Digitizing Revenue Growth: Building Your Roadmap
In the era of all things digital–from industry 4.0 and AI to IoT across the enterprise–how does this transformation impact the sales organization?
New buyers require fluid omni-channel approaches. Much of the buying decision is already made before most manufacturers proactively engage with customers. Over 87 percent of recent Alexander Group manufacturing study participants indicated the need to deploy more complex sales models, while 82 percent necessitate an increased focus on portfolio-selling. Ongoing improvements in technology will continue to disrupt sales models.
So how can manufacturers adopt new sales practices to drive revenue growth? Alexander Group recently held an educational webinar hosted by manufacturing.net to provide solutions and practical insights that manufacturers can apply within their own organizations.
Specifically, at 7:20 in the webinar, Kyle Uebelhor discusses what it really means to be digital–using technology to engage the customer and enable selling.
For more information on how Alexander Group can help you with your organization’s digital transformation, please contact our manufacturing practice.
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About the Authors
Kyle Uebelhor is a principal in the Chicago office. He is a leader in the firm’s Manufacturing and Distribution practices. Kyle’s clients include leading companies throughout manufacturing and wholesale/distribution. By applying deep industry expertise and a pragmatic approach to each situation, he helps companies achieve their organic growth objectives. He brings nuanced perspective to the complexities of sizing the total available global market, delivering differentiated value, creating omnichannel designs, and motivating partners and the commercial team. Kyle frequently speaks on sales enablement topics. He has authored several articles and whitepapers including “The Power of Playbooks: Execute Your Vision” and most recently “Digitizing the Revenue Growth Model.”
Matt Greenstein is a principal based out of the New York office. He works with clients across technology, life sciences and healthcare. He has responsibility for leading the firms Life Science and Analytical Instrument and Digital Transformation practices. His areas of focus include large scale transformation and integration across all commercial functions–tactical marketing, sales and service. Matt has global consulting experience and is known for his fact-based, hypothesis-driven, problem-solving style.
