I heard a story of an octogenarian who drove himself to the hospital for his eye cataracts operation. (Just let that sink in a bit.) On his surprisingly safe return home, his relatives queried the sense of his actions. He replied that what he lacked in sight, he made up for in driving experience.

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Despite relying on each other for the success of their products, the Sales and Product teams often have a jarring relationship. This is far from ideal. By looking at where things go wrong we can identify a better way of working with each other. The prizes on offer: shorter sales cycles, more easily achieved targets and customers who are always happy to hear from you.

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Do you spend more time writing documents about your product than actually managing it?

Many companies with some kind of product management function become all caught up in the process, drowning themselves in increasing numbers of documents. These rapidly become overwhelming to manage, contain duplicated detail and ultimately obscure the real objective of product management, namely to create successful products.

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