Recently, Matt Moore and Keith De La Rue co-authored an article for Melcrum's KM Review journal (which I used to edit and which is now looked after by Jessica Twentyman). It's entitled "Closing the deal with the help of knowledge" and is now available as a free PDF download here, and here's the intro:
When it comes to making a sale, especially in the business-to-business (B2B) space, an effective salesperson needs three kinds of knowledge: knowledge of the skills necessary to sell; knowledge of the customer; and knowledge of the product or service they are selling. In this article, the authors draw on their own extensive experiences as KM practitioners working in sales environments, to offer guidance on how KM can deliver internal improvements and superior results for stakeholders.
