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Marketing: (Tacit) Knowledge is power

Salespeople occupy unique positions in their companies, transcending traditional organizational borders. In a business-to-business context, they have one foot in their home office and the other in their clients’ conference rooms. And in a business-to-consumer model, they play a vital frontline role as customers increasingly demand sophisticated or tailor-made solutions to their needs. As a result, salespeople have a rarefied access to corporate, customer, and even competitor data. But how can they put this boundary-spanning knowledge to the best use?

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