All articles by Benson P. Shapiro
Strategic Sales Management: A Boardroom IssueJuly 1, 1997 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.by Benson P. Shapiro, Adrian J. Slywotzky, and Stephen X. Doyle
How to Stop Bad Things from Happening to Good CompaniesJanuary 1, 1997 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.by Benson P. Shapiro, Adrian J. Slywotzky, and Richard S. Tedlow
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