B2B Trust Archives - Page 12 of 15

12 Days of Xmas #8: my boss asked me to set up a Key Account Management process and I don’t know where to start

December 18, 2015/in Sales and Account Management /by Alan Thompson

On the 8th day of Christmas I woke up in a panic as the big day was less than a week away and I still didn’t know what to buy my partner for Christmas; and at work my boss has asked me to set up… Read more

12 Days of Xmas #7: my COO said to me “How can our operations be more customer focused?”

December 17, 2015/in Business Capabilities /by Peter Lavers

On the 7th day of Christmas my COO said to me “How can our operations be more customer focused?” It’s one thing to talk strategically about customer centricity in B2B but it’s anothe… Read more

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

December 15, 2015/in Business Capabilities /by Dr Mark Hollyoake

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

12 Days of Xmas #4: My contact centre manager said to me: We have to simplify our contact channels

December 14, 2015/in Business Capabilities /by Peter Lavers

On the 4th day of Christmas my contact centre manager said to me, “We have to simplify our contact channels” Many marketers complain about the unresponsiveness of customers, but… Read more

12 Days of Xmas #3: My largest customer said to me: we need to explore a more formalised relationship

December 11, 2015/in Business Capabilities /by Dr Mark Hollyoake

On the 3rd day of Christmas my largest customer said to me “we need to explore a more formalised relationship”. A call or note like this from a customer who provides a significant amo… Read more

Trust Ladder Part 4: Trust, Interdependence & Equitability

July 30, 2015/in Embedded Trust /by Dr Mark Hollyoake

What are the common problems facing Customer Management organisations seeking to move up the Trust Ladder and how do they tackle them to improve performance? Our last blog focuse… Read more

Trust Ladder Part 3: Improving Performance

July 28, 2015/in Embedded Trust /by Dr Mark Hollyoake

What are the common problems facing Customer Management organisations seeking to move up the Trust Ladder and how do they tackle them to improve performance? Research from suppl… Read more

Trust Ladder Part 2: Cost Release, Efficiency and Effectiveness

July 23, 2015/in Embedded Trust /by Dr Mark Hollyoake

What are the common problems facing Customer Management organisations seeking to move up the Trust Ladder and how do they tackle them to improve performance? Our second blog focu… Read more

Trust Ladder Part 1: High Performing Customer Management Organisations

July 21, 2015/in Customer Management, Embedded Trust /by Dr Mark Hollyoake

What are the key characteristics of high performing Customer Management organisations on the Trust Ladder? Data from our B2B assessments show marked differences between organ… Read more

The key characteristics of high performing Customer Management organisations on the Trust Ladder

May 18, 2015/in Customer Management /by Dr Mark Hollyoake

Data from our B2B assessments show marked differences between organisations at the top and bottom of the Trust Ladder. We highlight key characteristics of top performers. KNOWL… Read more

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