December 2015 - Customer Attuned

12 Days of Xmas #12: my key account said to me “you can sharpen terms on the doves and pear trees”

December 24, 2015/in Sales and Account Management /by Dr Mark Hollyoake

On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”. When a lot of your business is controlled or dependent on a few large accounts… Read more

12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!

December 22, 2015/in Customer Management /by Alan Thompson

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 next year! I can imagine that many of us would be… Read more

12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”

December 22, 2015/in Sales and Account Management /by Peter Lavers

On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.” There is no doubt that many B2B busines… Read more

12 Days of Xmas #9: My Directors said to me “we’re changing strategy”

December 21, 2015/in Business Capabilities /by Dr Mark Hollyoake

On the 9th day of Christmas my Directors said to me “we’re changing strategy” Remember the days when company boards set a strategy for three to five years and then stayed on to see it t… Read more

12 Days of Xmas #8: my boss asked me to set up a Key Account Management process and I don’t know where to start

December 18, 2015/in Sales and Account Management /by Alan Thompson

On the 8th day of Christmas I woke up in a panic as the big day was less than a week away and I still didn’t know what to buy my partner for Christmas; and at work my boss has asked me to set up… Read more

12 Days of Xmas #7: my COO said to me “How can our operations be more customer focused?”

December 17, 2015/in Business Capabilities /by Peter Lavers

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’s anothe… Read more

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?”

December 16, 2015/in Business Capabilities /by Alan Thompson

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 task for us… Read more