In the first half of 2017, Alexander Group (AGI) convened six Summits attended by over 50 top sales and marketing executives from multiple industries, including technology, media, medical, manufacturing and business services.
Across the Summits we identified six prerequisites for excellence in the land and expand growth strategy. This executive summary provides observations offered by Summit executives detailing each of these prerequisites.
- Sales Growth Strategy
- Gain Access to New Buyers
- Help the Customer Serve Their Customers
- Make Sales Coverage More Agile
- Center the Marketing/Sales Partnership Around the Pipeline
- Shift Where Sellers Spend Time
- Create a Win-Right-Now Culture
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