Understanding and building sales capability
In the world of B2B, the capability of your people is crucial to your company’s success. We have drawn from a recent client engagement to share a case study demonstrating how invest… Read more
Tag Archive for: Sales Capability Development
MBTI Training For Sales Teams – Part 3
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
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
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
12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”
On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.”
There is no doubt that many B2B busines… Read more
The Golden Threads: Part 10 (of 12): People & Competencies
This 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
This 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
This 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 4 (of 12): Channel Management
This 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 key characteristics of high performing Customer Management organisations on the Trust Ladder
Data from our B2B assessments show marked differences between organisations at the top and bottom of the Trust Ladder.
We highlight key characteristics of top performers.
KNOWL… Read more
building a culture of customer centricity based on B2B Trust
Let‘s chat!
