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(Tacit) Knowledge Is Power

Bottom Line: Companies gain a competitive advantage when different divisions, such as sales and marketing, share non-quantifiable information. But to support the flow of this all-important tacit knowledge, managers must encourage social ties and cross-functional relationships.

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.

via (Tacit) Knowledge Is Power.

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