Revenue Uncovered by Alexander Group
The Alexander Group, Inc.
Alexander Group's Revenue Uncovered Podcast shares insights and expertise from our thought leaders, client work, industry research and executive events.
Alexander Group provides go-to-market consulting services to marketing, sales, service and talent leaders. With over 40 years of developing practical, executable solutions, we are singularly focused on helping commercial teams unlock their full potential and reach new revenue goals. With a robust network of offices, Alexander Group maximizes growth opportunities for our clients around the globe.
Our episodes are grouped by C-Suite Interviews, Practitioner Conversations and Educational.
Alexander Group provides go-to-market consulting services to marketing, sales, service and talent leaders. With over 40 years of developing practical, executable solutions, we are singularly focused on helping commercial teams unlock their full potential and reach new revenue goals. With a robust network of offices, Alexander Group maximizes growth opportunities for our clients around the globe.
Our episodes are grouped by C-Suite Interviews, Practitioner Conversations and Educational.
Episodes
Mentioned books
Jul 8, 2019 • 4min
Creating Better Connections With Customers
How do you create better connections with your customers? Alexander Group Partner Kyle Uebelhor shares insights on just how crucial it is for manufacturers to enhance their end-user experience. If you are looking to build a better customer experience, follow these steps.
Aug 14, 2018 • 15min
Executive Events - Episode 2: From Sales to Revenue: New Motions Needed
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.
Jul 20, 2018 • 5min
Healthcare - Episode 3: Annual Planning Process for Medical Companies
Mike Burnett and Mike White of the Alexander Group's Healthcare practice discuss how to translate your revenue growth strategy into an actionable commercial plan.
Jun 25, 2018 • 10min
Uncover Revenue Opportunities through Revenue Segments with Remen Okoruwa of StausQuota
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.
Jun 1, 2018 • 9min
Evolution of the Customer Buying Journey with Chris Klayko at Google and Dave Spencer at SAP
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.
Sep 13, 2017 • 10min
Moving to XaaS: Interview with Dr. Robert Bieshaar of Autodesk
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.
May 10, 2017 • 4min
Healthcare - Episode 2: How to Effectively Drive Sales Across Diverse and Growing Product Portfolios
Mike Burnett of the Alexander Group discusses a common challenge among healthcare manufacturers - how to effectively drive sales across diverse and growing product portfolios.
Apr 18, 2017 • 13min
Five Key Technology and XaaS Sales Compensation Challenges
Ted Grossman and Rachel Parrinello delve into the challenges of transitioning to XaaS models, compensating for enabling services, aligning payouts with goals, and navigating sales technology complexities. They emphasize the importance of aligning pay structures to organizational goals and driving strategic decisions with XaaS sales compensation.
Nov 15, 2016 • 5min
Healthcare - Episode 1: How Capital Equipment Vendors Gain Account Insight by Integrating the Deployment of Field Sales and Service Teams
In the medical selling environment, capital equipment vendors traditionally differentiate themselves on product performance and total cost of ownership. Alexander Group Vice President Mike Miller discusses how capital equipment vendors gain account insight by integrating the deployment of field sales and service teams, and how this field approach can deliver results for vendors.
Nov 11, 2016 • 14min
How to Access & Build a Best-In-Class Sales Compensation Program
Rachel Parrinello, Alexander Group Principal, discusses building a best in class sales compensation program. Topics include target compensation, pay mix, pay for performance curves, avoiding caps, excessive payouts, windfall policies, and tying payments to persuasion events.
