Senior sales executives:

Gain actionable insights from recent roundtable discussions


Topic: Digitization: Integrating Sales & Marketing for Lead Generation

Digitization and increasing 24/7 access expectations are dramatically changing the ways manufacturers and distributors engage with customers―where and how they want to connect. Discover if your commercial team is functionally aligned to integrate sales and marketing for lead generation.


Topic: Sales Compensation

Correctly align sales personnel pay with company objectives to ensure your sales compensation plan pays for sales performance.


Topic: Channel Partner Programs

Unravel the vexing questions of who does what, when and how to jointly provide the solutions customers seek―and most importantly, who invest and who gets paid.


Topic: Adjusting Quotas & Sales Compensation for the New Normal

Learn the latest strategies, trends and changes as manufacturers and distributors look to adjust quotas and sales compensation plans in the near term.


Topic: Revenue Leadership in Times of Disruption

How are manufacturing and distribution sales leaders managing through the pandemic? Hear industry-specific findings from Alexander Group’s latest Flash Surveys.


Topic: Sales Leaders’ Response to the COVID-19 Crisis

How are manufacturing and distribution sales leaders managing through the COVID-19 pandemic? Hear industry-specific findings from Alexander Group’s latest Flash Surveys and discuss their impact on sales transformation, account segmentation/prioritization, value propositions, roles and resource realignment, customer success, sales compensation/quotas, and sales enablement.


Topic: Revenue (Sales) Operations

Ensure your revenue (sales) operations function has a healthy heart and a well-functioning brain to drive sales force results and revenue growth. Participants gained valuable best practices that can be applied immediately.


Topic: Solving the Complexities of a Solution-Selling Model

The highest-performing manufacturers and distributors are instilling a culture of collaboration between marketing, sales and service team members to build solutions with expanded upsell and cross-sell opportunities identified throughout the buyer journey. Participants discussed how to better manage this cross-functional cultural disruption and the acceleration of solution selling-driven technical advancements, such as IoT and selling “X” as a Service.


Topic: The Rise of the CRO Culture

94% of B2B sales involve digital interaction in which customers self-educate on your product before talking to your sales reps. Managing these new buyer journey dynamics is becoming “mission-critical” to avoid quickly losing customers and share. Leaders are realizing the need to coordinate their marketing, sales and service silos under one owner – the Chief Revenue Officer.

To request a complimentary briefing from the recent roundtables for any of our topics, please complete the form.

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