By
Market, Sales and Client Relationships
This research explores what it is that good sales people do in sales meetings and how that differs from what happens in unsuccessful sales meetings.
Graham Clark on the simple equation; good customer service equals good business.
Imagine you had the opportunity to teach your marketing module from within the marketing department of a top company? This third edition of Marketing maintains the fresh and practice- focused approach for which it has become so popular, and continues to...
Mark Stanton, Key Account Director at Trend Control Systems explains how the organisation is developing its brand to supply products, service and support to end users as joint propositions with channel partners. Whilst specifications and service contracts are developed in...
Martin Snell, Global Channel Business Manager at BP talks about Castrol Lubricants’ 10 year plan which focuses on their route to market via select distributors and strategic relationships with original equipment manufacturers across the globe. Insights from these Key Accounts...
Guy Shone, Head of Consumer & Market Insight explains how The Money Advice Service is listening to customers and reflecting their voices within the solutions it provides in order to develop the financial capability of the UK population. Understanding customers'...
Stephen Mitchell, Digital Strategy Director explains how Aviva has been developing its digital strategy over the past year. Their dedicated Digital Response Unit demonstrates Aviva's commitment to customer service and quality financial products through transparent and two-way after-sales conversation, providing...
Anne Bruggink, Global Head of Service Delivery & Operations at Electrocomponents plc describes the relationships their B2B and B2C customers expect to build through which they can gain extra value for a lower cost. Electrocomponents is able to deliver that...
Steve Whitty of Royal Bank of Scotland, describes how he has been able to bring tools and techniques across to the banking sector from his background in building safety critical aircraft, in order to optimise customer experience and minimise the...
Dr Emma Macdonald and Professor Hugh Wilson have been working with a number of leading companies over the past two years on a new research tool ‘real-time experience tracking’ (RET) that helps companies to better understand the needs of their...
Professor Neil Rackham summarises his presentation on value creation in sales and how redesigning the boundaries between organisations is what delivers the value.
Professor Neil Rackham talks about the emerging trends in value selling and what this means for sales over the next 5-10 years. He goes on to describe the attributes of those salespeople who will be successful in the future.
Chris Shambrook, Performance Director at K2 reflects on the similarity of mindset required for both competitive sport and the sales environment and how high performance sports coaching can be used to develop excellence in sales.
Sales Director at Allied Milling & Baking Group shares his experience of negotiations between FMCG businesses and retailers.
Kami Lamakan, Principle at The Loop highlights the importance of considering internal communication when developing change strategies which will add value to the customer. Simplification and customisation of messages are also a key part of driving change through an organisation.
Brendan Dineen, Director of Marketing – Demand Programmes at IBM UK talks about the Chief Marketing Officer survey that IBM has been conducting in order to understand the role and concerns of the CMO and what is likely to be...
Nicola Millard, Customer Experience Futurologist at BT explains her role as identifying trends. By looking at how developments in technology influence changes in customer behaviour, BT is able to develop strategies which address the implications of these behaviour changes. BT...
Andrew Cushing, Head of Marketing talks about how Build Center is now investing more heavily in customer data and insight in order to develop its strategic marketing initiatives. For example, analysis of their customer data has enabled them to identify...
CRM, customer relationship management, promised more loyal customers and much more profit for companies. Yet it has often failed to deliver the expected return from the substantial investment required. Stan Maklan describes ways to make CRM successful so that it...
Fawaz Baddar is looking at whether it is really possible for the Western practice of key account management to be transferred directly into an Arab context. Findings indicate that the practice needs adaptation in order to be effective as there...
Yngve Mikkelson is looking at the decision-making processes of physicians and how these have an impact on the pharmaceutical industry.
Cranfield research pinpoints some specific do’s and don’ts for sales people and sales leaders: measure sales success, not just in terms of the deal, but in terms of moving the sales forward; unlearn previous bad behaviours linked to hard selling;...
Steve Macaulay talks to Professor Malcolm McDonald about his book "Creating Powerful brands"
Steve Macaulay talks to Professor Malcolm McDonald about his book "Marketing Accountability"
Steve Macaulay interviews Malcolm McDonald about his book "Marketing Due Dilligence"
Paul Baines gives a critique of the latest election posters from Labour, Conservatives, Liberal Democrats and the UK Independence Party.
A reaction to the first TV debate with the three party leaders, Gordon Brown, David Cameron and Nick Clegg.
Professors Lynette Ryals and Richard Wilding debate how the actions of marketing and sales impact on the supply chain.
Dr Stan Maklan looks at the takeover of Cadburys by Kraft & argues that this is another example of deskilling Britain
Some sales behaviours are much more successful than others. Lynette Ryals discusses the implications of research that shows significant potential to improve results.
Sir Robert Worcester, founder of MORI, discusses the future of public opinion and market research with Paul Baines.
