How insight-led selling is transforming companies and culture

By: Gary Tubridy Chief Sales Executive Events, Insight-Led Selling

At the 2014 Chief Sales Executive Forum, our luncheon keynote speaker was Bill Taylor, best-selling author and founding editor of Fast Company Magazine. Drawing on his vast experience in working with innovative companies and imaginative leaders, Bill used a series of case studies and stories to showcase some fascinating examples of how insight-led thinking and selling can transform an organization.

Some highlights:

  • Re-imagine the customer experience – Lexus uses best practices from both the Apple Genius bar and the Four Seasons hotel chain to look at things with fresh eyes
  • The best ideas come from unexpected places – USAA, which serves military families, sends their staff to boot camp to experience what it means to be in their customer’s shoes
  • Make your products and services memorable – Umpqua Bank created a totally different banking experience to actually make it FUN to go to the bank!  – and exponentially grew their market share
  • Become a “brand of the future” – Pixar produces art with a finely honed team, not loosely connected individuals, that delivers a product that is both unique and intensely human

You can transform your company and culture if you don’t let what you KNOW limit what you can IMAGINE.

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


We look forward to sharing more graphic recordings of more keynote presentations from the 2014 CSE Forum in the coming weeks.

Don’t miss the 2015 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 in the Stamford office 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 on technology and medical products companies. He has personally managed projects in sales organization design, sales force sizing and deployment, sales performance management and sales compensation design. Gary has deep functional expertise in diagnosing sales management issues and helping clients execute action plans to improve results. He is currently researching and chronicling best practices of leading sales organizations in North America and enjoys organizing events specifically for top sales executives, including the Chief Sales Executive Forum™. He is one of three founding stockholders of the Alexander Group.

Gary has been with the Alexander Group for over 20 years. Prior to that, Gary was in sales with the IBM Corporation. At IBM he was responsible for accounts in the manufacturing, process and financial services industries. He coordinated large account marketing activities, customer and sales representative training seminars and local selling efforts for four national account sales teams. Gary holds a B.A. from Brown University and an MBA from the Graduate School of Business at Columbia University.