What Great Customer Data Quality Reporting Looks Like
Our friend and key Associate Paul Weston has published a great article on customer data quality reporting, which is a must-read for anyone passionate about customer centricity a… Read more
Customer Management Insights
Customer Management defines how you treat your customer, read insights from our experts including CX Influencer Peter Lavers
If Customer Data Is The New Marketing Battleground, Then Analytics Are The New Weapons Guidance Systems
In my previous blog I argued that Marketing and CRM are in exciting times because is it now economically viable to unlock the incredible value that’s often hidden in inaccessible a… Read more
‘More and Better for Less’
An environment of uncertainty, change and low inflation, coupled with sluggish market growth, make decisions on how to deliver more value, increasingly hard to re… Read more
Working with Distributors – Back to Basics
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
Leading Through Insight
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
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
Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?
In the second of our series of articles exploring various issues in the intermediated world of financial services, “Expert salesmen or experts who can sell?” we looked at various… Read more
What is the quality of your customer relationships?
If you cannot measure the quality of the relationship you have with your customers, how can you do something meaningful to change or improve them?
Having Quality Customer Relatio… Read more
Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4
In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more
Distributor Management – Avoiding the Pitfalls. Part 3 of 4
In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management.
The most common challenges organisations face when starting to work in d… Read more
building a culture of customer centricity based on B2B Trust
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