Alexander Group Media Room

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.

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.

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.

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 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.

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.

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.

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.