Customer Strategy Archives - Page 7 of 16

Is it possible to systematically develop trust to a mutual competitive advantage in B2B?

April 16, 2020/in Trust Evaluation and Development /by Dr Mark Hollyoake

When companies and suppliers are reliant on each other for mutual benefit, is it possible to systematically develop trust to a mutual competitive advantage in B2B? This is the que… Read more

Look at your customer segments, can you see the value?

February 25, 2020/in Customer Management /by Gary Lunt

Look at your customer segments, can you see the value? Where is the growth? Who are the top spenders? How do you classify them? How do you get them to spend more? This is what customer v… Read more

9 Live Chat Benefits for B2B (Infographic)

February 24, 2020/in Customer Management /by customerattuned

When it comes to dealing with customer requests and complaints, speed is of the essence. Or, at the very least it should be. Research shows that the average time for customer servic… Read more

Consumer Loyalty 2030

January 13, 2020/in Customer Management /by Peter Lavers

Drivers of loyalty are also drivers of profitable business I’ve recently been reading the SAS / Futurum “Experience 2030” report, and its question regarding what will drive cust… Read more

Six barriers to meaningful Customer Value Analysis – and how to get over them

December 17, 2019/in Customer Management /by Paul Weston

There can be little doubt that understanding how ‘value’ is distributed across their customer base is important to virtually all commercial organisations. Reflecting the valu… Read more

Writing Business in Insurance — It’s All About Attitude

June 21, 2019/in Sales and Account Management /by Alan Thompson

We have recently been working with a couple of clients to help develop the capability of their sales/business development teams to help improve the acquisition of new, profitabl… Read more

Customer Management In a World Of Intermediaries and Brokers — “Do You Understand How It Works?”

June 13, 2019/in Customer Management /by Alan Thompson

Are you new to marketing or strategy in B2B insurance? Or have you worked in the industry for a while and want to add more value to propositions, relationships and customer strategi… Read more

Yes We KAM: How Pharma Can Learn from Best Practice in Other Sectors

June 10, 2019/in Sales and Account Management /by David Southern

Key Account Management (KAM) is one of the most enduring buzz-phrases in UK pharma. Such has been the fervour around the sector’s adoption of KAM that one could be forgiven for thin… Read more

Our Biggest Customer is a Bully. Help!

May 28, 2019/in Customer Management /by John O'Connor

I was recently reminded of an interesting past edition of Management Today — it included an article about bullying. No, not online bullying or workplace bullying, but B2Bully… Read more

Unlocking New NHS Commercial Pathways For Pharma Through Key Account Management: The KAM Way

May 13, 2019/in Sales and Account Management /by Gary Lunt

Spirit Access, part of the Spirit Health Group, has launched a new Key Account Management (KAM) service that promises to equip Pharma with the skills and capabilities needed to he… Read more