Ten Things a KAM Really Needs to Know about Customers
Saturday, May 3rd, 2008Ten Things a KAM Really Needs to Know about Customers
by Terry Kendrick, Information Now Ltd and Julian Blackmore, Wilson Lee & Ptnrs.
Everyone knows that knowledge is power, especially in business. Having the right information can give real competitive advantage: with it you can steal a march on competitors, anticipate changing customer needs, negotiate better deals with suppliers and navigate your business successfully through good times and bad; without it you are working in the dark. The trouble is, with so much information available it can be difficult to pick-out the really useful data from the rest - and all too easy to become bogged-down with information overload.
