Susan And Bill Have Relationship Problems – Episode 3
The Susan & Bill Trilogy
The last time we met Susan and Bill, they were discussing survival tactics. Thankfully, they have managed to get the company back on an even keel – excu… Read more
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Susan And Bill Have Relationship Problems – Episode 2
The Susan & Bill Trilogy
Following on from last week’s post on Bill and Susan, we explore what happens next in their story.
EPISODE 2: “Performing Zone” versus “Danger Zone”
S… Read more
Susan And Bill Have Relationship Problems – Episode 1
The Susan & Bill Trilogy
When our partner Deep-Insight launched its B2B NPS white paper, we created a storyline around two fictitious characters called Bill (a thoughtful bu… Read more
Account Management in Financial Services – Expert Salesmen or Experts Who Can Sell?
How good are you at selling and managing relationships within an expert-led industry?
In this article, we look at the role of the sales and/or account management team in creating a… Read more
Financial Services: Developing Quality Relationships With Your Intermediaries
“To manage great relationships, we need great people”
Much of the UK insurance and wealth management industry is reliant on a distribution model centred on the key role of brokers… Read more
How Attuned are Customer/Supplier Business Relationships in the Outsourced Services Market?
The global outsourced services market is a significant component of the B2B sector, accounting for tens of billions of revenues each year.
In essence, outsourcing is the practi… Read more
What Will Your Customer Relationship Quality Be In 2019?
Amongst all the predictions and forecasts that you’ll read as we enter 2019, here’s one that I’m 100% certain will be spot-on for B2B companies this year:
The quality of your custom… Read more
What is the customer reaction to GDPR telling us about our data culture?
I am delighted to be recognised by SAS as an influencer in the realms of Customer Experience, value analytics and CRM. In my collaborative role with them I have been reading the resu… Read more
Managing Distributors as Partners
Our new book is out! It’s only taken three years to write…..
MANAGING AND DEVELOPING YOUR DISTRIBUTOR RELATIONSHIP
Are you considering using distributors, or unsu… Read more
CONTACTUM Sales Academy
Had a terrific first session with the graduate intake for the CONTACTUM Sales Academy; very enthusiastic bunch of guys and they will help shape the wider sales academy programme t… Read more
building a culture of customer centricity based on B2B Trust
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