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Fighting Fires in B2B Product Management (with Rich Mironov, Product Consultant & author ”The Art of Product Management”)

One Knight in Product

CHAPTER

Are There Any Concrete Moves That You've Taken in Your Organization?

Trying to convince individual sales teams to not do what we pay them and reward them to do is mostly a waste of time. If i can show that we're goin to make more money in higher margin with less pain by following a different path, i have to go to the people who are going to make those calls. But for instance, and it was, you know what i just writing down this morning, it may be that we can close ten hundred thousand dollar deals quickly, in a lot less time and energy than we can close one million dollar deal,. It's about the aggregating, it's about integrating.

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