Customer Strategy Archives - Page 10 of 16

Business Development Managers (BDM) & the Underwriter relationship

October 9, 2017/in Sales and Account Management /by Dr Mark Hollyoake

The importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more

If Customer Data Is The New Marketing Battleground, Then Analytics Are The New Weapons Guidance Systems

October 3, 2017/in Customer Management /by Peter Lavers

In my previous blog I argued that Marketing and CRM are in exciting times because is it now economically viable to unlock the incredible value that’s often hidden in inaccessible a… Read more

‘More and Better for Less’

August 30, 2017/in Customer Management /by Dr Mark Hollyoake

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

Writing business – It’s all about attitude

July 4, 2017/in Sales and Account Management /by Alan Thompson

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?

June 12, 2017/in Sales and Account Management /by Gary Lunt

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

March 16, 2017/in Sales and Account Management /by Alan Thompson

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?

December 11, 2016/in Sales and Account Management /by Gary Lunt

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

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

How to Keep Your Key Account Managers Fighting Fit

November 22, 2016/in Sales and Account Management /by Gary Lunt

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