Tag Archive for: Expert led selling
In recent months, we have been responding to the challenge that many of our clients have been facing in working in a largely virtual world due to Covid-19 lockdown restrictions. We… Read more
Changing customer behaviour – the impact on Learning & Development
/in Business Capabilities /by Alan ThompsonAs our business prepares to host a panel discussion ‘Adapting to new normal customer behaviour’ that explores amongst other things, the impact of the Covid19 pandemic on changin… Read more
Account Management in Financial Services – Expert Salesmen or Experts Who Can Sell?
/in Sales and Account Management /by Alan ThompsonHow 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
CONTACTUM Sales Academy
/in Sales and Account Management /by Gary LuntHad 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
Developing the Sales Academy
/in Sales and Account Management /by Gary LuntHad a great day with Nigel and the sales colleagues from CONTACTUM at an exhibition in Exeter – great insights to help develop the Sales Academy, and first hand experience of deta… Read more
Business Development Managers (BDM) & the Underwriter relationship
/in Sales and Account Management /by Dr Mark HollyoakeThe importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more
Developing People to Deliver Change
/in Training and Development /by Alan ThompsonThe Hornby Hobbies Story so far …
We have been on an incredible journey with the Sales teams from Hornby Hobbies over the last six months. The start point saw a team with pressure on al… Read more
Account management in a complex industry – “Expert salesmen or experts who can sell?”
/in Sales and Account Management /by Alan ThompsonHow good are you at selling and managing relationships within an expert led industry?
In our first financial services article, we examined the importance of broker-intermediar… Read more
Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?
/in Customer Management /by Alan ThompsonIn the second of our series of articles exploring various issues in the intermediated world of financial services, “Expert salesmen or experts who can sell?” we looked at various… Read more
The Golden Threads: Part 5 (of 12): Hunting New Business
/in Business Capabilities /by Peter LaversThis 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