Tag Archive for: Insight Based 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
The need for analysts to have improved commercial awareness
/in Business Capabilities /by Paul LaughlinI have mentioned before that analysts benefit from stronger commercial awareness. But what do I mean by this term?
The easiest way to explain is to set it in context. A lack of commer… 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
Insight-Driven Marketing – The Intention/Reality Gap
/in Customer Centricity /by Peter LaversThose who know me will confirm that I am an “accidental influencer”. I’m just somebody who’s passionate about customer experience and business value who started sharing what I wa… 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
The Why, What and How of Stakeholder Mapping
/in Sales and Account Management /by Paul LaughlinWe’re delighted to include this guest blog from our friend an associate Paul Laughlin.
Do you have a stakeholder map? Is it up-to-date and do you use it?
Those questions freq… Read more
Writing business – It’s all about attitude
/in Sales and Account Management /by Alan ThompsonAt Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we ha… Read more
Finding the right answers to your $64,000 questions
/in Business Capabilities /by Gary LuntSo, back with the theme of the original TV series, who wants to win the prize? And here we are with three fabulous questions – where is my significant growth going to come from? Who in m… Read more
How many times have you heard someone say – “here is your $64,000 question?” And how many times have you failed to have the right answer?
/in Sales and Account Management /by Gary LuntIf it was easy, the original TV series would never have existed; so, we all know it is difficult to find the answers to some really challenging questions, such as “where will I get my n… Read more