Distribution Industry Analysis
How to Turn Inside Sales Reps Into Home-Run Hitters
November 30 @ 12:00 pm - 1:00 pm EST
Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs?
The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships.
Join your hosts Ian Heller and Jonathan Bein as they welcome Mark Peck on Nov. 30 to discuss the following core elements in highly successful inside sales programs.
Building and using a structured sales coverage model and plan
- Allocate your most valuable asset
- Apply the pareto principle
- Set expectations with inside sales staff
Managing with a systemic inside sales performance model
- Manage the elements of sales rep performance that drive revenue performance
- Develop an understanding of individual sales staff strengths and weaknesses
- Use the performance model to coach to achievement of high sales goals
Join us on Nov. 30 at 9 PT/ 12 ET to learn how these two business models can help drive superior execution in your inside sales program.
DSG Technology Panel: An Executive Perspective on eCommerce
December 7 @ 12:00 pm - 1:00 pm EST
Distribution Strategy Group is excited to bring you this panel on ecommerce technology on Wednesday, December 7 at 9 PT/12 ET.
As ecommerce continues to be a substantial part of companies’ business strategies, we will talk with top ecommerce executives in the industry. They’ll share how they are using ecommerce. We’ll also discuss what manufacturers are looking for in their distributors when it comes to ecommerce, challenges distributors face and how they have solved them, and how they’re measuring ROI.
- Steven Javor Global E-commerce Director of Schneider Electrics Energy Management Division
- Justus Eggers, Vice President and General Manager of the Americas, at Hoffman Group
- Coburn Flannery, Director of E-Business.
The Secrets to Driving Growth in 2023, featuring Tony Harris of THINC B2B
December 14 @ 12:00 pm - 1:00 pm EST
Tony Harris, founder of THINC B2B, brings his energy and passion for growth to the Wholesale Change Show on Dec. 14 at 9 PT/12 ET.
He’ll hold nothing back in his conversation with hosts Ian Heller and Jonathan Bein on how and why distributors need to realign business intelligence, sales and marketing, finance and IT to drive growth in 2023. He’s a highly regarded CEO coach, senior executive mentor and thought leader.
He’s also the author of “FADS Marketing: Food, Alcohol, Drugs, Sex and the New Marketing World Order.” His career includes providing executive counsel to some of the most recognized global brands. Harris also advises for private equity firms, investment firms, family offices, and venture capital entities, evaluating and preparing recommendations on the viability of potential acquisitions, divestitures and roll-ups.