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We sat down with Rachel Parrinello, principal at Alexander Group, a GTM consulting firm. Rachel joined the firm in 1999 and has spent decades helping organizations navigate shifts in sales compensation, revenue strategy, and GTM planning.
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In this conversation, Marc shares what it really takes to navigate comp during unpredictable times — building trust through transparency, advocating for automation, and influencing senior leadership with data-backed recommendations and cross-functional insight.
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