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Can both product managers and salespeople have their incentives and key performance indicators aligned to the corporate goal: profits? Yes. They can…
More Market share is not intrinsically valuable. In the world of business, good profit dollars are what has intrinsic value. Profit dollars, earned by serving customers, are the existential purpose of a firm. Anything else is merely instrumental.
More Since programming is the coin of the realm for the cable networks, an annual expenditure of $60 million is chump change when compared with the basic subscription revenue stream as well as lucrative secondary and merchandising market streams of income.
More Notice that the solution many companies have taken results in sales and product management being unaligned. Sales focuses on their individual account needs while product managers focus on creating solutions to address challenges, which may be faced by multiple customer segments.
More Aspects of both complacency and panic probably sound familiar to most people who have worked at any number of companies. It doesn’t lead to a healthy company, either in its internal operations or its external relationships with suppliers and customers.
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What can sales managers do to reduce the risk of account loss? According to their research, putting top salespeople on the account doesn’t do the trick at all. Rather, putting a person familiar with the account’s industry on it, even if their past sales performance is average or even below average, can almost eliminate the risk of account loss.
More Treating pricing as a verb, not a noun, applies pressure to the management of pricing decision making. But who makes pricing decisions? …
More What is the value a consumer may place on a new drug that softens or even eliminates an otherwise terminal condition? Nearly limitless. That isn’t to say that prices therefore can or should be limitless, but it does underline the fact that price is determined by the value to the consumer, not the cost to the producer.
More There are a number of theories as to why a dearth of women executives in IT exists. One of the most popular is the “glass cliff” theory. It supports the idea that women have a greater opportunity than men to acquire jobs in companies that are performing poorly.
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