People Capabilities Archives - Page 7 of 8

Customer Attuned spotlights Employee Relationship Quality (ERQ)

March 7, 2017/in News /by Alan Thompson

Customer Attuned have been managing Customer Relationship Quality (CRQTM) programmes with our UK clients for a number of years. But did you know that we also offer an Employee ver… Read more

Working with Distributors – Back to Basics

December 8, 2016/in Customer Management /by Dr Mark Hollyoake

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 improv… Read more

The Softer Side of Trust Building

November 22, 2016/in Trust Evaluation and Development /by Dr Mark Hollyoake

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

MBTI Training For Sales Teams – Part 3

November 15, 2016/in Sales and Account Management /by Dr Mark Hollyoake

MBTI Training: Flexing selling style to better connect In our previous posts on MBTI training for sales teams we have looked at each of the four MBTI ‘scales’ and have addressed thr… Read more

MBTI For Sales Teams – Part 2

October 24, 2016/in Sales and Account Management /by Dr Mark Hollyoake

This is the second in our series of posts focussed on the application of MBTI for sales teams. Our training and development programme considers the vital missing piece of the jigsa… Read more

Making MBTI Work For Sales Teams

October 6, 2016/in Sales and Account Management /by Dr Mark Hollyoake

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

Leading Through Insight

September 6, 2016/in Customer Management /by Dr Mark Hollyoake

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

Customer Plan – Just the Numbers

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

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 famili… Read more

What Makes an Organisation Creative?

July 11, 2016/in Business Capabilities /by Dr Mark Hollyoake

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

Account management in a complex industry – “Expert salesmen or experts who can sell?”

July 1, 2016/in Sales and Account Management /by Alan Thompson

How 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

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