Customer Strategy Archives - Page 5 of 17

Customer Centricity Corner with Peter Lavers – Why B2B companies need an explicit Customer Strategy

April 17, 2023/in Customer Centricity, Customer Strategy, Insight Webcasts /by Peter Lavers

Doesn’t every B2B company already have a customer strategy? Well, you may be surprised to find out that we still come across companies that don’t actually have a true custom… Read more

Customer Centricity Corner with Peter Lavers – Digital Transformation

March 13, 2023/in Business Capabilities, Customer Centricity, Customer Management, Customer Strategy, Insight Webcasts /by Peter Lavers

How to ensure that Customer Centricity is central in your drive to digitally transform your company In this edition of the Customer Centricity Corner, Peter Lavers interviews Wi… Read more

Customer Centricity Corner with Peter Lavers – What is Customer Centric Account Management?

February 6, 2023/in Customer Centricity, Insight Webcasts, Sales and Account Management /by Peter Lavers

What is Customer Centric Account Management? The subject today is “Customer Centric Account Management”, and I’m delighted to introduce two guests, Mike Pepe and Ed Rottmann. E… Read more

Sales Capability Frameworks for Key Account Managers

December 19, 2022/in Insight Webcasts, Sales and Account Management /by Alan Thompson

Sales Capability Frameworks for Key Account Managers Alan Thompson and David Brown discuss Sales Capability Frameworks and building competency pathways, in this short talk on… Read more

Why is it important to have a Sales & Account Management Framework?

November 14, 2022/in Insight Webcasts, Sales and Account Management /by Ellie Luk

Why is it important to have a Sales & Account Management Framework? Experts in people development, Alan Thompson and David Brown, discuss what it means to have a sales c… Read more

Trust is Key to Growth in Sales and Account Management

October 31, 2022/in Insight Webcasts, Sales and Account Management /by Dr Mark Hollyoake

Trust is Key to Growth in Sales and Account Management Dr Mark Hollyoake was recently asked to lead a talk on B2B Trust with the Institute of Sales Professionals. In this interactiv… Read more

Negotiating in Changing Markets

August 16, 2022/in Sales and Account Management /by Alan Thompson

Negotiating in changing markets For many experienced negotiators, either on the supplier or purchasing side, managing complex B2B negotiations in volatile market cond… Read more

Why is Sales Capability Important?

July 12, 2022/in Insight Webcasts, Sales and Account Management /by Ellie Luk

Why is Sales Capability important in your company? Experts in people development, Alan Thompson and David Brown, discuss what it means to have a sales capability in your company.… Read more

Is your company Customer Attuned?

June 15, 2022/in Customer Management /by Paul Cranston

Customer Management looks different for a lot of companies, for one company Customer Experience is the priority, for another it’s about Building Trust, or it could be refr… Read more

How well do you manage customer value?

May 6, 2022/in Customer Management /by Ellie Luk

In the insurance and wider financial services sector, the concept of customer value is growing in profile all the time. This has come about mainly, though not exclusively, as a res… Read more