Foreword
The breadth and depth of knowledge that the management consultancy Knoco have in the field of knowledge management is without equal. For that reason the publisher commissioned them to publish a series of books looking at how knowledge management is applied in different circumstances. These books have become standard texts within the profession so when Tom approached me to discuss some of his ideas for a book targeted on knowledge management in sales and marketing I was delighted. I have known Tom for many years and collaborated on several business ventures with him and found his ability to relate to people of differing backgrounds, seniority and disciplines to be of immense value to our business.
This book looks at the end-to-end cycle of sales and sales management and is relevant to all aspects of selling, whether it is large complex solution sales or simple one-off customer engagements.
The book will be of value to the knowledge management practitioner looking for guidance on how to introduce knowledge management to the sales and marketing activities of their company. In addition it will provide real value to sales and marketing people seeking to improve their own individual performance through managing knowledge.
The years of experience of practical implementation of knowledge management shine out of the pages of this book. This is not a dry, academic book but a must-read for everyone involved in knowledge management, sales or marketing.
Former Sales Director, BT Commercial and Brands and currently MD,