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Too often, senior managers seem to think they can simply give their approval to KAM and leave it at that, which doesn’t work for many reasons. It isn’t what key accounts expect, for a start, and it leaves key account managers battling to get the commitment they need from the rest of the company to…
The role and importance of metrics was highlighted by Professor Patrick Godfrey of the University of Bath, who said “Measurement closes perception gaps and enables us to demonstrate the value we add.” This was the first of a new series of AKAM ‘Technical’ workshops or masterclasses which answer a demand from KAM professionals who want to…
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