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By integrating IT systems with the transactional data that salespeople track on their laptops, managers can get a better view of the return on different kinds of sales efforts. They can also avoid common mistakes, such as an overemphasis on high-volume accounts or on small customers that are easier to win.
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US investment banks are cutting costs by shrinking employment, but they can trim other types of spending without causing serious damage to their culture or morale.
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