Podcasts:

Sales Analytics/ Benchmarking

Episode 7: Top Go-to-Customer Trends in the Medical Device Industry


Craig Ackerman, principal of the Alexander Group, shares in Episode 7 his perspective on how medical device companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment.

To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They’ve also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.

Learn more about the Medical Device Go-To-Customer Study.

 

Episode 6: Spec Sales in Manufacturing and Distribution Sectors


Manufacturing and distribution companies share a symbiotic relationship in how they attract and support customers. One topic that’s gaining traction is around spec sales. In Episiode 6, Matthew Rosenthal interviewed John Drosos and Andrew Horvath of the Alexander Group to get their perspectives on spec sales in manufacturing and distribution.

 

Episode 5: Sales Readiness Surveys: Best practices and effectiveness


Sales readiness surveys can provide insights to a range of topics that are not easily quantifiable, such as whether representatives think marketing effectively enables the sales force through quality value propositions, collateral and leads. In Episode 5, listen to learn more for best practices and effectiveness for your company.

 

Episode 4: Go-To-Customer Models in the Media Industry


In Episode 4, Alexander Group’s Matthew Rosenthal and Quang Do review data from the 2016 AGI Media Trends Survey and how go-to-customer models are changing in the media industry.

 

Episode 3: Changes in Distributors’ Go-To-Customer Models


Alexander Group’s Davis Giedt and Andrew Horvath discuss in Episode 3 how distributors’ go-to-customer models are being affected by recent trends, and what the industry leaders are doing to react to them. Learn more here about the 2016 Distributor Growth Study mentioned in this podcast.

 

Episode 2: Analytics in Action: A case study of a manufacturing company


Episode 2 – In the Analytics in Action series, the Alexander Group takes a look at a manufacturing company that needed to adapt it’s go-to-customer model in the face of an industry going through dramatic changes. As the manufacturing industry continues to transform, leading organizations are adapting their sales models to the increased demands of tomorrow’s customer

 

Episode 1: The Shifting Cost of Sales Rep Turnover:  A look at how new go-to-customer models impact turnover as software companies move to the cloud.


Episode 1 discusses the unexpected costs associated with sales rep turnover and how hybrid software companies are transitioning to the cloud. From the Alexander Group’s Benchmarking database, the data shows that on average businesses see a 10% drain on net new business due to this turnover. Listen to the conversation to learn how your business can produce better results during this transition and reduce rep turnover.

Learn more about the Alexander Group’s Sales Analytics and Benchmarking practices.