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ARTICLES & INSIGHTS
Buyer Equity Blog
Buyer Equity Blog is about the buyer signals that drive Durable + Compounding revenue. It covers buyer-level visibility, strategic account growth, retention, expansion, and the practical moves teams can make when they see relationship risk and opportunity clearly.
A 5-min self-assessment to see where renewal risk, expansion potential, and team blind spots may be hiding in your strategic accounts.
No prep. Shareable internally. Good first step before a briefing.
LATEST
Recent Posts
How to Keep Clients Engaged During Summer: 5 Smart Ways to Reinforce Value
Struggling to engage B2B clients during the summer slowdown? Discover 5 proven strategies to communicate value, build trust, and stay top-of-mind in Q3.
Tom Cates
Jul 31, 20253 min read
Investing in CXM Boosts Retention Rate, Client Tenure, and Sales Equity
In B2B businesses, the synergy between Retention Rate, Client Tenure, and Sales Equity is crucial for long-term success. Here's why:
Tom Cates
Mar 17, 20254 min read
Navigating a Customer Experience Management Maturity Model for B2Bs
What is the CXM Maturity Model and how can B2Bs navigate the Five Encompass-CX Maturity Stages to propel business growth? Read more!
Tom Cates
Jan 20, 20256 min read
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Beyond the Ornaments: The Art of Being a Savvy Salesperson
How the B2B sales intricacies are much like a Christmas Tree and what you can learn about it to be a truly savvy salesperson.
Tom Cates
Dec 17, 20243 min read
Trusted Advisor
How to Keep Clients Engaged During Summer: 5 Smart Ways to Reinforce Value
Struggling to engage B2B clients during the summer slowdown? Discover 5 proven strategies to communicate value, build trust, and stay top-of-mind in Q3.
How to Build Business Trust That Lasts: 6 Dimensions of a Trusted Advisor Relationship
Trusted Advisors hold a special place in the world of Strategic Account Management. They don’t just deliver on targets; they have a seat...
Amplifying Your Client Rhythms: The 4 Motivators for Customer Loyalty
We delve into each of the 4 Motivators of the 6 Dimensions to Trusted Advisor for the best tips and practices in maintaining loyal customers
CX Management
Navigating a Customer Experience Management Maturity Model for B2Bs
What is the CXM Maturity Model and how can B2Bs navigate the Five Encompass-CX Maturity Stages to propel business growth? Read more!
Tom Cates
Jan 20, 20256 min read
How to Keep Clients Engaged During Summer: 5 Smart Ways to Reinforce Value
Struggling to engage B2B clients during the summer slowdown? Discover 5 proven strategies to communicate value, build trust, and stay top-of-mind in Q3.
Investing in CXM Boosts Retention Rate, Client Tenure, and Sales Equity
In B2B businesses, the synergy between Retention Rate, Client Tenure, and Sales Equity is crucial for long-term success. Here's why:
Navigating a Customer Experience Management Maturity Model for B2Bs
What is the CXM Maturity Model and how can B2Bs navigate the Five Encompass-CX Maturity Stages to propel business growth? Read more!
The Science of Loyalty
What is Your Customer Retention Rate? Chances are, It Can Be Improved
If your company falls at 80% customer retention rates, chances are you can still improve it and you'll boost your revenue in doing so.
Tom Cates
Mar 31, 20245 min read
What a Rock Band Can Teach B2Bs about Relationship Climate
Explore the 4 Motivators of the 6 Dimensions of a Trusted Advisor, acting as magnetic forces that bond a buyer and a seller.
How Can Businesses Effectively Resolve Client Conflicts and Ensure Customer Satisfaction
The thing about conflict is that it can be a way to examine your relationship with your customers and understand where you might be lacking.
Why Empathy is a Needed Skill in Business Negotiations
Empathy aids in building rapport between clients and advisors. Understand why it's now a crucial skill for Trusted Advisors here on our blog
Business Tips & Tricks
Customer Vs. Client: There are Differences and Here’s Why they Matter
Identifying a customer vs a client can get confusing. Semantics, right? So what's the difference and why should it matter to your business?
The CX Blog Team
Mar 9, 20244 min read
How to Keep Clients Engaged During Summer: 5 Smart Ways to Reinforce Value
Struggling to engage B2B clients during the summer slowdown? Discover 5 proven strategies to communicate value, build trust, and stay top-of-mind in Q3.
B2B Black Friday Strategies with Encompass-CX
B2Bs have the opportunity to deepen their client relationships through Black Friday sales. Here are B2B Black Friday strategies to employ.
The Importance of Accountability Culture in Organizations
There is an often overlooked key ingredient in organizational success - the culture of accountability. Here's how you can cultivate.
Industry Highlights
What it Takes to Be a Trusted Insurance Advisor
The insurance industry is a highly competitive field. How can you break out of the pack and become a Trusted Insurance Advisor? Read more.
Gaining Trust in the Travel Industry with Brand & Sales Equity
The travel industry requires building and maintaining customer trust. How does brand and sales equity prove instrumental in this pursuit?
AI in Healthcare: How Will It Shape the Future?
Curious about Artificial Intelligence's impact on healthcare? Our newest blog explores its benefits, challenges, and approach to its future.
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