Executive insights from CSE Forums

By: Gary Tubridy Chief Sales Executive Events

Over the past two weeks, we have completed the Chief Sales Executive Forum events in Dallas and New York. A few insights stand out:

  • Most every executive is moving his or her organization toward value selling…harnessing the sales organization’s intellectual capital to solve problems, even identify opportunities for their customers.
  • The transition to value selling is tough…finding and deploying the resources needed to do this is both time consuming and expensive.
  • These leaders expect significant turnover during this transition. Yet they take great care to respect, engage and motivate their sales teams to join in the effort. They are eloquent in pointing out organizational strengths, celebrating past successes and describing a bright future. They are absolutely upbeat in exhorting their teammates to sign up for a new and exciting opportunity.

In short, these executives have vision about what it takes to win in a new and extremely competitive world. They enthusiastically describe this vision to their teams and invite them to be a part of it, believing that many sellers and managers will see the opportunity as clearly as they do (while others will see that it is not right for them and opt out voluntarily). Their vision and optimism is laying the groundwork for building the next generation of value sellers.

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.