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2023 Sales Comp Planning: A Conversation with The Alexander GroupSpiff - September 22, 2022
With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. If you’re feeling overwhelmed, we don’t blame you. A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. We recently sat down with Chris Semain, Principal and Tech Practice Leader at the Alexander Group to discuss the future of sales comp.
11 Biz Developers Discuss Key Elements Of Problem-Centric SellingForbes - September 13, 2022
If a sales team wants to get on a potential client's shortlist as the company that can solve all or most of their pain points, it's best to reach out quickly to begin the research process early. To gain a better understanding of what it takes to win their trust and loyalty, 11 Forbes Business Development Council members are here to share additional tips for sales leaders (and teams) who are focused on elevating their outcomes through problem-centric selling.
Crafting an XaaS Customer Success Strategy that Drives GrowthTechCrunch - August 30, 2022
Any job search platform these days will show there are thousands of customer success (CS) positions waiting to be filled. According to research by Gainsight, a customer success software platform, “companies that invest 10% or more of their revenue into the CS function have the highest net recurring revenue (NRR).” This supports the argument that there is a need for not only having CS jobs but deploying more of them. Simply put, these jobs serve a critical role in tech companies today.
Understanding Economic Resilience Through the Three Personas of ChangeB2B News Network - August 25, 2022
In recent years, the state of the economy has grown increasingly turbulent amid a host of supply chain disruptions, geo-political influences, and rising inflation. Given these compounding challenges, tech vendors need to adapt their go-to-market strategies regularly. However, to do this, they should take an outside-in perspective, which begins with understanding the interconnected environment they play in. The three key personas of change which should inform this process are customers, partners, and the broader technology ecosystem.
Alexander Group Reveals Mobile App for Sales Executives: Alexander Group InsightsBusiness Wire - August 25, 2022
Alexander Group announced the Alexander Group Insights, a new mobile application for revenue-focused executives. The application offers content featuring the latest trends, techniques, case studies, best practices and actionable ideas for improving revenue growth.
How the Pandemic has Impacted the HealthTech MarketplaceHealthcare IT Today - August, 17, 2022
As the COVID-19 storm settles, the HealthTech industry has seen a shift to positive growth. Whether integrating disparate sales and marketing resources, or redefining the buyer journey, HealthTech companies must ensure they understand how best to reach, influence, and prioritize their intended customer base.
The Sales Funnel Does Not Stop at the SaleSummit Partners - July 29, 2022
A recent survey of high-growth SaaS companies conducted by the Alexander Group showed customer success (CS) headcount is growing faster than overall sales headcount. Applying a sales mindset to four key post-sales levers can help your team think like a sales rep and, in the process, shorten the next sales cycle and increase the lifetime value of your customer relationships.
Business intelligence: Selling data to selling insightsVentureBeat - July 26, 2022
Organizations that successfully shift from selling data to selling insights gain a competitive advantage and a higher likelihood of sustainable revenue growth. Keep reading to learn the insights into the most pressing go-to-market challenges, opportunities and imperatives for players in this space.