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Developing and Leveraging Strategic Customer Knowledge
Author: Dan Kosch, IMPAX Corporation; Mark Shonka, IMPAX Corporation
Presentation Handout | April 25, 2010
Selling value is tougher than it's ever been. If we sell value, it is not enough to understand your customer's needs; we have to understand its business. This interactive and application-oriented workshop will focus on effectively gaining the right customer knowledge to help you differentiate yourself, your company and your solutions from your competitors. You will learn: * How to clearly understand our customer's business in three knowledge areas: business/strategic knowledge, solution/opportunity knowledge and relationship knowledge * How to quickly gather and analyze publicly available data * How to gain an inside perspective of your customer * How to conduct high-impact research meetings * How to develop relationships that lead to customer knowledge * How to identify our unique business value by understanding our customer's business
Available to SAMA members only
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