Customer Attuned

Our purpose at Customer Attuned is “to build a culture of #CustomerCentricity based on #B2BTrust so that sustainable, mutually beneficial and profitable relationships are developed and maintained”. As you may already know, we have developed and published a new Customer Segmentation framework called the #CustomerSegmentationCanvas. In this post, Associate Director Paul Cranston, MBA brings together the concepts of trust and segmentation, and considers the value of trust-based customer segmentation.

Discover the Power of SDI in B2B Sales As part of our comprehensive AMPLIFY sales account management capability development program, we include the option of running a module to examine individuals’ personal working preferences, and how they can use their understanding of themselves to help assess the working preferences of their customers who they engage with. In this article, our newest Associate Director, Ali Archbold, shares some insights on another tool, the Strength Deployment Inventory (SDI), that stands out for its ability to dig deeply into what really drives people. This makes it a tool that any sales professional looking to up their game, or any sales leader looking to enhance team effectiveness, should consider adding to their toolbox. To learn more about SDI, click the link to read the full article. #Learninganddevelopment #salestraining #personalitytype #KAMtraining #keyaccountmanagement #peoplecapabilities #b2btrust

So, the deal has been done, writes Peter Lavers, the contract has been negotiated and signed, salespeople are eagerly anticipating their bonus, and the “go live” date has been agreed. Now it’s all going to be easy, isn’t it? Er, no! In all my time working with B2B companies around the world, I have witnessed how important the “activation” phase (sometimes called “onboarding”) is to the establishment of a long-term, mutually valuable and trust-based business relationship. Peter Lavers shares his 5 secrets of effective, trust building contract activation in his latest blog. Read what they are here. Which one surprises you? #B2BRelationships #Contracts #B2BTrust #leadershipdevelopment #customermanagement

Great stuff here from Paul Cranston, MBA. Unique approach to customer segmentation, customer development and #trustbuilding. Customer Attuned

Customer Attuned consultant Paul Cranston, MBA finishes his series of posts by discussing the value of #Segmentation for #CustomerSuccess. This follows the first post that looks at the #CustomerSegmentation Canvas’s value for marketers and a second that considers Customer Segmentation for #Sales Teams. Our view is that the dimensions of the Customer Segmentation Canvas make this the first Customer Centric segmentation framework. It uses customer-specific attributes and behaviours as the means to differentiate one customer from another. Instead of using constrained data sets, such as industry or turnover. Great Segmentation helps identify activities that achieve Customer Success teams’ core objectives and support the creation of your future best customers. Read the blog in full and download the canvas and workbook for free. https://bit.ly/4dxn0zI #CustomerManagement #CustomerStrategy #Segmentation #Segmenting #B2BTrust

The partner relationship survey has become an intrinsic element of relationship development for our clients that deploy it for their key relationship development, and to understand your relationships, you need to understand trust. In this article, Dr Mark Hollyoake shares some of his doctoral research behind trust and how it is applied in the business arena, and how companies can plot their business relationships on the S-Curve of Trust. Clients who deploy the survey with their partners learn: - Your position on the ‘S’ curve and that of your customer / or supplier. This indicates the level of trust in the relationship and type of relationship you have. When providing feedback this is often the area of greatest surprise for the supplier side or customer side dependence on who is instigating the project. It provides the start point for relationship development and how far apart they are. - The level of trust against the elements of the Trust DNA ™ model which is a key feed into the relationship blueprint. It also indicates where the relationship resides within both sides of the organisation. Read the article in full to learn how B2B Trust plays a significant role in your business partner relationships. #B2BTrust #PartnerRelationships #CustomerManagement #Survey #BuildingTrust #Leadership

Why is it important that leaders support the development of sales and account management teams? In recent articles, we have looked at how we have worked with our clients to help them develop the #capability of their #salesandaccountmanagement teams – our AMPLIFY programme has a clear goal of creating greater value through trust-based relationships with customers and intermediaries. When we co-create and deliver a client programme, these key areas are at the top of our list: - Their industry and the challenges and opportunities within it - The client’s strategy and business ambitions - Their route to market / distribution strategy - Their key customer relationships We asked a member of the leadership team at Bupa, one of our strategic client partners, to share their views on why the leadership role is so critical. Watch this short video, where Stewart Waddy, Head of Strategic Intermediary Relationships at Bupa, shares his insights with Alan Thompson on the key role the leader plays in helping to develop their team, and their role in helping them before, during and after any training programme. #leadershipdevelopment #training #salesandaccountmangement #capabilitytraining #b2btrust #leadership

Customer Segmentation for sales is an often neglected opportunity, businesses too frequently leave money down the back of the metaphorical sofa by not understanding their customers. CRMs that are too complicated, too ignored, too ill-fitting to the business’s needs can hide good insights that can not just support sales teams, but help them flourish. In this latest blog, Paul Cranston, MBA explains how #Sales can use the Customer Segmentation Canvas approach to Segmentation to their benefit. Paul discusses 3 key areas: - Organising and Improving Sales to Existing Customers - Defining Sales Strategies for New Customers - Opening Doors to New Sales Opportunities You can download the free Canvas and workbook to see how you can make it work for your sales department too. #b2btrust #businesstobusinesstrust #customersegmentation #customermananagement #customersegmenting #customersegmentationcanvas