Customer Attuned

Trust is a hot topic and we know that great business relationships are built on high levels of Trust - it results in both parties prospering. Have you ever considered the role that Trust can play in customer segmentation? Ellie L. chats with Paul Cranston, MBA about how trust can be used to segment customers and how Dr Mark Hollyoake's work on B2B Trust has shaped the Customer Segmentation Canvas, a free to use tool that helps organisations form and deliver their Customer Strategy. Developing Customer Strategies is just one of our services - if you'd like to explore how a new approach to Segmentation can support your growth, please drop us a message. Download free resources that you can use to segment your clients at: https://lnkd.in/dST-sK6d We will be publishing a series of videos on the Customer Segmentation Canvas, look out for them soon! #B2BTrust #CustomerSegmentation #CustomerManagement #CustomerStrategy #Sales

Who knew that Excessive trust between business partners was a thing? Dr Mark Hollyoake has shared in this series the different stages of Trust that exist on the S-Curve of Trust. In this last episode he reveals that there can be such a state as "too much of a good thing". Learn how those companies who exist in the nirvana stage of "identification based trust" can creep over into "Excessive Trust", where companies can be exposed to risk and leak relational benefit. But there are ways to recover and in fact, avoid creeping over into Excessive Trust, and here Dr Mark lists the key factors companies should practice to keep them on even footing. Watch the video to hear what he says, does this sound familiar to you? To watch the full series of videos, the link is in the comments below. #B2Btrust #CustomerManagement #BusinessPartners #PartnerManagement #Trust#BusinesstoBusiness

Why use the Myers Briggs model in sales training and development programmes? Head of People Capabilities at Customer Attuned, Alan Thompson shares why he uses MBTI in training programmes in his latest blog: "We challenge sales and account managers involved in every aspect of relationship management to explore their own working preferences, based upon #MBTI, the Myers Briggs Type Indicator. We know that by understanding yourself, you are able to assess the preferences of your customers. After all people buy from people." Read the full blog to learn how you can apply personality testing to developing your sales teams. It can be the difference to closing that new piece of business. #b2btrust #b2brelationships #customermanagement #salesteams #traininganddevelopment

Please join us for this, the latest in our series that reveals the stages of trust, as Dr Mark Hollyoake talks about B2B relationship Nirvana - Identification-Based Trust. Having made the journey through the levels of trust so far, Mark says that you know you're right when you and your customer share strategic insights, collaborating on new product development. Unlike some relationships with a burden of cost, those at this level don't drain you, but are in bloom, with mutual value being created. In the next and last in the series, Mark shares something to stay away from - when trust goes wrong. #CustomerRelationshipManagement #BusinessSuccess #B2BTrust (To those in the know, all apologies.)

In our third step through the ‘S-Curve of Trust’, Dr Mark Hollyoake provides a brief introduction to Knowledge-Based Trust. In this video, Dr Mark explains how companies who experience Knowledge-based Trust with their customers/suppliers share strategic information that is mutually value enhancing. The advantages to this level of Trust are quite remarkable. Watch the video to find out more about Knowledge Based Trust. To watch the full series explaining the S-Curve of Trust, click the link in the comments below. #B2BTrust #CustomerRelationships #Partnerships #RelationshipManagement #LeadershipDevelopment

We take our next step along our #B2BTrust journey with Dr Mark Hollyoake, in this introduction to Risk-Based Trust, a hot topic for those of us in customer facing roles. Trust in business relationships is a multi-level process, starting with 'Everyday Trust' that can, if well-managed progress to this second stage. Listen as Mark explores what this level of trust means and how to manage customers that are in this phase of the relationship. If you appreciate this content, please like, comment and share and follow our page for more! Follow the link in the comments to connect with more videos in this trust series and to explore how trust can underpin your #CustomerManagement strategy. #RelationshipManagement #Partnerships

We continue our dive in to #B2BTrust through the S-Curve of Trust with our co-founder Dr Mark Hollyoake. This is the first level of trust - where, as Mark explains, there is limited risk to often transactional relationships. While we extoll the benefits of a deeper customer relationship, Mark considers that having some relationships at this low-level of trust is OK. Have a watch and consider how there is scope to be intentional about developing and displaying trust behaviours in your customer-facing teams. FYI, our Customer Segmentation Canvas, our Partnership Survey and AMPLIFY, our Account Management Development training programme, are all built around moving customer through the S-Curve of Trust to achieve deeper, mutually valuable relationships. Click the link below (in the comments) to explore more. #CustomerRelationshipManagement #B2BTrust #Partnerships

Have you witnessed the breakdown of a commercial relationship? Customer Management expert Peter Lavers reveals 5 trust principles that can enhance the business relationship before it is too late. These nuggets of advice are based on Dr Mark Hollyoake's research in to #B2BTrust. Peter summarises that honouring commitments and acting with integrity are critical to effective and long term relationships. Please have a read and share your thoughts: which of the five tips resonates most with you? Are you challenged by any of these factors? If you like our content, please like this post, follow our page and connect with us. #LeadershipDevelopment #CustomerManagement #Partnerships #BusinessSuccess https://lnkd.in/ekWynMBP

The building and maintaining of trusting business relationships is critical to success. As we know and maybe even experienced, what takes a lifetime to nurture can be broken in a moment. Follow this new series where Dr Mark Hollyoake explores the meaning of #B2BTrust in business relationships - recognising both the good bits and when relationships fail. The series starts with this video in which Mark introduces the principles of the S-Curve of Trust. Later in the series we will consider the application of trust on key business areas, so please, like, follow and connect with us to get notified of the upcoming videos. Do you have a question, or want to know more? Comment, send us a message or connect. #B2BTrust #RelationshipManagement #Partnership #CustomerManagement #AMPLIFY

As has been said, what takes a lifetime to nurture can be broken in a moment - the building and maintaining of trusting business relationships is critical to success. Please join us as we start a new series where Dr Mark Hollyoake explores the meaning of #B2BTrust - the trust that needs to exist in business relationships for them to be mutually valuable to both parties. The series starts with these first two videos, (the second is linked in the comments, below). Mark introduces the principles of the S-Curve of Trust and in the second, he explains the role of the first level of trust - Everyday Trust. Later in the series we will consider the application of trust on key business areas, so please, like, follow and connect with us to get notified of the upcoming videos. Do you have a question, or want to know more? Comment, send us a message or connect. (CC Peter, Alan, Ellie, Paul, Ali and David)