April, 2017 | The Wiglaf Journal

Product Management v. Sales: Don’t Confuse Your Market

By Tim J. Smith, PhD | April 12, 2017

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.

Complacency and Panic

By Kyle T. Westra | April 12, 2017 |

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.

Strategic Movements: April 2017

By Tim J. Smith, PhD | April 12, 2017

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.