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 are. They just need to lo… Read more
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 level they are actors on both side… Read more
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 capability of your sales and ac… Read more
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 relationships, from pur… Read more
building a culture of customer centricity based on B2B Trust
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