Case Study: a medical device company achieves +20% enterprise contract wins with Alexander Group sales playbooks

Leading Medical Device Company boosts enterprise contract wins by 20% with Alexander Group

Facing an increasingly complex selling environment, a leading medical device company commissioned a global initiative to develop a new enterprise account selling model. The challenge was to effectively implement and communicate this new model, as the rules of engagement among various sales roles were unclear. The Alexander Group was engaged to help address this challenge.

The Alexander Group worked with the client to develop two comprehensive sales execution playbooks. These documents provided global consistency by highlighting key roles, engagement rules, and responsibilities across the sales process. As a result, enterprise contract wins in the first two years of the new selling model beat expectations by +20%.