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Alistair Taylor suspects a minority of companies operate executive sponsorship for KAM. Yet Rafi Habibian is clear that it’s essential to show the key account that the organisation is serious about their importance as well as demonstrating the role of KAM internally. But how does it work, what do good executive sponsors do – and…
Alistair Taylor introduces this discussion on what competencies and personal attributes make for high performance in KAM. Capita’s Mike Green and AKAM’s Diana Woodburn see the emphasis shifting from the ‘push’, selling approach towards the ‘pull’ strategy of KAM, requiring more personal attributes like curiosity, emotional intelligence and influencing – and a great deal more.…
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