Tag Archive for: Insight Based Selling
The 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
The Golden Threads: Part 12 (of 12): Information & Technology
/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
The Golden Threads: Part 6 (of 12): Negotiating and Selling
/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
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
The Golden Threads: Part 3 (of 12): Category Management
/in Customer Management /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
Ten insights from the B2B sector about Building Trust
/in Trust Evaluation and Development /by Peter LaversIn the latest Great Debate at the magnificent Crystal Building in London we discussed the most fundamental component of B2B customer relationships: Trust. Three speakers from i… Read more
Equitability in B2B Relationships
/in Business Capabilities /by Chris HuddThe 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
The Great Debate (3) – What B2B and B2C can learn from each other?
/in Business Capabilities /by Ellie LukOur June Customer Management Great Debate was held at the glorious Queen’s House in Greenwich, London, followed by a guided tour of the inspirational Cutty Sark, the world’s most… Read more
The Great Debate (1) – Strategy and Planning at the Churchill War Rooms
/in News /by Ellie LukThe first B2B Customer Management Great Debate launches at the Churchill War Rooms in Westminster.
Customer Attuned have always felt there is a real lack of specific B2B Customer… Read more