In this topic
Sales strategy involves allocating scarce resources appropriately, and Beth Rogers argues that this must be driven by the way that customer want to buy. Understanding how the purchasing professionals and other important buying decision-makers see you as a supplier is an important part of that, but even more challenging is being the customer's advocate to colleagues. These dynamics require high levels of skill, and this talk will introduce some analytical tools and techniques. It will also discuss how the economic environment is driving even more focus on the need for diversity in the types of business relationships that companies can serve profitably.
How a key account manager must negotiate with collegues in order to fulfill the promise to the customer.