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Senior sales executives:

Gain actionable insights from recent roundtable discussions

 

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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