Alexander Group's Revenue Growth Model Podcast

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Warren Stone, senior vice president of Research and Applied Solutions of North America for MilliporeSigma, that he will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL. Digital technologies and the internet have driven a totally different buying process from a customer perspective. Warren speaks about how companies have to adapt. First, you must understand the new buying process. Then, adjust your selling process in accordance with that buying process.

Mike Burnett and Mike White of the Alexander Group’s Medical practice discuss how to translate your revenue growth strategy into an actionable commercial plan.   

Davis Giedt of the Alexander Group and Remen Okoruwa, co-founder of StatusQuota, discuss how to uncover and capitalize on the best revenue opportunities through revenue segments. Gaining a better understanding of your revenue segments is crucial to improving your go-to-customer model. At the core of it, uncovering and scoring revenue opportunities involves gaining a deeper understanding who your best customers are and capitalizing on those opportunities.

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, chief operating officer of SAP North America, that they will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL about "the next chapter of digital sales and revenue growth".  Technology is rapidly transforming the sales function. Chris and Dave discuss the evolution of the customer buying journey in the digital era and how technology can empower organizations to drive better outcomes. 

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, chief operating officer of SAP North America, that they will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL about "the next chapter of digital sales and revenue growth".  Technology is rapidly transforming the sales function. Chris and Dave discuss the evolution of the customer buying journey in the digital era and how technology can empower organizations to drive better outcomes. 

This is part two of a two-part podcast series covering four leading trends that are impacting the distribution industry and best practices for distributors to succeed in this changing environment. Part two covers trends three and four which are associated with talent – the transitioning workforce and its impact on distributors and consequently, the need for the development of new roles.

This two-part podcast series will cover four leading trends that are impacting the distribution industry and discuss best practices for distributors to looking to succeed in this changing environment. Part one covers the first two trends that are affecting distributors which pertain to go-to-customer model: 1) the current challenges associated with industry consolidation, and 2) the requirements and opportunities for e-commerce on distribution.  

Doug Beveridge and Tray Chamberlin of the Alexander Group discuss the key points that medical device companies should consider when developing their revenue growth strategy.

In the aftermath of natural disasters, manufacturing companies must take into consideration the impact that it will have on their sales forecast. Listen to this podcast episode with Alexander Group Manager Priya Ghatnekar to learn what strategies to use when reassessing your revenue growth goals. 

Media companies are adapting their go-to-customer models to better meet the unique needs of buyers. To accommodate this change, the account executive role is evolving to focus on solution selling and demonstrating ROI. Learn how to effectively enable solution selling in the latest Media Sales Podcast episode.

Learn the five key steps to use in sales compensation planning: 1. Establish the current cost structure 2. Determine the opportunities 3. Develop a sound forecast 4. Allocate the Target 5. Align pay with performance

Craig Ackerman, principal of the Alexander Group, shares his perspective on how medical device companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment. To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They've also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.

Craig Ackerman, principal of the Alexander Group, shares his perspective on how medical device companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment. To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They've also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.

GE Digital is an 125 year old industrial company that is transforming to digital. Gary Tubridy, senior vice president of Alexander Group, interviews Cate Gutowski, vice president commercial digital thread at GE Digital, about her upcoming keynote discussion at the 2017 Chief Sales Executive Annual. In Cate's keynote, she will share how GE transformed the sales organization with new digital technologies, and how the company was able to create great change and make a bigger difference through the mistakes along the way.

GE Digital is an 125 year old industrial company that is transforming to digital. Gary Tubridy, senior vice president of Alexander Group, interviews Cate Gutowski, vice president commercial digital thread at GE Digital, about her upcoming keynote discussion at the 2017 Chief Sales Executive Annual. In Cate's keynote, she will share how GE transformed the sales organization with new digital technologies, and how the company was able to create great change and make a bigger difference through the mistakes along the way.

In Episode 4, Ted Grossman and Rachel Parrinello, principals with the Alexander Group, interviewed Dr. Robert Bieshaar of Autodesk to discuss the journey his company has taken to transition to XaaS, as well as sales compensation design challenges and how key sales behavior changes are impacting his role.

David Cichelli of the Alexander Group shares highlights from the 2017 Sales Compensation Hot Topics Survey in Episode 5 with empirical data from 145 sales departments on recent and popular topics regarding sales compensation. Download the full executive summary from the survey to learn more. 

Gary Tubridy, senior vice president of Alexander Group, interviews Joe Robinson of Philips Healthcare about his upcoming keynote discussion at the 2017 Chief Sales Executive Annual. Explore how Philips is now re-shaping culture, building a solution-centric organization, developing talent, and aligning internal processes WITH A FOCUS ON SEAMLESS CARE.

Gary Tubridy, senior vice president of Alexander Group, interviews Joe Robinson of Philips Healthcare about his upcoming keynote discussion at the 2017 Chief Sales Executive Annual. Joe speaks about his experience leading fundamental changes needed to implement a winning “go-to-customer” strategy in a complex organization. Explore how Philips is now re-shaping culture, building a solution-centric organization, developing talent, and aligning internal processes WITH A FOCUS ON SEAMLESS CARE. 

Mike Burnett of the Alexander Group discusses a common challenge among medical device manufacturers - how to effectively drive sales across diverse and growing product portfolios.