Today’s buyers are highly educated. They can easily manage their transactions online. They demand sellers who add value and mitigate risk. Today’s buyers value more than just a transaction. They value what the transaction enables them to achieve.

The traditional sales management challenge is no longer one of building an organization that is focused on making calls and closing deals. Today’s mission requires leadership across the entire buyer journey–before, during and after the sale. Marketing, sales and service must work seamlessly to leverage all the elements of the new revenue growth equation, including the prioritization of revenue segments, creation of powerful value propositions, customer targeting and coverage optimization.

This changing landscape presents new opportunities for executives able to recognize the evolving needs of their customers, assess the organization’s capability to meet those customer needs and adopt new sales tactics. Sales leaders must push beyond traditional boundaries and transform to revenue leadership. This transformation requires both cultural and organizational change to:

  • Orchestrate resources and strategy across all three function areas
  • Cultivate a fluid cycle of ideas, execution and learning
  • Harvest best practices and find new ways to deliver value

Revenue leaders partner with marketing to uncover customer needs and connect them with company capabilities, lead bold new coverage initiatives that integrate digital technology and help the service function become a success engine that delivers customer results.

This unprecedented transformation of sales leadership informed the 2018 Chief Sales Executive Forum theme: Rise of the Revenue Leader.

Alexander Group’s 2018 Chief Sales Executive Forums bring together two events that are the best sources for new ideas, strategies, insights and tactics to help executives take charge of 2019 revenue growth.The Operations Forum on June 4-5 in Chicago explores how sales and commercial operations equip the sales function, broaden their influence and take charge of the revenue growth mandate. This year’s agenda features keynote presentations, executive panels and interactive roundtable discussions focused on how today’s world-class sales operations teams are actively contributing to the revenue growth equation.

The Annual Forum on November 7-9 in Naples, FL explores why sales leadership decisions have become more critical than ever. The pressure to grow, manage costs, stay ahead of the competition and navigate technological upheaval is accelerating like never before. Industry leaders will showcase new ideas and practical takeaways on how revenue leaders can influence, even lead the charge for revenue growth in their organization.

Read more about the 2018 CSE Forum Series and join hundreds of other revenue-focused executives at these exclusive events. Make 2018 the year you rise to the challenge and become tomorrow’s revenue leader, today.


Insight type: Article

Industry: Cross-Industry

Role: C-Suite, Sales and Marketing Leadership

Topic: Events, Revenue Growth

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