‘More and Better for Less’
An environment of uncertainty, change and low inflation, coupled with sluggish market growth, make decisions on how to deliver more value, increasingly hard to re… Read more
Our Customer Strategy services are based on expertise and experience across multiple industries. Read our Customer Strategy insights.
Writing business – It’s all about attitude
At Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we ha… Read more
How many times have you heard someone say – “here is your $64,000 question?” And how many times have you failed to have the right answer?
If it was easy, the original TV series would never have existed; so, we all know it is difficult to find the answers to some really challenging questions, such as “where will I get my n… Read more
Understanding and building sales capability
In the world of B2B, the capability of your people is crucial to your company’s success. We have drawn from a recent client engagement to share a case study demonstrating how invest… Read more
Medicines and Personal Data have something in common. True or False?
It’s a tenuous link, perhaps, but for me the common theme is that Medicines and Personal Data are both about to be subject to new regulatory controls. And both will impact businesse… Read more
Working with Distributors – Back to Basics
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
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
How to Keep Your Key Account Managers Fighting Fit
Keeping your key account management team on top form can be an uphill struggle. Yet finding a way to maintain that fighting fitness can be a challenge in itself. But not anymore. Thi… Read more
MBTI Training For Sales Teams – Part 3
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
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
building a culture of customer centricity based on B2B Trust
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