Key Decision Makers (KDMs) vs Customer Sometimes Customer and KDM… — CHM — TG.ME

Key Decision Makers (KDMs) vs Customer Sometimes Customer and KDM don't coincide, because the power of purchasing (decision making) is not in the hands of the customer, even though Customer is the direct consumer of product/service. In such a case, sales strategy has to consider even the KDMs of the customer as the customer! Takeaway: KDM precedes Customer.