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Author: Ted Grossman

Ted Grossman is a principal at Alexander Group and a leader of the Technology practice. Ted has extensive experience in the areas of business strategy, business process re-engineering and organizational structure and design with a functional specialty in sales force and channel effectiveness. Ted’s industry background is extensive within the software, telecommunications and high tech manufacturing industries.

Alexander Group: The Evolution of Expansion Selling

B2B Reads, Sales, Startups, Top News November 25, 2020November 25, 2020 Ted Grossman

  Like a scene from Mad Men, the traditional selling model’s goal was to land ‘The Big One’, reaping one-time bookings while gearing up to land the next big account.  Enter the XaaS business model, replacing legacy selling with revenue continuity driven by the need to prove ongoing customer value. Sales, Marketing and Service must […]

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