Techniques in Navigating Revenue Leadership Careers

The pandemic has forced dramatic change into so many aspects of business, and certainly into revenue leadership. As a new CEO, Bruce Dahlgren shares his thoughts on organizing and leading the revenue function during the pandemic and positioning for the post-pandemic world. Through his 3+ decade career from VP to CEO, Bruce has created techniques to effectively navigate a revenue-focused career.

This is a preview of his roundtable session at the Executive Forum on November 19 and his keynote panel session on The Journey of Revenue Leaders to the C-Suite. 



Transform to a Customer-Centric World

Rajat Mishra, SVP of CX strategy, portfolio and partners at Cisco, shared what his company is doing to drive the customer experience in a customer-centric landscape. This preview of his Executive Forum Keynote revealed some insights on how Cisco is harmonizing sales and service to transform the customer journey and deliver the results that matter most to customers.



Digital Summit Series Highlights

With insights from over 35 senior revenue leaders, these preliminary highlights from the Alexander Group Digital Summit series address three guidelines that an executive can use to consider digital:

  • What is digital?
  • Why does it matter?
  • What should be next?



From Sales to Revenue: New Motions Needed

Digital technologies and the internet have driven a totally different buying process from a customer perspective. Warren Stone, senior vice president of Research and Applied Solutions of North America for MilliporeSigma, speaks about how companies have to adapt. First, you must understand the new buying process. Then, adjust your selling process in accordance with that buying process.

Listen to the full interview here:



Evolution of the Customer Buying Journey

Technology is rapidly transforming the sales function. Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, recent chief operating officer of SAP North America, discuss the evolution of the customer buying journey in the digital era and how technology can empower organizations to drive better outcomes.

Listen to the full interview here:



Transforming a 125-Year-Old Company Into the Digital Age

125-year-old industrial leader General Electric is now a digital company. Cate Gutowski, formerly of GE Digital, shares how GE transformed the sales organization with new digital technologies, changed the way the company operates and learned from its mistakes to make a bigger difference for their customers.

Listen to the full interview here:



Focus on Seamless Care

Joe Robinson, senior VP Health Systems Solutions Philips North America, speaks about how Philips is now re-shaping culture, building a solution-centric organization, developing talent, and aligning internal processes WITH A FOCUS ON SEAMLESS CARE.

Listen to the full interview here:



Differentiate Sales and Marketing

Bill Taylor, best-selling author and founder of Fast Company magazine, discusses how sales and marketing organizations differentiate themselves. This interview includes insights from Bill’s best-selling book – Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways.



The Changing Customer Contract and the Role of the CRO

Gary Tubridy, Sr. VP of Alexander Group, provides a glimpse of the upcoming discussion at the Executive Forum around the role of the Chief Revenue Officer. Based on interviews with some of the panelists, he examines the rationale for adding the CRO position and how CROs can be a catalyst of change for a sales organization.

Learn more about Alexander Group’s upcoming events.




Insight type: Podcast

Industry: Cross-Industry

Role: C-Suite, Sales and Marketing Leadership

Topic: Events, Leadership

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