Overview
• Understand what it means to own the customer relationship and to be a thought leader within your organization.
• Get close to your main counterpart, the buyer, who represents the customer’s procurement team. This person will likely be the main contact in the customer organization, so the relationship needs to be strong.
• Network your way to success. Learn from Keith Ferrazzi on how to farm the field so that your network is healthy when you need it.
• Learn the secrets of business intelligence and how to use Michael Porter’s five forces approach. A strategic mindset enables a KA manager to understand the landscape in which they operate.
• Digital tools for customer engagement play a strong role ...
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