Distributors are under pressure to deliver more value, faster. Yet many are still relying on outdated sales processes, inconsistent use of technology, and manual tools that limit growth.

In this best practice study, long-time distribution sales expert Brian Gardner shares insights from decades in the field to uncover what’s really holding sales teams back, and what the most forward-thinking distributors are doing to improve.

You’ll discover:

• Why distributors are often behind in process and tech, and what to do about it.
• The real competitive edge in sales (hint: it’s not just product knowledge).
• How to conduct a simple audit of your sales cycle to identify high-impact gaps.
• A step-by-step path to adopting CRM the right way.
• Best practices for data, process alignment, and change management.
• How to position CRM as a team-wide solution, not just a system.

Whether your team is struggling to adopt technology, or you’re looking to level up sales performance, this session delivers the clarity and actionable strategies you need to build a scalable, repeatable sales process.