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The Best Sales Leaders Are Trend Hunters

Harvard Business Review

JULY 26, 2012

In our international operations, we introduced a three-year sales planning process to get beyond the 90-day mentality of 'How will I make my number this quarter?'" Here's how the best trend hunters operate. Tie insights to operations. Put in place the right metrics, and track them closely. Choose the right trends.

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Trends Automotive Short-term Long-term 14
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Salespeople Need a Strategy for Selling to CEOs

Harvard Business Review

OCTOBER 13, 2016

A change in sales or other customer-acquisition processes, for example, will affect multiple aspects of their business models: the types of orders their firms get, capacity planning, operations, delivery, post-sales requirements, and daily interactions among these groups.

CEO 8
CEO Strategy Hotels COO 8
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