Complete Story
10/31/2022
045. The Real World of Distributor Sales Transformation
Instructor: J. Michael Marks
Level of Complexity: Intermediate
8:00 AM - 9:30 AM
This workshop is focused on how to improve both the efficiency and effectiveness of a distributor’s selling efforts. It is easy to describe and hard to do, so the session focuses on specific practices from over 100 distributors that have gone down this path where some have been on it for ten years. Mike will share specifics and name several distributors who are recognized in the field as leaders, both small and large. The session will cover how marketing takes over the front end of the sales pipeline, the specialization of selling roles that separate market making from market serving, the specialization of incentive practices, how to get a CRM to actually work, and how to build a practical light touch sales Management (Incl HR) (Incl HR) and coaching process.
Bookstore
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
