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
Customer Plan – Just the Numbers
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
What Makes an Organisation Creative?
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
Trust – Too much of a Good Thing?
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
Account management in a complex industry – “Expert salesmen or experts who can sell?”
How good are you at selling and managing relationships within an expert led industry?
In our first financial services article, we examined the importance of broker-intermediar… Read more
Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?
In the second of our series of articles exploring various issues in the intermediated world of financial services, “Expert salesmen or experts who can sell?” we looked at various… Read more
Building Trust into your Customer Plans
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
Top 5 Obstacles to B2B Customer Centricity #5 Out of Date IT Tools
The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them
Obstacle 5: Out of Date IT Tools
This is the fifth blog in our series based on the early result… Read more
Trust & Commitment: Chicken and Egg?
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
Top 5 Obstacles to B2B Customer Centricity #4 Stalled/Delayed/Dropped Customer Programmes
The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them
Obstacle 4: Stalled/Delayed/Dropped Customer Programmes
This is the fourth blog in our se… Read more
building a culture of customer centricity based on B2B Trust
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