Dr Mark Hollyoake

About Dr Mark Hollyoake

Mark is a co-founder and Director of Customer Attuned Ltd. He holds a Doctorate from the University of Southampton, 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.

Entries by Dr Mark Hollyoake

LOOKING INTO 2017 – Authenticity

January 18, 2017/in Embedded Trust/by Dr Mark Hollyoake

As we look forward into 2017 we ask our Directors and selection of associates to comment on the year ahead.
Authenticity will be the key work in creativity for 2017, as the unsettled… Read more

LOOKING INTO 2017 – Embracing Technology

January 18, 2017/in Business Capabilities/by Dr Mark Hollyoake

As we look forward into 2017 we ask our Directors and selection of associates to comment on the year ahead.
The focus going into 2017 for business to business will be on the developme… Read more

Working with Distributors – Back to Basics

December 8, 2016/in Customer Management/by Dr Mark Hollyoake

In this article, we unpick some of the common complexities of working with distributors; getting back to basics.
Contrary to most organisation’s belief, it’s possible to improv… Read more

The Softer Side of Trust Building

November 22, 2016/in Trust Evaluation and Development/by Dr Mark Hollyoake

When looking at literature on B2B trust and empirical evidence on building a trust based relationship, I identified drivers which fall into two distinct categories:
HARD: the pr… Read more

MBTI Training For Sales Teams – Part 3

November 15, 2016/in Sales and Account Management/by Dr Mark Hollyoake

MBTI Training: Flexing selling style to better connect
In our previous posts on MBTI training for sales teams we have looked at each of the four MBTI ‘scales’ and have addressed thr… Read more

MBTI For Sales Teams – Part 2

October 24, 2016/in Sales and Account Management/by Dr Mark Hollyoake

This is the second in our series of posts focussed on the application of MBTI for sales teams. Our training and development programme considers the vital missing piece of the jigsa… Read more

Making MBTI Work For Sales Teams

October 6, 2016/in Sales and Account Management/by Dr Mark Hollyoake

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 tool when understo… Read more

Leading Through Insight

September 6, 2016/in Customer Management/by Dr Mark Hollyoake

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

July 25, 2016/in Customer Management/by Dr Mark Hollyoake

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?

July 11, 2016/in Business Capabilities/by Dr Mark Hollyoake

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