Customer Strategy Archives - Page 12 of 17

Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?

July 1, 2016/in Customer Management /by Alan Thompson

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

May 26, 2016/in Trust Evaluation and Development /by Dr Mark Hollyoake

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

April 19, 2016/in Sales and Account Management /by Gary Lunt

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?

April 14, 2016/in Sales and Account Management /by Gary Lunt

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

April 12, 2016/in Sales and Account Management /by Gary Lunt

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?

April 8, 2016/in Customer Management /by Gary Lunt

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?

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