Flexing selling style to better connect
In our previous papers we have looked at each of the four MBTI ‘scales’ and have addressed three vital questions:
How do we spot this charact… Read more
00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2016-11-15 17:21:492016-11-15 17:33:38Making MBTI Work For Sales Teams – Part 3
Moving to scale 3 – Thinking to Feeling
This series of short papers is focussed on the application of MBTI understanding to sales and the vital missing piece of the jigsaw in most MBT… Read more
00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2016-10-24 11:38:042016-10-24 11:44:22Making MBTI Work For Sales Teams – Part 2
Making MBTI Work For Sales Teams. The Myers Briggs Type Indicator (MBTI) is the most widely used assessment of psychological type and an enormously insightful tool when understo… Read more
00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2016-10-06 09:18:342016-10-06 09:29:15Making MBTI Work For Sales Teams
While cost-release has been the focus for efficiency and improvement in recent years, few organisations effectively translate commercial needs into operational capability t… Read more
https://customerattuned.com/wp-content/uploads/2016/05/logo.png00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2015-05-11 11:50:392016-06-07 09:43:07Trust Part 2: Aiming for cost-release while improving B2B customer efficiency?
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
https://customerattuned.com/wp-content/uploads/2016/05/logo.png00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2015-05-05 11:30:412016-06-07 09:43:56Are you suffering deep dependence with your B2B customers?
Many CM and CRM systems are over-sold and over promise on the capabilities they can deliver from day one. This generates a high level of expectation and anticipation which puts pre… Read more
https://customerattuned.com/wp-content/uploads/2016/05/logo.png00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2015-05-01 14:36:252016-08-04 08:43:17CRM Steps for Success – Managing Expectations, Part 5 of 7
The concept of equity emanates from law – the idea (or ideal!) of fairness in dealings between two individuals/organisations. But how does this concept translate into B2B… Read more
Within B2B, customers and suppliers are increasingly recognising levels of interdependence along the entire value chain as they come together to create a product or service.
Hi… Read more
https://customerattuned.com/wp-content/uploads/2016/05/logo.png00Dr Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngDr Mark Hollyoake2015-02-28 14:55:162016-08-04 08:50:38Building Interdependence in B2B Customer/Supplier Relationships