You Can’t Do Strategy Without Input from Sales Glimpse of the - TopicsExpress

You Can’t Do Strategy Without Input from Sales Glimpse of the Article: Even Dorsey, as great an observer as he is, misses it. Instead, he explains that by the mid-1990s Xerox competed with Canon, Kodak, Minolta, Ricoh, Savin, and other copier manufacturers, without mentioning HP, Brother, and other makers of computer printers that were eating Xerox’s lunch. It makes Dorsey’s summation of his story a non sequitur: “A once-thriving American business loses share to the Pacific Rim, gets scared, adopts TQM practices, raises productivity, and begins to win back business. The way the Cleveland district sells copiers illustrates . . . this comeback.” No. How could it be when selling, however clever and creative, is divorced from the main strategic reality facing the firm? #Professionals #Sales #Marketing #Strategy #Managers #Leaders #Management #Entrepreneurs

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