Integrating Field Sales, Telephone-Based Sales and Customer Service
Distributors need dedicated account managers to reach out to customers over the phone, not just a customer service department to answer the phone when a customer calls.
This is the second of three webinars on the Reinvention of Distributor Sales and Service. You’ll learn the value of and process for creating a team of professional account managers who work proactively over the phone. In this webinar, you’ll hear the compelling economic case for an integrated sales model, including:
- How an integrated sales model improves distributor lifecycle performance
- The typical obstacles preventing a distributor from adopting an integrated sales model
- Segmenting and grading customers
- How an integrated sales model improves your market and customer coverage
- Adjusting your coverage plan based upon customer worth
- The importance of account and territory planning
This webinar is part of a three-part series, in which we are guiding distributors to build a stronger sales function and align it more tightly with a more focused customer service capability. The result: a better return on their investments in these crucial roles.
Dean Mueller is Independent Consultant at Distribution Strategy Group. He has more than 30 years of experience in sales and marketing and helps distributors build holistic digital strategies that drive a significant shift to online sales, improve profitability and grow customer satisfaction. Take your digital strategy to the next level. Contact Dean at dmueller@distributionstrategy.com.