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Stop Selling And Start Leading

Eric Jacobson

For instance, while buyers most want to talk about : What my company is trying to achieve with the purchase The reasons my company needs to make the purchase My company’s overall goals … sellers most want to talk about : Pricing How the product/service works (a product demo) So, if you sell, you need to read this book.

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Morning Advantage: How Bosses Do Harm

Harvard Business Review

As Kannan Ramaswamy and Bill Youngdahl point out in this excellent Thunderbird research blog, they chuckle along with everyone else when they read Dilbert cartoons about the Pointy-Haired Boss. Two-thirds of them are still with the company — and they’re the ones making the decisions about where the products and the company are going.

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LVMH, Hermès, and the Danger of Going 'A Little Bit Public'

Harvard Business Review

Bernard Arnault has a proven track record of building luxury goods brands and creating financial value for a multitude of luxury product lines. Professor Michael Moffett is Continental Grain Professor of Finance, and Professor Kannan Ramaswamy holds the William D. It is not about the potential destruction of a luxury goods brand.

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CEOs Should Activate Their Company's Stakeholders

Harvard Business Review

Triggering this process of collective engagement — Venkat Ramaswamy and I call it co-creation — is what is missing in the agenda of many CEOs today (to say nothing of our political leaders). Companies in emerging countries such as Brazil and India are showing the way. Having already mobilized diversity suppliers (e.g.,

CEO 10
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A New Framework for Customer Segmentation

Harvard Business Review

The approach echoes Ted Levitt''s famous comment about selling ¼ inch holes rather than ¼ inch electric drills, and advocates a mindset shift away from selling products to "doing jobs" that solve customers'' problems. We agreed to work on a new kind of segmentation based the combinations of jobs that customers need to get done.

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Trust, Transparency and Value — How Google Is Working to Improve Online Advertising for Everyone - SPONSOR CONTENT FROM GOOGLE

Harvard Business Review

By Sridhar Ramaswamy, Senior Vice President of Ads & Commerce, Google. Google ad products now use over 180 filters to detect and remove invalid and fraudulent traffic. Digital advertising has played an important role in making the internet the free, open, vital place it is today.