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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 Jeffrey Danes 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 communication strategy comp comp design compensation competency model Consumer Electronics Show cost levels cost of customer acquisition cost of revenue CRM CRM implementation CRO CRO culture 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 customer engagement digital media digital prospect engagment funnel digital sales organization digital summit series digital technology digital transformation disintermediation distribution diversity due diligence E/R ecosystems eligibility criteria EMEA empowerment enable sales enablement engagement model enterprise hunter enterprise hunters European growth european growth summit European sales exewcutive roundtables 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 ecosystem healthcare insurance healthcare trends 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 integrated broadcast International IoT job design job roles jobs junior reps key account manager key account strategy land and expand launch new comp plans Leadership Series. 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