Customer Strategy Archives - Page 12 of 16

KAM Boot Camp – Are your KAM’s fit for today’s challenges?

April 4, 2016/in Sales and Account Management /by Gary Lunt

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

Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4

March 15, 2016/in Customer Management /by Dr Mark Hollyoake

In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more

Distributor Management – Avoiding the Pitfalls. Part 3 of 4

March 9, 2016/in Customer Management /by Dr Mark Hollyoake

In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management. The most common challenges organisations face when starting to work in d… Read more

Distributor Management – Getting It Right! Part 2 of 4

March 2, 2016/in Customer Management /by Dr Mark Hollyoake

In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right. The term distributor is widely used to describ… Read more

Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4

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

To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more

12 Days of Xmas #12: my key account said to me “you can sharpen terms on the doves and pear trees”

December 24, 2015/in Sales and Account Management /by Dr Mark Hollyoake

On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”. When a lot of your business is controlled or dependent on a few large accounts… Read more

12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!

December 22, 2015/in Customer Management /by Alan Thompson

On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities next year! I can imagine that many of us would be… Read more

12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”

December 22, 2015/in Sales and Account Management /by Peter Lavers

On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.” There is no doubt that many B2B busines… Read more

12 Days of Xmas #8: my boss asked me to set up a Key Account Management process and I don’t know where to start

December 18, 2015/in Sales and Account Management /by Alan Thompson

On the 8th day of Christmas I woke up in a panic as the big day was less than a week away and I still didn’t know what to buy my partner for Christmas; and at work my boss has asked me to set up… Read more

12 Days of Xmas #2: A broker said to me “You listened to me and improved your service”

December 10, 2015/in Customer Management /by Alan Thompson

On the 2nd day of Christmas my top broker said to me “You really listened to me and improved your service”. Is this something you might hear from your brokers? Would you know the curre… Read more