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• CATEGORIES Channel Sales Chief Sales Executive Events Cloud Computing Cloud Sales Digital Transformation Distribution Health Insurance Implementation & Change Adoption Inside Sales Insight-Led Selling International Life Sciences Manufacturing Media Sales Medical Device Pharmaceutical Sales Private Equity Revenue Growth Strategy Sales Analytics Sales Benchmarking Sales Compensation Sales Compensation Program Management Sales Coverage Sales Growth Sales Leadership Sales Operations Sales Playbooks Sales Process Sales Productivity Sales Quotas Sales Strategy Sales Talent Sales Territories Sales Transformation Technology Sales Territory Design
• AUTHORS Alan Burleson Alan Chi Alex Tolmasoff Alexander Group Andrew Horvath Arshad Carim Avrille Hanzel Robert Conti Brian Bell Chris Gosline Chris Nagle Chris Semain Christina Politi Craig Ackerman David Eddleman David Cichelli Davis Giedt Donna Walker Doug Beveridge Elena Ryan Eric Maurer Gary Tubridy Greg Ketchum Igor Uroic Isaac Hausman Jacob Johnson Jameson Riley Jeff Wood Jenna Greco Joe Sandler John Drosos John Stamos Josh Ast Joshua Meeks Kerry Grimes Kyle Uebelhor Marc Metzner Mark Little Matt Bartels Matt Greenstein Matthew Rosenthal Melissa Love Mike Burnett Michael Miller Michael Pap Rocki Mike White Mitchell Edwards Neeti Gupta Norberto Lopez Parker James Thomas Paul Vinogradov Priya Ghatnekar Quang Do Rachel Parrinello Scott Santucci Sean Ryan Ted Grossman Tim Meuschke Tray Chamberlin Tyler Miller Yang Liu
• TAGS 2013 sales compensation 2014 sales compensation 2014 Sales Compensation Plan Design Survey 2016 sales compensation trends survey aaS account management account management organization account segmentation adoption advocacy AI alexander group align competencies and metrics alignment Amazon analysis analytical instruments annual commercial planning AS-A-SERVICE ASC 606 assessments automation B2B benchmarking benchmarks best practices bi-modal quota distribution big data bottom-line growth broker engagement model business model bust boom cycles bust-boom strategies buyer behavior buyer journey capacity capital equipment sales carriers center of excellence change adoption change management changing client demands changing customer needs changing job roles changing market consitions channel partners channel sales channel selling channels chief revenue officer Chief Sales Executive Forum churn client benefits clinical diagnostics cloud computing cloud sales cloud sales index cloud sales survey cloud transformation commercial model transformation commoditization comp comp design compensation competency model cost levels cost of customer acquisition cost of revenue CRM CRM implementation CRO cross-platform solutions cross-sell CSE Forum CSM cultural transformation custom offerings custome demand customer alignment customer base customer buying behavior customer buying journey customer buying process customer centric customer demand customer engagement customer life cycle customer lifetime value customer relationship management customer risk level customer ROI Customer Success customer success manager cycle times data issues data mining deployment differentiated growth differentiation digital digital ad sales digital advertising digital concierge digital media digital sales organization digital summit series digital technology digital transformation disintermediation distribution diversity due diligence E/R ecosystems eligibility criteria EMEA empowerment enablement engagement model enterprise hunter enterprise hunters European growth european growth summit European sales expansion expansion revenue engine expansion strategies expense to revenue FASB regulations Field Sales first line sales managers first-line sales manager FLSM freemium fulfillment global manufacturing global market go-to-customer go-to-customer model go-to-customer strategy Go-to-Customer Symposium goal alignment goaling governance growth growth opportunity growth phases growth stages headcount health care health insurance health insurance exchange healthcare healthcare insurance high performer best practices high-performance investment strategies hiring trends hospital consolidation hot topics hyperconvergence ILAER implemenation & change adoption implementation implementation & change adoption implementation and change adoption improved buying imputation incentive payments increase profit marginscustomer engagement increasing revenue capacity independent rep independent rep firm independent sales representative indirect channel strategy Indirect Sales Model innovation Inside Sales insight-led selling insurance International IoT job design job roles jobs junior reps key account manager key account strategy land and expand lean manufacturing life science life sciences LinkedIn lost advertising dollars MAC Managed Care manufacturing manufacturing sales practices study manufacturing study manufacturing summit manufacturing.net marketing marketing and analytics marketing motions marketing process marketing transformation maximize ROI measuring revenue generation media media ad sales media ad sales survey media industry study media sales media sales pod medical device medical device go-to-customer-study medical sales MedTech MedTech Conference methodology metrics micro-segmentation misalignment missing data NEMRA new new buyer journey new buyer journeys new sales roles omni-channel on-premise onboarding onboarding playbooks optimization optimize sales solutions organic growth p&c insurance partially centralized partner alliances partner program patient centric patient journey pay and performance alignment pay levels paywalls.paid subscriptions performance measures perpetual license pharmaceutical physician influence pipeline analysis podcast post-acute care post-sales pre- and post-sales roles pre-sales pre-suasion private equity product life cycles productivity quality conversations quota setting quotas recurring revenue recurring revenue models rep firm restructuring the sales organization return on investment revenue enablement revenue growth Revenue Growth Model revenue growth planning revenue growth strategy revenue leaders revenue leadership revenue motions revenue segments rise of the revenue leader ROI role-based partner model roundtable sales alignment sales analytics sales and marketing alignment sales asset utilization sales benchmarking sales comp sales comp alignment sales comp budgets sales comp hot topics sales comp management program sales comp program management sales comp trends survey sales compensation sales compensation alignment sales compensation components sales compensation design sales compensation plan sales compensation planning sales compensation program sales compensation program management sales compensation program services sales compensation trends survey sales cost benchmarking sales coverage sales eats first sales effectiveness sales efficiency sales enablement sales events sales fluctuation sales force yield sales forum sales goals sales growth sales growth strategies sales investment sales leader sales leaders sales leadership sales leadership conference sales leadership summit sales management sales management conference sales metrics dashboard sales model sales models Sales Motions sales operations sales ops survey sales performance sales playbooks sales practices sales process sales productivity sales pulse survey sales quota sales quotas sales roles sales segmentation sales specialists sales strategy sales strategy market study sales support roles sales survey sales talent sales technology sales territories sales time sales time benchmarking sales transformation sales utilization segmentation service motions services-led selling shadow operations sizing solution selling specialized sales resources specialty jobs strategy strategy vs. execution subscription sales survey target incentive target total compensation technology technology sales territory design territory design. segmenation territory management top-line growth total target compensation transformed selling transition to XaaS model transitioning workforce trends TTC upsell upsell/cross-sell imperative value add value creation value proposition value propositions value selling value-added solutions wage inflation wholesale wholesale distribution workoad & headcount worldwide sales compensation practices XaaS XaaS business model