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...
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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
- 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...
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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....
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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...
4 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...
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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...
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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...
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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...
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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...
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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”...
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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...
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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...
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Camille Walter
- Jun 11, 2021
- 3 min
THE 6 DIMENSIONS OF BECOMING A TRUSTED ADVISOR
What Does It Mean To Be A Trusted Advisor? Do you want to know how to become a Trusted Advisor? The first installation in this Trusted...
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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...
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