Watch Session 1 of this exclusive webinar with Barry Trailer, Managing Partner of CSO Insights. CSO Insights is a recognized, independent research firm that has been regularly featured in the Harvard Business Review, Business Week, Entrepreneur Magazine, the Wall Street Journal, Selling Power Magazine, Inc., CRM Magazine, etc. He will be sharing insights from their 2012 Sales Performance Optimization survey.
Part 1: Business Challenges Unique to Distribution Companies
Increasingly in today’s marketplace, how you sell is more important than what you sell. This is especially true for distributors who often are offering the exact same products. Are you viewed by your customers as a vendor, a preferred supplier, or a trusted partner? How effectively do your reps differentiate your firm’s offerings from your competitors? Are you maximizing your reps’ selling time or are they, as one distribution sales exec said, “selling by wandering around?”
Watch this first session for:
- Difference between front-office and back-office investments;
- Unrealized value of data locked up and inaccessible to your sales and customer support reps;
- Why relying on your sales reps to generate leads is expensive, inefficient and the hard road.
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by Beringer Associates