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Bold Moves For Sales Growth
 

Bold Moves For Sales Growth

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The Alexander Group’s 2012 Chief Sales Executive Regional Forum events explored the theme of New Rules | Bold Solutions: A New Role for Sales. This presentation is an excerpt from the summary of key ...

The Alexander Group’s 2012 Chief Sales Executive Regional Forum events explored the theme of New Rules | Bold Solutions: A New Role for Sales. This presentation is an excerpt from the summary of key findings from these events.

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    Bold Moves For Sales Growth Bold Moves For Sales Growth Presentation Transcript

    • Bold Moves In The Pursuit of Growth:A Summary of Key Findings From Alexander Group’s2012 Regional Forums Atlanta | Chicago | San Francisco | Scottsdale | Stamford
    • Today’s Situation• Persistent economic headwinds• Sophisticated customers demanding more value• Companies making bold moves to grow – New products – New services – Acquisitions The sales function must anticipate and match these moves with its own form of boldness…. and in many cases must lead the charge 1© 2012 The Alexander Group, Inc.® File Name.pptx
    • Customer-Focused Sales Processes and ValueSelling Are Seen As the Keys to SuccessAt the highest growth companies, customer-focused salesprocesses and value selling are seen as the keys to success. Source: 2012 AGI Sales Pulse Survey 2© 2012 The Alexander Group, Inc.® File Name.pptx
    • Executive Observation 1:Execution of Multiple Sales Modes Is Central To Delivering Value – in more and different ways. Envision High Relate Competitive Advantage Product Relative Cost Bundles Partner Solutions Show Teach Push less New differentiated Products & products Extensions Low Marginal Degree of Complexity and Risk Significant 3© 2012 The Alexander Group, Inc.® File Name.pptx
    • Executive Observation 2:Growth Will Also Depend On Re-Committing to “New” Customer Pursuit ConversionToo often, Sellinginsufficient time is Globalinvested pursuing High Acctsnew relationships to Penetrationconvert competitive Sellingaccounts orpenetrate current, Sales Potentialunder-served Majoraccounts while too Acctsmuch selling time isdevoted tomaintaining Maintenancerelationships at SMB Accts Sellingcurrent accountswith limitedpotential…not a Lowrecipe for growth. Low Current Sales High 4© 2012 The Alexander Group, Inc.® File Name.pptx
    • Seven Bold Actions to Build a SustainableSales Growth Engine Enrich their planning process Reach and influence new decision-makers Sharpen the ROI argument Build a deeper relationship with marketing Move rapidly to shift investment and balance coverage Inspire a “value centric” culture Engage field management 5© 2012 The Alexander Group, Inc.® File Name.pptx
    • Sign up Now for a full briefing on this material. Join us at The Breakers October 24-26th for the 2012 Chief Sales Executive Forum Keep the Conversation Going Join the Chief Sales Executive LinkedIn Group to discuss challenges facing sales leaders. Learn More About AGI Visit our website to find out why clients enjoy working with us. 6© 2012 The Alexander Group, Inc.® File Name.pptx