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Category Archives: Behavioural Change

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Coaching for KAM, why bother?

Behavioural Change, cross-functional working, developing people, individual development, Key Account ManagementBy Louise Collins23rd February 2018

Anyone who has ever coached will understand how much joy they experience when the team, or individual you have worked with, excels. The feeling of sheer delight and pride when you witness the impact of success. As a coach, you have a sense of enormous personal pride at a job well done. You beam when…

The role of insight in KAM – are you curious enough?

Behavioural Change, Curiosity, Customer Insight, Information, Insight, Key Account ManagementBy Louise Collins26th September 2017

What is insight and how does it fit within Key Account Management (KAM)?   In a previous role I had the pleasure of leading Global Marketing Excellence for a major pharmaceutical organisation. Marketers are all too familiar with the concept of insight generation, it is the backbone of marketing. What do we mean by insight,…

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