Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Are you extracting the true value from your key business relationships?
Chris Gregers, Senior KAM with Circle K Norge AS, traced the evolution of the sales role in the Norwegian fuel industry from basic sales through value based sales, relationship based sales, and what is called challenger sales. From the last two approaches KAM processes began to appear focusing upon value creation, joint ventures and developing…
How to understand, survive and thrive in today’s business ecosystems