Category: ebooks

eBooks

Driving Expansion Sales for Recurring Revenue & Cloud Models
Companies often are very good at describing their revenue growth strategy. XaaS growth strategies typically center around four drivers of growth.

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eBooks

How Productive Is Your Sales Force?
In a recent webinar, AGI shared the 10 most common productivity drains and five steps that every sales leader should do to measure and improve sales ROI.

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eBooks

Technology – Engaging Partners for Cloud Business
Cloud companies are utilizing referral partners and integrated app ecosystems as key to growth, retention and cross-selling. This eBook answers how your company can help new partner transitions.

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eBooks

Technology – Move the Needle with Sales Comp Solutions: Pure Play Xaas
Pure play Xaas companies may differentiate roles and responsibilities based on land, expand, adopt and renewal revenue motions. This eBook answers how pure plays are ensuring sales compensation alignment.

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eBooks

Technology – Moving the Needle with Sales Compensation Solutions: Hybrid Tech
The right Cloud sales compensation solution depends on strategic/financial goals, product lifecycle, job role and cloud focus vis-à-vis other initiatives. This eBook shares best practices in sales compensation alignment for your company.

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eBooks

Technology – Shift Away From IT-Centric Hunting
New buyers in the tech industry seek to solve business problems and tend to view technology as an asset rather than a cost. Companies must address the new buyer ecosystem and create a winning revenue model.

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eBooks

Media Practice Overview
Media executives are expected to deliver revenue growth in a changing sales environment. The Alexander Group Media practice leaders can show you how to align your resources and position your organization for greater success.

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eBooks

Manufacturing Practice Overview
Manufacturing executives are expected to deliver differentiated revenue growth in a rapidly changing sales environment. The Alexander Group Manufacturing practice leaders can show you how to align your resources and position your organization for greater success.

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eBooks

Closing the Sale: Activate Your Sales Force Through More Compelling Value Propositions
Value Propositions are not "one size fits all". The Alexander Group viewpoint is to customize your messaging based on the revenue motion needed by your unique customer segments.

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eBooks

Medical Device Practice Overview
Medical device executives are expected to deliver revenue growth in a complex and changing sales environment. The AGI Medical Device practice leaders can show you how to align your resources and position your organization for greater success.

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eBooks

Medical Device Go-To-Customer Benchmarking Key Findings
Our industry study of 50+ leading medical device companies encompassed research that includes: go-to-customer structure, emerging marketing, sales and service jobs, productivity, costs and sales compensation.

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eBooks

Sales Quotas: Selecting the Right Allocation Methodology
In a webinar, the AGI reviewed the allocation methodologies that are in use and answered why quotas are so important.

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eBooks

EMEA: Does Your Sales Compensation Program Work?
Is your company's sales compensation working? Do you know the global trends for sales compensation? Find the answer to both questions in this previously recorded webinar.

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eBooks

Does Your Sales Compensation Program Work?
Learn if it's time for your company to redesign to maximize your sales compensation dollar.

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eBooks

Indirect Channels Study Participant Readout
The Alexander Group and its clients executed this study to understand how industry trends are affecting indirect channel go-to-market strategies.

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eBooks

How to Set Effective Quotas as New Products and Services Are Introduced
From our recent webinar, AGI answers the question: why are Sales Quotas important?

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eBooks

2016 Life Sciences Sales Trends Report
Life Sciences Sales Leader – Your world is changing, are you ready?

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eBooks

2015 Medical Products Sales Strategy Executive Summary
This summary presents findings from the 2015 Alexander Group Medical Products Survey including key industry sales trends and benchmarking.

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eBooks

Health Care Channel Management Optimization
This is an example of channel diagnostics and the role deployment process, including the three step process taken.

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eBooks

DOs and DON’Ts of sales quota allocation and adjustments
This webinar reviews the dos and don’ts of sales quota adjustments, including allocation and mid-performance period quota changes.

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eBooks

Europe: Driving Top-Line Growth
This summary from a European briefing includes action steps for EMEA Revenue Leaders, levers for driving top-line growth, and buying behaviors and market complexities.

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eBooks

Territory Design Best Practices
Sizing and deployment matters because it can maximize profit contributed by your sales organization.

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eBooks

Manufacturing: The Rise of Complex Selling Models
Findings from the Alexander Group's Manufacturing Sales Strategy Survey include key trends in the industry and responds from top manufacturing leaders.

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eBooks

Setting Sales Quotas with New Measures
This eBook focuses on how to diagnose sales quota issues, set quotas with new measures, and how AGI can assist.

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eBooks

Five Red Flags of Sales Utilization
The best way to diagnose and improve utilization is to use the right measurement approach and framework for decision making.

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eBooks

Insight-Led Selling and the Critical Role of Sales Operations eBook
This 2014 Chief Sales Executive Operations Forum provided three top functions of the sales operations role to deliver impressive results.

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eBooks

Ramping a Successful Cloud Sales Team
An eBook on how to adapt to changes in cloud sales to ramp up sales productivity and increase overall success.

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eBooks

Cloud Channels
This eBook discusses how indirect channels differ in cloud sales organizations based on the session at the 2014 Cloud Symposium.

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eBooks

Cloud Quotas
This eBook discusses quota setting and compensation in a mixed revenue world based on the session at the 2014 Cloud Symposium.

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eBooks

Back to the Future – Cloud Revenue Comp Models
A discussion on recurring revenue compensation models in cloud sales based on the session at the 2014 Cloud Symposium.

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eBooks

Cloud Metrics
This eBook discusses cloud metrics and what you should be measuring in your cloud compensation plan.

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eBooks

Cloud Sales Rules of the Road
This eBook discusses complex sales crediting and solving associated challenges within cloud sales.

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eBooks

Evolving Cloud Sales Role
This eBook discusses the evolving cloud sales role through hunters, farmers and hybrid positions based on the session at the 2014 Cloud Symposium.

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eBooks

Cloud Sales – A Cut Above: Segmentation
This eBook discusses segmentation for cloud companies based on the session at the 2014 Cloud Symposium.

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eBooks

Cloud Symposium – Executive Summary
This eBook discusses sales effectiveness in the cloud sector: job design & sales comp based on the session at the 2014 Cloud Symposium.

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eBooks

Private Equity Sales Challenges
Does your portfolio company’s sales force support your investment strategy?

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eBooks

Is Your Sales Compensation Program Set Up for Success?
This eBook is an excerpt from a comprehensive sales compensation program management briefing for mature companies.

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eBooks

Technology is Disrupting the Legacy Manufacturing Sales Model
This eBook is an excerpt for sales executives about the manufacturing industry sales team evolution and sales coverage trends.

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eBooks

Health Insurance at a Crossroads – Sales Strategies for Success
This summary comes from our comprehensive health insurance sales strategy study that provides key insights on sales model evolution.

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eBooks

Winning In The Value Segment
Learn more on the insights from the 2013 Chief Sales Executive Forum.

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eBooks

Sales Growth Strategy – Winning in the Value Segment
The 2013 Chief Sales Executive Forum taught executives how much they are expected to grow, where to find growth, and how to get it.

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eBooks

Sales Analytics – Understanding & Improving Sales Asset Utilization
What is the utilization rate of your sales assets? How does your sales force compare?

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eBooks

Services Led Technology Sales
What is services-led selling and how does it differ from solution selling?

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eBooks

Sales Quotas – Diagnostics and Solutions
Why are sales quotas important? Companies often get it wrong... at a cost.

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eBooks

Channel Sales – Are you Getting the Most From Your Partners
Are your channel partners driving growth & providing the expected level of customer service? Optimize channel partner incentive programs.

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eBooks

Sales Jobs, Metrics and Compensation in the Age of Value Selling
Without superior sales value creation outcomes, sales results have suboptimal economic value to the company.

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eBooks

2013 Digital Advertising Study
This eBook is a call-to-action for the 2013 Alexander Group's Digital Advertising Study.

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eBooks

Life Sciences 2.0 – The Science Of Selling
Life sciences leaders must transform sales models while optimizing sales investment ROI.

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eBooks

The Growth of Cloud – What Does it Mean For your Sales Team
Is this really a game changer for high tech? Learn what challenges your sales force will face and what actions you need to take.

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eBooks

The Power of Playbooks – Execute your Vision
Sales executives often lack the ability to execute their vision for the new go-to-market strategy. Playbooks enable their vision to reality.

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eBooks

Media Advertising Sales – Transforming Your Sales Model to the New Realities
AGI explores how to create agile coverage and incentive models that add value for customers while growing sales.

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eBooks

Focusing Your Sales Force on Customer Value
This eBook summarizes the discussion of various industry senior leaders on how customers perceive sales value-added.

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eBooks

Bold Moves In The Pursuit Of Growth
The 2012 Chief Sales Executive Regional Forum events explored the theme of new rules | bold solutions: a new role for sales.

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eBooks

You Can No Longer Afford Your Legacy Sales Model
To win in the medical sales marketplace, leaders are expected to deliver growth in an increasingly complex and changing sales environment.

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eBooks

The Pharmaceutical Sales Force of The Future
Industry consolidation and new customer call points are creating new rules and challenging traditional sales roles for pharma companies.

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eBooks

5 Strategies To Manage Seller Bandwidth
How sellers stay within their bandwidth in an age defined by leaner support, increasing complexity, and information overload.

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eBooks

5 Strategies For Profitable Growth In 2012
Alexander Group makes some recommendations for readying your sales organization for 2012.

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eBooks

Executive Summary – 2011 Cloud Coverage And Compensation Study
A collection of findings from the 2011 Cloud Coverage & Compensation Study, including 20 cloud computing solution providers from a range of industries.

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