Revenue Growth. Now.

Alexander Group’s management consulting services produce maximum revenue growth for clients. Superior growth begins with the right strategy, is enabled with structure and sustained through management. We use our proven Revenue Growth Model™ to assess and provide fact-based insights in all three categories.

“80% of strategy comes down to execution. Alexander Group is exceptional at turning strategy into a relevant revenue generation model.”

– Tom Isett, Senior Advisor, Popper and Co.

Identify sources of sales growth and deliver the right value with the right sales motions.

Sales Strategy planning for revenue growth determines whom you sell to, what you say to them and how you deliver the value promised. Start with consideration of where your biggest opportunities for growth are and the unique advantages inherent in your products/services. What messaging will best showcase your offerings? Now define what pre- and post-sale activities you will need to realize your advantages and deliver your unique messages convincingly. These considerations lead to informed decisions on what you need in terms of sales resources and investment to achieve your growth ambitions.

  • Revenue Segments
  • Value Propositions
  • home-tab1-revenue

Points of View on Revenue Growth Strategy

eBooks

Sales Growth Strategy – Winning in the Value Segment
This eBook is an excerpt from the 2013 Chief Sales Executive Forum in Monarch Beach, CA.

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Whitepapers

Create Buyer Messages That Matter
What is the role of product literature and sales messages?

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Case Studies

Building Material Manufacturer Transformation to Sales Coverage Model
Few of the company’s sellers had the skill set, bandwidth or focus to deliver differentiating value propositions.

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Whitepapers

Eight Principles Of Sales Force Reinvention
Does sales force reinvention work? Reinvention is not an event; it is a process.

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“Alexander Group’s experience in sales management consulting is unmatched. They provide valuable assessments, select best practices and practical results to help grow our business.”

– Mark Little, CEO, TotalJobs

Structure your sales organization to align processes, people and resources with your growth strategy.

Based on the strategic assessment, you will know which sales processes should be applied to find, close and retain business in your target markets. You will want to use the least cost resources and simplest processes to deliver the value that customers demand. This principle will determine whether to sell direct, specialize, engage partners or add an inside sales team. It will also inform how these resources should be deployed. Sales organizational structure is a direct reflection of your goals, market opportunities and the types of sales motions needed to execute.

  • home-tab2-channel
  • home-tab2-organization
  • Sizing & Deployment

Points of View on Sales Organizational Structure

Case Studies

Distribution Company Increases Sales Effectiveness
The company wanted to determine how the reps could increase sales effectiveness and improve productivity for revenue growth and ROI.

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eBooks

Evolving Cloud Sales Role
This eBook discusses the Evolving Cloud Sales Role through Hunters, Farmers and Hybrid positions.

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Case Studies

Health Plan Provider Uncovers Opportunities to Increase Productivity
The company needed to assess the sales organization’s current practices to determine its efficiency and effectiveness.

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Whitepapers

The First Line Sales Manager Evolution
External factors continue to challenge the effectiveness of the traditional sales role.

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“The Alexander Group helped us solve some high level business issues and provided a much faster path to a solution than we would have ever reached by ourselves.”

– Dave Clark, VP, Sales Systems, Service and Solutions, Johnson Controls

With strategy and structure in place, measure, track and manage for constant improvement.

Managing a complex sales organization requires constant communication, feedback and tuning. You need to ensure you have the right talent in the right places, that this talent is enabled with the right tools, executing the right processes. And that each position is responsible for the right metrics and goals. You must also communicate, train and coach your sellers on what is expected while recognizing and rewarding top performance. Effective sales organizational management will enable your sellers and partners to bring your strategy to life.

  • Talent, Skills & Supervision
  • Productivity, Quotas and Metrics
  • Performance Management & Rewards

Points of View on Revenue Growth Management

Whitepapers

Compensating Sales Reps to Align to Your Cloud Strategy
Most software firms and software solution resellers today are transforming their business models for the cloud.

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Videos

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The Power of Sales Analytics
Polycom was able to use the valuable sales analytics and research from AGI to take their business to the next level.

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Case Studies

Software Company Overhauls Partner Incentives and Doubles New Business
This company's ineffective channel incentive program did not support the company’s strategic growth objectives and wasn't financially viable.

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Whitepapers

Playbooks Execute Your Sales Vision
Sales leaders face many challenges in leading the sales force to effectively execute the vision.

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Industry Focus & Expertise

Key industry verticals require specialized insights — that’s why Alexander Group has developed particular depth in select industries. For each of these areas, we have established dedicated practices, led by consultants with years of experience driving growth in these industries.

From the front lines of revenue growth

Whitepapers

Insight-led Selling and The critical Role Of Sales Operations
Explore how leading companies are leveraging the sales operations function to design and support insight-led selling.

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Videos

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View Point Briefing Preview – Health Insurance
See the changing Health Insurance environment through a new sales-focused lens.

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Whitepapers

Making Change your Secret Weapon
Read insights on managing change, discussed by executive attendees at the 2012 CSE Forum.

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Case Studies

Media Provider Realizes Big Gains from Sales Transformation
The company needed help driving the change management component of its sales transformation with a consistent approach.

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FROM THE BLOG

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How to Analyze Your Quota Distributions
As the sales leader, you should always track analyze your quota distributions at the end of each performance period.

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FROM THE BLOG

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Does Your Portfolio Company Need a Sales Methodology?
Many vendors have “customizable” methodologies, but let’s face it: every company’s sales environment is unique.

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FROM THE BLOG

featured

Cloud Sales – Grow by Selling from the Inside Out
How are cloud sales leaders adapting to capture their share of this market and grow sales at reasonable cost?

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FROM THE BLOG

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Platform jobs: the secret to manage sales comp in big companies
Platform Jobs are an effective framework to design, manage and assess sales compensation pay levels and plans.

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