I 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
https://customerattuned.com/wp-content/uploads/2019/04/shutterstock_331290470-2.jpg469704Paul Laughlinhttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngPaul Laughlin2020-01-08 15:46:402020-01-08 15:48:17The need for analysts to have improved commercial awareness
The 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
In this article, we unpick some of the common complexities of working with distributors; getting back to basics.
Contrary to most organisation’s belief, it’s possible to im… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-12-08 17:03:442016-12-08 17:09:04Working with Distributors - Back to Basics
When looking at literature on B2B trust and empirical evidence on building a trust based relationship, I identified drivers which fall into two distinct categories:
HARD: the pr… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-11-22 20:51:052016-11-22 21:22:26The Softer Side of Trust Building
Flexing selling style to better connect
In our previous papers we have looked at each of the four MBTI ‘scales’ and have addressed three vital questions:
How do we spot this cha… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-11-15 17:21:492016-11-15 17:33:38Making MBTI Work For Sales Teams - Part 3
Moving to scale 3 – Thinking to Feeling
This series of short papers is focussed on the application of MBTI understanding to sales and the vital missing piece of the jigsaw in most M… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-10-24 11:38:042016-10-24 11:44:22Making MBTI Work For Sales Teams - Part 2
Making MBTI Work For Sales Teams. The Myers Briggs Type Indicator (MBTI) is the most widely used assessment of psychological type and an enormously insightful tool when understo… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-10-06 09:18:342016-10-06 09:29:15Making MBTI Work For Sales Teams
The internet of things, big data and access to information at the click of a button mean we are awash with more information than we have ever had as sales leaders.
This often revolves… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-09-06 07:00:022016-09-06 06:34:03Leading Through Insight
When asking for the customer plans, I am constantly amazed when all I’m shown is an excel spreadsheet of forecast numbers, supported by a three month deal promo plan. Sounds fami… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-07-25 07:20:302016-07-25 07:36:46Customer Plan - Just the Numbers
Creativity drives innovation and change at a rapid pace. Its reach and impact on our everyday lives is enormous, yet, most of this innovation within organisations derives from a h… Read more
Mark Hollyoakehttps://customerattuned.com/wp-content/uploads/2016/05/logo.pngMark Hollyoake2016-07-11 08:17:542016-07-11 09:31:09What Makes an Organisation Creative?
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