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The Best Sales Leaders Are Trend Hunters

Harvard Business Review

JULY 26, 2012

Each data set you're examining should tie directly to your sales goals — selling more of a product, getting more share of wallet, etc. Put in place the right metrics, and track them closely. Others embed forward-looking analysis into annual capacity planning. That's because they've institutionalized the approach.

Trends 14
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

During their evaluations, they’ll typically ask themselves two questions: Is your product or service better than alternatives, and, equally important, can their people work with you and your organization? Because of this, it will take more than great analysis, a superior product, or a performance improvement to clinch a deal.

CEO 8
CEO Strategy Hotels COO 8
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