9min chapter

HBR On Leadership cover image

How CEOs Make or Break Sales

HBR On Leadership

CHAPTER

Balancing Executive Archetypes

This chapter examines various executive archetypes and their influence on customer relationships, particularly the pitfalls of the 'loose cannon' manager. It highlights the importance of balancing the relationship-building skills of the 'social visitor' with the revenue-focused approach of the 'dealmaker' to achieve long-term sales success.

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