Manufacturers: Harness Market-Changing Forces

By: Kyle Uebelhor Distribution, Manufacturing, Revenue Growth Strategy, Sales Strategy, Sales Talent

Inevitable market-changing forces continue to confront the manufacturing and distribution industries. Buyers, not products, will drive future revenue growth and differentiated market value. Sales executives are morphing into the role of Chief Revenue Officer (CRO) to drive growth across all marketing, sales and service functions to gain deep insight into revenue production. As they exert influence and turn challenges into opportunity, CROs are leveraging revenue growth multipliers–culture, coverage, talent and tools.

Senior manufacturing and distribution executives are joining Alexander Group’s exclusive 2019 Virtual Roundtable Sessions to start the conversation: Which revenue growth multipliers do you use, why do you use them and what results are you achieving? Sessions include research and insights from AGI’s latest manufacturing and distribution studies and provide valuable best practices that executives can apply immediately.

Topic 1: The CRO Role: The CRO role is pivotal to drive organic revenue growth across all marketing, sales and service functions to ensure value delivery to customers throughout their non-liner buying journeys

Topic 2: XaaS as a Differentiator for Customer Success: The Internet of Things (IoT) and the acceleration of XaaS adoption has forced many manufacturers and distributors to begin shifting from one-off sales to a combination of selling products and services in unison

Topic 3: Sales Compensation: Portfolio selling and a wide variance in customer buying behaviors adds to the complexity of how to compensate your revenue-generating teams

Topic 4: Partner Program Integration: To offer your customers a complete solution, find a win-win for both your company and your partners to drive revenue success

To introduce the manufacturing and distribution virtual roundtables, Kyle Uebelhor describes in the video below how the session topics will provide a platform for executives to ask questions and share best practices.

Specifically at 1:23 in the video, Kyle discusses how leveraging sales compensation can lead to a quick win and immediate growth, all by aligning pay and performance programs.

All manufacturing and distribution executives are invited to participate in the discussions. Two virtual roundtable sessions will be available for each topic.

To join, simply complete the form and register today.

1. Manufacturing & Distribution Virtual Roundtables
Gain valuable best practices that you can apply immediately. The FIRST topic will center on the CRO role–one that is pivotal to drive organic revenue growth.
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1. Manufacturing Sales Practices Study
Ninety-eight percent of manufacturing executives see customer alignment as a top challenge; however, only 30 percent feel they are accurately responding. Discover more key industry insights.
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Kyle Uebelhor

Kyle Uebelhor is a principal in the Chicago office. He is a leader in the firm’s Manufacturing and Distribution practices. Kyle’s clients include leading companies throughout manufacturing and wholesale/distribution. By applying deep industry expertise and a pragmatic approach to each situation, he helps companies achieve their organic growth objectives. He brings nuanced perspective to the complexities of sizing the total available global market, delivering differentiated value, creating omni-channel designs, and motivating partners and the commercial team. Kyle frequently speaks on sales enablement topics. He has authored several articles and whitepapers including “The Power of Playbooks: Execute Your Vision” and most recently “Digitizing the Revenue Growth Model.”

Prior to joining the Alexander Group, Kyle spent 10 years in commercial banking. As a relationship manager and lender to large middle market companies, he developed a broad expertise across numerous manufacturing industries and developed solutions-based selling strategies with his C-suite corporate clients. Kyle has an MBA from the University of Michigan, Stephen M. Ross School of Business and B.A. from Wabash College. He is also a Certified Sales Compensation Professional (CSCP).