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
The Credit Overlord's Guide to Credit & Collections
Thea Dudley
Being responsible for the credit and collections function in the construction industry is never any little kid's dream. But somebody's got to do it.
In The Credit Overlord's Guide to Credit & Collections, Thea Dudley presents an honest, open, and often hilarious account of her journey through opening contractors with credit lines, collecting, or chasing the payments, managing sales reps, teams and bosses.
Dudley shares her insights into succeeding in keeping your business cash flow moving while still salvaging the customer. She offers practical advice for protecting and collecting your money — written in plain, straightforward language that helps connects the dots. This is a must-read guide for anyone in the construction and building material industry.
