Whitepaper Spotlight
The First Line Sales Manager Evolution
A new role for a new pharmaceutical sales environment. External factors including health care reform, increased payer influence, and the emergence of IDN’s continue to challenge the effectiveness of the traditional physician-focused pharmaceutical sales role. This white paper highlights Alexander Group’s findings in this area.
-
A new role for a new pharmaceutical sales environment. External factors including health care reform, increased payer influence, and the emergence of IDN’s continue to challenge the effectiveness of the traditional physician-focused pharmaceutical sales role. This white paper highlights Alexander Group’s findings in this area.
-
This whitepaper summarizes the findings of the 2009 Chief Sales Executive Regional Forums, where over 80 top sales leaders explored what sales organizations can do to deliver results in a weak economy.
-
This whitepaper is a summary of the key findings from the 2009 Chief Sales Executive Summit events, in which top sales leaders discussed the economic crisis and its impact on the sales function, sales leadership and performance expectations.
-
This whitepaper from the 2009 Chief Sales Executive Forum explores what sales leaders are doing to take charge of the post-recession growth agenda. Over 150 senior sales leaders in attendance shared their thoughts on strategies to renew the growth ambitions of their sales organizations.
-
This whitepaper features highlights of the discussion at the 2009 Chief Sales Executive Summit at the Forum where 10 senior sales executives discussed the economic crisis and it's impact on the sales function, sales leadership and performance expectations.
-
Top sales executives set the stage for sustained growth. In this whitepaper, senior sales executives from six leading companies offer insights into how their sales function is shaping and driving the growth mission in their organizations.
-
This whitepaper, Part II of the Alexander Group's Executive Roundtable series on Leveraging Inside Sales, explores how top level sales executives overcome initial resistance to inside sales and highlights the factors they believe are critical to the ultimate success of implementing the tele-sales function.
-
This whitepaper presents findings from the Alexander Group's 2008 Chief Sales Executive Forum, examining what leading sales organizations are doing to gain the edge needed to deliver results in a difficult economy - a message that is still relevant in today's environment.
-
Today's more complex sales models require more sales and marketing collaboration around sales process design and execution. This whitepaper explores how some companies have unlocked the code for Sales and Marketing synergy and what results they have seen as a result of these alliances.
-
Leading sales organizations are focused more than ever on improving sales yield… getting more from their available sales assets. Optimizing sales coverage investment is one key to achieving this objective. This whitepaper distills findings on sales coverage investment from discussions with over 75 senior sales executives.
-
This whitepaper, compiled from a series of four Executive Roundtable sessions held with a total of 35 senior sales executives from 26 companies, discusses sales coverage model execution, with particular emphasis on moving from transaction to solution selling.
-
This whitepaper draws on the discussions from 10 Executive Roundtable sessions in which a total of 80 senior sales executives shared their objectives, challenges and solutions around increasing the quantity and quality of sales time in their sales organizations.
-
This whitepaper is the first of a two part Executive Roundtable series on Leveraging Inside Sales. Part I explores the benefits of inside sales, along with the specific organization options available to top sales executives who are considering a change in their go-to-market mix.
