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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
/in Sales and Account Management /by Dr Mark HollyoakeThis 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
/in Sales and Account Management /by Dr Mark HollyoakeMaking 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
/in Customer Management /by Dr Mark HollyoakeThe 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
/in Customer Management /by Dr Mark HollyoakeWhen 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?”
/in Sales and Account Management /by Alan ThompsonHow 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 Customer Management /by Alan ThompsonIn 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
/in Trust Evaluation and Development /by Dr Mark HollyoakeFew 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
/in Sales and Account Management /by Gary LuntThe 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?
/in Sales and Account Management /by Gary LuntIf 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