Your Customers Have Gone Digital–How About Your Sales Team?

By: Kyle Uebelhor Digital Transformation, Manufacturing, Revenue Growth Strategy

Digitizing Revenue Growth: Building Your Roadmap

In the era of all things digital–from industry 4.0 and AI to IoT across the enterprise–how does this transformation impact the sales organization?

New buyers require fluid omni-channel approaches. Much of the buying decision is already made before most manufacturers proactively engage with customers. Over 87 percent of recent Alexander Group manufacturing study participants indicated the need to deploy more complex sales models, while 82 percent necessitate an increased focus on portfolio-selling. Ongoing improvements in technology will continue to disrupt sales models.

So how can manufacturers adopt new sales practices to drive revenue growth? Alexander Group recently held an educational webinar hosted by manufacturing.net to provide solutions and practical insights that manufacturers can apply within their own organizations.

Specifically, at 7:20 in the webinar, Kyle Uebelhor discusses what it really means to be digital–using technology to engage the customer and enable selling.

For more information on how Alexander Group can help you with your organization’s digital transformation, please contact our manufacturing practice.

Co-author: Matt Greenstein is a principal in Alexander Group’s Stamford office and is a leader of the firm’s Life Sciences practice.
Read more insights from Kyle Uebelhor.
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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 the Alexander Group’s Sales Management System™, he helps companies achieve their sales objectives through a variety of techniques, including improved channel design, sales ROI, sales metrics, sales forecasting, quota allocation, sales force automation solutions and sales compensation. Kyle frequently speaks on sales enablement topics. He has authored several articles and whitepapers including most recently “The Power of Playbooks: Execute Your Vision.”


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 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), WorldatWork.


Matt Greenstein

Matt Greenstein is a principal in the Stamford office. He leads the firm’s Life Sciences practice. Matt works with clients across multiple industries including tech, health care services, medical technology and retail. His areas of focus include large scale transformation and integration across all commercial functions–tactical marketing, sales and service. Matt has global consulting experience and is known for his fact-based, hypothesis-driven, problem-solving style.


Matt has 10+ years of management consulting experience. Prior to joining the Alexander Group, Matt held sales and marketing leadership positions with a major information management company. Matt has a B.S. from Fairfield University and an MBA from the University of Connecticut. He is also a Certified Sales Compensation Professional.


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