Distributor / Intermediary Management Archives - Page 2 of 3

CRM, Customer Management Systems, Distributor / Intermediary Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Planning, Strategy, Trust

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

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

December 22, 2015/by Alan Thompson

B2B Trust, CRM, Customer Management Systems, Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Strategy, Trust

12 Days of Xmas #5: I created Five Golden Rules for Distribution Management

The 5th day of Christmas: Five Gold Rules (for Distributor Management) I realised that I was way behind in Distributor Management; I skipped all the maids, hens, lady’s leaping, d… Read more

December 15, 2015/by Dr Mark Hollyoake

B2B Customer Management, Customer Attuned Assessment, Customer Proposition Development, Customer Relationship Strategy, Customer Value Management, Distributor / Intermediary Management, Distributor Management & Development, Key Account Management, Sales Development, The Golden Threads

The Golden Threads: Part 7 (of 12): Relationship & Value Building (Farming)

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more

July 7, 2015/by Peter Lavers

Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Requirements Definition, Champion-led Change, Customer Attuned Assessment, Customer Centricity, Customer Experience Improvement, Customer Proposition Development, Customer Relationship Strategy, Customer Value Management, Distributor / Intermediary Management, Distributor Management & Development, Expert led selling, Insight Based Selling, Intermediary / Broker Management and Development, Key Account Management, Planning, Sales Capability Development, The Golden Threads

The Golden Threads: Part 5 (of 12): Hunting New Business

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more

July 3, 2015/by Peter Lavers

Building Your Capability & Competency Framework, Customer Attuned Assessment, Customer Journey Mapping, Distributor / Intermediary Management, Distributor Management & Development, Expert led selling, Intermediary / Broker Management and Development, Joint Business Planning, Planning, Proposition Development, Sales Capability Development, Strategy, The Golden Threads

The Golden Threads: Part 4 (of 12): Channel Management

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more

July 2, 2015/by Peter Lavers

Building Your Capability & Competency Framework, Business Case Development, Business Requirements Definition, CRM, CRM Readiness, Customer Attuned Assessment, Customer Experience Improvement, Distributor / Intermediary Management, Distributor Management & Development, Insight Based Selling, Key Account Management, The Golden Threads

The Golden Threads: Part 3 (of 12): Category Management

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more

July 1, 2015/by Peter Lavers

Building Your Capability & Competency Framework, Business Case Development, Customer Attuned Assessment, Customer Centricity, Customer Information Planning, Customer Proposition Development, Distributor / Intermediary Management, Joint Business Planning, Key Account Management, The Golden Threads

The Golden Threads: Part 1 (of 12): Target Markets & Sectors

The Customer Attuned Assessment (CAA®) has quickly established itself as the leading customer management (CM) capability assessment that is 100% focused on B2B companies. Bas… Read more

June 30, 2015/by Peter Lavers

B2B Customer Management, Building Your Capability & Competency Framework, Business Case Development, Business Requirements Definition, Customer Attuned Assessment, Customer Proposition Development, Distributor / Intermediary Management, Intermediary / Broker Management and Development, Key Account Management, Proposition Development, Sales Development, Strategy, The Golden Threads

An Introduction To The Golden Threads of B2B Customer Management

The Customer Attuned Assessment (CAA®) has quickly established itself as the leading customer management (CM) capability assessment that is 100% focused on B2B companies. Bas… Read more

June 29, 2015/by Peter Lavers

B2B Trust, Building Trust into your Customer Plans, Distributor / Intermediary Management, Distributor Management & Development, Intermediary / Broker Management and Development, Joint Business Planning, Key Account Management, MBTI for Sales, Standing in the Shoes of your Buyer, Trust

Are you suffering deep dependence with your B2B customers?

In the next three blogs we highlight what happens when you suffer deep dependence on your customers and what affects it has on your company – The Trust Ladder can show you how t… Read more

May 5, 2015/by Dr Mark Hollyoake

Distributor / Intermediary Management, Financial Services, Intermediary / Broker Management and Development, Key Account Management

Account Management in the complex world of Financial Services

“Expert salesmen or experts who can sell?” How good are you at selling and managing relationships within an expert led industry? In our first financial services ar… Read more

April 8, 2015/by Alan Thompson

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

12 Days of Xmas #5: I created Five Golden Rules for Distribution Management

The Golden Threads: Part 7 (of 12): Relationship & Value Building (Farming)

The Golden Threads: Part 5 (of 12): Hunting New Business

The Golden Threads: Part 4 (of 12): Channel Management

The Golden Threads: Part 3 (of 12): Category Management

The Golden Threads: Part 1 (of 12): Target Markets & Sectors

An Introduction To The Golden Threads of B2B Customer Management

Are you suffering deep dependence with your B2B customers?

Account Management in the complex world of Financial Services

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