A Powerful Exploration of Trust in Sales with Dr Mark Hollyoake
A powerful exploration of trust in sales with Dr Mark Hollyoake in conversation with Jeremy Noad.
Featured on Trust Enablement on April 19, 2021.
Dr. Mark Hollyoake, Founder, Director & Head of Business Capability at Customer Attuned, joined Regional Host Dr. Jeremy Noad to discuss trust in sales. These insights come from Dr. Hollyoake’s real-world experiences and his doctoral work on the topic.
Sales must make themselves more vulnerable to their buyers. Over time, through ability, credibility, and the way we work together, you must create mutual value. Developing trust takes time.
The role of sales is to mitigate and reduce risk in the relationship as they work with individual customers.
This conversation was an extraordinary exploration of the topic of trust in sales.
Give a listen and remain curious.
Mark is a co-founder and Director of Customer Attuned Ltd. He holds a Doctorate from the University ofSouthampton, his thesis focused on Trust as a dynamic within business to business customer relationships.
He is an expert in B2B Customer Experience and Customer Management. This includes CM strategy development; execution of improvement plans (incl. organisational modelling for customer management); programme design; and partnership & alliance development.
Mark's applied work across FMCG, industrials, medical devices, financial services, business services and construction has led to organisations making, significant improvements to their customer management. A large focus of this work has been moving organisations up the Trust Ladder to enable them to benefit from reduced cost to serve, while continuing to innovate and deliver mutual value.
Mark is a Fellow of the Chartered Institute of Marketing and Member of the Institute of Sales and Marketing Management. He holds an MBA in strategy from Henley Business School.
He is an expert in B2B Customer Experience and Customer Management. This includes CM strategy development; execution of improvement plans (incl. organisational modelling for customer management); programme design; and partnership & alliance development.
Mark's applied work across FMCG, industrials, medical devices, financial services, business services and construction has led to organisations making, significant improvements to their customer management. A large focus of this work has been moving organisations up the Trust Ladder to enable them to benefit from reduced cost to serve, while continuing to innovate and deliver mutual value.
Mark is a Fellow of the Chartered Institute of Marketing and Member of the Institute of Sales and Marketing Management. He holds an MBA in strategy from Henley Business School.
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