Leading Through Insight
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
Our Customer Strategy services are based on expertise and experience across multiple industries. Read our Customer Strategy insights.
Customer Plan – Just the Numbers
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
Account management in a complex industry – “Expert salesmen or experts who can sell?”
How good are you at selling and managing relationships within an expert led industry?
In our first financial services article, we examined the importance of broker-intermediar… Read more
Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?
In the second of our series of articles exploring various issues in the intermediated world of financial services, “Expert salesmen or experts who can sell?” we looked at various… Read more
Building Trust into your Customer Plans
Few people would doubt that building trust forms one of the foundations of a positive and mutually beneficial relationship. Yet, within B2B a lot of research into trust tends to be… Read more
Make time to source a KAM Programme to improve performance
The KAM Bootcamp is a tailored programme that introduces best practice to your organisation that suits your market and circumstances.
Key Account Management Bootcamp gets to k… Read more
Are your key customers Ambassadors or Opponents?
If you know which key customers are your ambassadors and which are opponents, what are you doing about it?
If you don’t know, do you realise you’re in a position of weakness..… Read more
KAM Bootcamp Best Practices
How often have you heard the statement – “we are striving for best practice” – and how often do you see it happen? And does this mean it is an aspiration rather than reality?
Not anymor… Read more
What is the quality of your customer relationships?
If you cannot measure the quality of the relationship you have with your customers, how can you do something meaningful to change or improve them?
Having Quality Customer Relatio… Read more
KAM Boot Camp – Are your KAM’s fit for today’s challenges?
Managing large customers or a portfolio of customers can be challenging at the best of times – and sometimes it feels too difficult to do something about it because the “day job” get… Read more
building a culture of customer centricity based on B2B Trust
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