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All articles by Adrian J. Slywotzky

Strategic Sales Management: A Boardroom Issue

With the marketplace changing so rapidly and product lives shortening, sales has become a strategic issue. But how do you make certain it is managed properly and that a company's best customers are satisfied? You do it by making sales a boardroom issue.
July 1, 1997  - by Benson P. Shapiro, Adrian J. Slywotzky and Stephen X. Doyle

How to Stop Bad Things from Happening to Good Companies

Catching the right moment to take action when successful business models begin to wane requires skilled detection work and the courage to face reality. In the second article of a two-part series on value migration -- the process by which changing markets and new competitors threaten a company's equilibrium -- a system of early-warning diagnostics is recommended.
January 1, 1997  - by Benson P. Shapiro, Adrian J. Slywotzky and Richard S. Tedlow