By Tom Young
ISBN-10: 1843346044
ISBN-13: 9781843346043
Whereas this publication is basically geared toward those who find themselves fascinated with wisdom administration (KM) or have lately been appointed to bring KM in revenues and advertising and marketing environments, it's also hugely proper to these engaged within the administration or supply of revenues and advertising and marketing actions. This ebook offers types to help the reader to appreciate how wisdom might be utilized and reused in the revenues and advertising and marketing procedures, resulting in an greater win rate.
Topics coated supply managers and practitioners with the mandatory ideas, techniques and instruments so one can layout their procedure from scratch or as a way to evaluate their current practices opposed to international category examples. a number of versions and methodologies are defined which might be utilized or replicated in a wide selection of industries. The e-book additionally positive factors quite a few case stories which illustrate the adventure that a variety of businesses are taking as they enforce KM inside of revenues and marketing.
- Develops a time-honored version for coping with wisdom in revenues and advertising environments
- Provides a instruction manual for line managers wishing to introduce wisdom administration into their revenues and advertising activities
- Written by means of a hugely an expert and well-respected practitioner within the box who's mentored by means of an regarded revenues and advertising and marketing expert
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Additional info for Knowledge Management for Sales and Marketing. A Practitioner's Guide
Sample text
20 ■ A community-led approach – A common partial approach is to implement communities of practice or communities of purpose (see Chapter 4) as the primary knowledge management solution. 2. Sometimes the communities also take ownership of explicit knowledge, so the longer collect arrow is also addressed, and if this happens, you certainly are developing a more complete knowledge management solution. 4 never gets deployed and knowledge management therefore becomes decoupled from the cycles of business activity.
Somebody will figure something out when they’re doing their work and then, whenever it comes up as a question for somebody else, we all just have to work together and share our learnings and pass it on, to speed things along on the learning curve. Our boss doesn’t know our system as well as we do and we can teach each other. Whenever we have questions, we usually go to each other before we take it anywhere else. There’s a lot of sharing that goes on within the team and before that we were pretty much just silos.
The incentive for the host team is that they gain access to useful knowledge and experience. Generally the incentive for the visiting peers is that they are flattered to be asked! It is a recognition of their experience and it involves them, for a relatively short period of time, in a different challenge. In some organisations, peer assists are mandatory at the beginning of the bid process. In Milton 2010,1 Linda Davies of Mars Inc. explains the use of peer assist as part of their global practice group (GPG) meetings: One day of each meeting is spent working with the sales force in the market in which the meeting is being held.
Knowledge Management for Sales and Marketing. A Practitioner's Guide by Tom Young
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