Overview
• Being close to the buyer is a must, but being too close leads to problems. The days of wine and dine are gone in most industries.
• Expanding your network and understanding the role of invisible stakeholders.
• Communicating with confidence, remaining honest, being present, and keeping a healthy distance from the issues take the KA manager a long way when it comes to engaging with the customer.
Customer Intimacy
The closeness of your relationship with the customer can cause a variety of pitfalls that can jeopardize the good work of building the relationship and complicate your job.
KA managers are here for the long run. Signing new contracts or seeing a streak of growing sales is rewarding, but the ...
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