The 6 Dimensions of a Trusted Advisor
The pathway to becoming a Trusted Advisor transcends excellent service or product offerings. These are based on 6 Trusted Advisor dimensions
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The Customer Experience Blog
We are in the business of helping you connect your CX programs and practices (however you chose to refer to the work you're doing to make your customers successful), to revenue. Check out our blog to learn more and share your thoughts.
Tom Cates
- Jun 30
- 3 min
Unleash the Power of Customer Loyalty
In today's competitive business landscape, it's not enough to know what your customers are doing; you need to understand how they feel...
7 views0 comments
Tom Cates
- Jun 23
- 4 min
Building and Communicating Sales Equity: The Power of Audience, Story, and You
In the world of sales, building strong relationships and effectively communicating your value is paramount. It's not just about having a...
13 views0 comments
Tom Cates
- Jun 16
- 2 min
Mastering Client Service: Elevating B2B Relationships through Effective Project Management
In the world of business-to-business (B2B) client services, project managers often excel at handling the technical, financial,...
7 views0 comments
Tom Cates
- May 26
- 3 min
Motivation: Unlocking the Power to Drive Action
Motivation is a multifaceted process that encompasses an individual's intensity, direction, and persistence of effort towards achieving a...
5 views0 comments
Tom Cates
- Apr 14
- 4 min
Breaking Out of the Pack
How to Become a Trusted Advisor and Unlock Growth in Your Business Are you an average business person looking to break out of the pack?...
9 views0 comments
Tom Cates
- Apr 7
- 2 min
Being One in a Million is Not Enough
If you are in the market for stainless steel tubing, a simple Google search can quickly overwhelm you with over five million results in...
7 views0 comments
Tom Cates
- Mar 24
- 3 min
Working with Competency
A couple of weeks ago, we touched on one out of six dimensions of a trusted advisor. This week, we are going to examine the importance of...
7 views0 comments
Tom Cates
- Mar 10
- 3 min
Integrity Tactics
At Encompass-CX, we discovered that there are six qualities that trusted advisors have. Starting with integrity, we are going to take a...
5 views0 comments
Tom Cates
- Feb 17
- 3 min
Accelerate into a Trusted Advisor Relationship
We all have built relationships in our lives. From experience, we know that some relationships take more time to nurture than others....
6 views0 comments
Tom Cates
- Feb 3
- 3 min
How to Cultivate Long Lasting Client Relationships
Everyone wants to have long-term client relationships. They offer endless benefits such as increased revenue, referrals, and even...
8 views0 comments
Tom Cates
- Jan 13
- 3 min
How to Become your Client's Trusted Advisor
Becoming a trusted advisor is a goal all of us should have. A trusted advisor will have a great relationship with their client, and their...
6 views0 comments
Tom Cates
- Nov 18, 2022
- 2 min
The Power of Referral Value
Imagine: Your team has done great work for Joe. Whenever you are asked to provide a reference, you give them Joe’s number because you...
5 views0 comments
Tom Cates
- Nov 4, 2022
- 3 min
The Value of Lower Cost of Sales and Service
Over the last couple of weeks, we have been discussing the three types of value. As a refresher, the three types of value are: Retention...
10 views0 comments
Tom Cates
- Oct 28, 2022
- 2 min
The Value of Expansion
Last week, we explored the topic of retention value. As a reminder, the three sources of value are: Retention Expansion Lower Costs This...
6 views0 comments
Tom Cates
- Oct 21, 2022
- 2 min
The Value of Retention
In previous articles, we have examined the value of earning sales equity and creating greater “Loyal Behavior” from a buyer. We...
8 views0 comments
Tom Cates
- Oct 14, 2022
- 3 min
Are You Relationship Worthy?
Imagine that your relationship with each client is like a bank account. As you go through life with your buyer, the “sales equity”...
4 views0 comments
Tom Cates
- Sep 16, 2022
- 2 min
Making your B2B Buyers BFFs
What happens when you achieve Trusted Advisor status with your buyer? Perhaps the most important result is that you move up in the...
11 views0 comments
Tom Cates
- Sep 2, 2022
- 4 min
4 Types of B2B Relationships
Each provider in an industry has earned a certain amount of sales equity with their customers, and the industry’s performance can be...
17 views0 comments
Tom Cates
- Jul 24, 2020
- 2 min
BECOMING A TRUSTED ADVISOR WILL IMPROVE YOUR B2B EXPERIENCE
Relationships Matter in B2B Customer Experience You perceive your individual client relationships 1 of 2 ways: You are undervaluing them...
71 views0 comments
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