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Let's make contact
Dare to dream of a better business. 

Dare to have a vision that motivates and empowers your teams to achieve better results.

Align your resources and maximise your results.

Use the form below to make contact and start the conversation of building customer centric businesses and improving the performance of your organisation.  

You can also use this form to request copies (PDFs) of the resources below.

With thanks
Mark 

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Resources section still under construction - more coming soon..!

For PDF's of any of the any resources listed here, just make contact and ask and I'll email them to you. 


Here is a link to Mark's author page on LinkedIn

20+ posts on: customer centric business, customer engagement, profit by design, sales and selling, managing performance, commentary on business and management, and performance measurement.



The Wheel of Managing Sales

Describes the role of the sales leader in balancing all the various functions required to achieve optimal alignment and maximise results.  Applies to both B2B and B2C leaders.  28 x A4 pages, approx 10,000 words.  Used within Griffith University, 2038MKT subject.

Audience: business leaders, marketers, sales people and leaders, entrepreneurs, customer management leaders


Assemble Sales Activity

Describes the method for assembling sales activity.  Too many sales leaders recruit people with sales skills into roles and get them to do "their stuff"...  However, this produces poor performance and (regularly) poor customer experiences.  Leaders need design and assemble the optimal sales activity for their context, and then recruit the people who can deliver it.  23 x A4 pages, 6,500 words (approx).  Used within Griffith University, 2038MKT subject.
Audience: business leaders, marketers, sales people and leaders, entrepreneurs, customer management leaders

Customer Relationship Management Study Guide

Qld University of Technology - Graduate School of Business (2005 and used until 2011).

Study Guide to support this elective.  Six modules 1: Defining CRM, 2: The CRM Value Chain, 3: The Business Case and the Benefits.  4: Analytical CRM, 5 Operational CRM and 6: Achieving CRM success.  Approx 37k words, plus readings.

Sales Management Study Guide (GSN476)

Qld University of Technology - Graduate School of Business (2003 and used until 2009)
Study Guide to support this elective subject within the MBA.  Six modules; into to Sales Mgt, The process of sales, Sales strategies, Sales management - the people; Performance management, and The sales mgt process.  
Approx 25k words, plus readings.  


Mark Hocknell Consultant Speaker Mentor Author Coach