Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018. Posted in Sales Management, Webinars, Distribution

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, watch our free webinar: Restructuring Your Sales Team When Incorporating eCommerce.

Featured Speaker: Mike Marks, Managing Partner, Indian River Consulting Group

zilliant ircg

Indian River Consulting Group, together with Zilliant, share best practices on:

  • Approaches to how your sales teams should go to market
  • Equipping field sales teams with better information to have more productive conversations at the price and product level
  • The impact of shifting smaller/less potential customers to lower cost to serve channels for inside sales teams

Watch on Demand


About the Author

Mike Marks

Mike Marks

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.

He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Mike’s path to management in his early career was through increasing responsibilities in sales and sales management. He also completed a tour of duty as a manufacturer’s representative.

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