Distributor Management & Development Archives - Page 2 of 5

Are your people getting the right share of mind / share of voice with your distributors?

November 20, 2017/in Customer Management /by Dr Mark Hollyoake

Are your people getting the right share of mind / share of voice with your distributors? We have the training and development programme to fix it. It cov… Read more

‘TRUST’ – THE PARTNERSHIP GLUE

August 23, 2017/in Embedded Trust /by Dr Mark Hollyoake

How strong is the relationship with your most important customer? Over the last 15 years we have been researching and exploring trust as an indicator of partnership strength. Whe… Read more

Top 5 Obstacles to B2B Customer Centricity # 3 Silo’d Organisation

May 4, 2016/in Customer Centricity /by Peter Lavers

The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them Obstacle 3: Silo’d Organisation This is the third blog in our series based on the early resul… Read more

Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4

March 15, 2016/in Customer Management /by Dr Mark Hollyoake

In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more

Distributor Management – Avoiding the Pitfalls. Part 3 of 4

March 9, 2016/in Customer Management /by Dr Mark Hollyoake

In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management. The most common challenges organisations face when starting to work in d… Read more

Distributor Management – Getting It Right! Part 2 of 4

March 2, 2016/in Customer Management /by Dr Mark Hollyoake

In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right. The term distributor is widely used to describ… Read more

Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4

February 25, 2016/in Customer Management /by Dr Mark Hollyoake

To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more

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

December 22, 2015/in Customer Management /by Alan Thompson

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

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

The Golden Threads: Part 8 (of 12): Key Account Management

July 8, 2015/in Sales and Account Management /by Peter Lavers

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

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