Sales Capability Development Archives

The Customer Attuned “Infinity Loop” of Customer Centricity Explained

December 8, 2023/in B2B Trust, Customer Centricity, Customer Strategy, Organisational Performance /by Peter Lavers

Customer Strategy and Organisational Performance do not work in isolation. When they work together systemically with trust as their foundation, they create a cycle of increasi… Read more

Why is Sales Capability Important?

July 12, 2022/in Insight Webcasts, Sales and Account Management /by Ellie Luk

Why is Sales Capability important in your company? Experts in people development, Alan Thompson and David Brown, discuss what it means to have a sales capability in your company.… Read more

No going back to the old way of managing customers and partners

March 25, 2022/in Customer Management /by Alan Thompson

No going back to the old way of managing customers and partners Let’s face it, there is no going back to the old way we are used to in how we manage our customers and partners – the… Read more

The International Journal of Sales Transformation

The Trust Dividend – by Dr Mark Hollyoake – Press Feature

October 7, 2021/in Embedded Trust /by Ellie Luk

The Trust Dividend by Dr Mark Hollyoake, featured in The International Journal of Sales Transformation. October 2021 To read the full article, click here The strategic implicat… Read more

Managing customer relationships in a virtual world

November 19, 2020/in Customer Management /by Alan Thompson

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

June 24, 2020/in Business Capabilities /by Alan Thompson

As 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

Losing the opportunity to add value could also lose you trust and the business.

June 16, 2020/in Embedded Trust /by Dr Mark Hollyoake

As an insurance broker, your role is to understand my insurance needs and find the best match to the market to meet those needs. Given there are so many direct providers, onli… Read more

Supporting our clients in a virtual world

May 19, 2020/in Training and Development /by Alan Thompson

As part of our ongoing engagement with one of our clients, Bupa, we have recently designed and delivered a new virtual classroom session to members of the UK Insurance Account Mana… Read more

Not making your targets? Don’t despair!

May 11, 2020/in Sales and Account Management /by Peter Lavers

Most companies are facing their biggest challenges of peacetime history as we navigate through the Coronavirus pandemic. Some won’t make it. Falling sales and profits? Many are… Read more

5 Ways to Maximise Your Investment in Developing a Capability Framework

April 16, 2019/in Business Capabilities /by Gary Lunt

Does your business have a capability framework in place for your people that clearly lays out the knowledge, skills and expertise needed to work effectively in each role? If the an… Read more

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