Setting ambitious goals is easy. Reaching them is 10X harder. When that goal is divided across multiple people, the track to success can get even longer. So how do you...
Is your company culture surviving the current crisis?
What is your revenue telling you about your company?
Alexander Group’s 2021 Sales Pulse Survey covers crucial sales and revenue leadership topics including: 2021 Sales/Revenue Growth Objectives & Strategies Projected Changes in Marketing, Sales and Service Expenses Projected Changes...
53% of high performing sales organizations according to McKinsey effectively use analytics to deliver growth, efficiency and effectiveness.
For technology companies, there are only two ways to grow a subscription business―you can either increase new Annual Recurring Revenue (ARR) or reduce churn, that’s it. What really matters is...
Sales forecasting is both an art and a science. Take a deep dive in how to forecast like a pro.
For us, the “deal” is about getting the PO. But for the customer it’s always about something bigger.
We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC, Churn, Retention, Bookings, Revenue, Quota...
Virtual selling is now a way of life.
The COVID-19 crisis revealed some unpleasant sales compensation challenges below the surface
How can we expect front line managers to coach, if they aren’t coached themselves?
We cannot understand our customers until we know the numbers our customers care about.
Successful distributors differentiate commercial service levels based on customer need and value.
Let’s get on with the job of increasing sales results.
The difference I think is trust. Micromanagement comes from the absence of trust. Deep problem solving, collaborative coaching sessions must be based on trust.
Today’s market dynamics are significantly affecting jobs focused on driving revenue growth, resulting in the need to update sales compensation plans.
Stay close to your customers and do right by your sales reps
The current environment presents revenue leaders with an exciting opportunity to accelerate change. Most revenue organizations, including downstream marketing, sales and service teams, have been forced to work remotely and...
More than 60 revenue and revenue operations technology leaders across the world came together at a recent Alexander Group virtual roundtable to share their experiences and expertise. This robust discussion...