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Category Archives: Sales

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Why sales leadership is not enough for KAM

Key Account Management, SalesBy Louise Collins24th November 2017

A recent post from INSEAD explored the importance of engaging emotional capital. What does this really mean?   A former colleague of mine once described this as winning hearts and minds.   Anyone working within the life science sector will be all too familiar with organisational change. We all recognise the two to three year…

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