…
Strategic Account Management Training – the importance of reflection
Strategic Account Management Training - The Importance of Reflection
In any of our training programmes, we always talk about the importance…
Building a High Performing Account Management Team
Another successful development programme for a key client
Over the past several months, a number of the Customer Attuned team, David Brown, Dr Mark Hollyoake…
Why should Account Management teams work with coaches?
Why should Account Management teams work with coaches? And what are the benefits?
In today's fast-paced business environment, account management…
From good to great: how coaching improves sales and new business development
From good to great: how coaching improves sales and new business development
Your business might already be achieving good sales results –…
When coaching can enhance sales training and development
When coaching can enhance sales training and development
Have you ever run a training programme in your business, then watched as some or most of the…
How coaching can support B2B relationship management
How coaching can support B2B relationship management
Executive coaching has become an increasingly popular tool for businesses looking to improve…