Driving Bold New Value Through the Digital Channel

By: Gary Tubridy Chief Sales Executive Events, Sales Leadership

kingmanink_alexandergroup_buchholz-250At the 2016 Chief Sales Executive Forum, Judy Buchholz (GM, IBM Digital Sales) walked through the new digital and social selling engine that is adding more value to the customer experience. Having a certified sales team (not just a trained one) is a pre-requisite for increased productivity in the digital channel.

Judy emphasized the following main points:

  • Constantly Reinvent–Look to the future and ask, “What are the right solutions for new customers?”
  • Be Digitally Engaged–This is a state of mind, not just an age group. Companies must continually think of new ways to engage new customers in new markets.
  • Be in the Moment–Businesses need to deliver results. Don’t be afraid to fail and be there for customers the moment they are looking for something.

The illustration below from graphic recorder Kelly Kingman illustrates Judy’s presentation in a most innovative way. Enjoy!

kingmanink_alexandergroup_buchholz-1000Don’t miss the 2017 CSE Forum Series–registration will be open soon. Reserve your spot today!

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Gary Tubridy

Gary Tubridy is a senior vice president of the Alexander Group and the general manager in charge of the firm’s management consulting business. Gary’s consulting work is focused on increasing marketing and sales effectiveness with particular emphasis in technology and medical products industries. Gary has deep expertise in diagnosing sales management issues and helping clients execute action plans to improve results. His research is focused on best practices of leading sales organizations in North America with particular emphasis on sales force transformation and the role of sales leadership. He leads the Alexander Group executive events series and hosts the Operations and Executive Forums. He is one of three founding stockholders of the Alexander Group.

Gary has been with the Alexander Group for over 35 years. Prior to that, Gary was in sales with the IBM Corporation. Gary holds a B.A. from Brown University and an MBA from the Graduate School of Business at Columbia University.