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Exploit IT for Strategic Benefit

Harvard Business Review

However, when we ask CIOs how their "enabling" is going, they consistently respond that sometimes it goes well; sometimes not so much. We argue that leaders should stop thinking of IT as Enabling and start thinking in terms of fully Exploiting IT to strategic advantage. And other CIOs nodded in agreement.

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Reinvent Your Sales Process While Still Hitting Your Numbers

Harvard Business Review

Because the company relies on existing sources of revenue to keep the business going, sales faces constant pressure to “make the numbers” and focus on the short term. Sales forces are expected to both: Maintain the current business: Be predictable and consistent. Adapt to the new: Keep innovating.