ARTICLES & INSIGHTS

Buyer Equity Blog

The Buyer Equity Blog is about the relationship signals that drive B2B revenue that is Durable + Compounding.
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.

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LATEST

What is Feedback Loop and How Can it Improve Customer Experience?

Delivering outstanding customer experience is the goal of every business, so how can a feedback loop drive growth and revenue? Learn more!

CX Management

Tom Cates

Mar 15, 20245 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

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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!

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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

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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.