Access Now - MDM Live: Next Steps for the New Normal Sales Team

Written by Mike Marks on Friday, 29 May 2020. Posted in Webinars

Distributor Response to COVID 19 May29Tom Gale of MDM and Mike Marks of IRCG host a special one-hour edition of MDM LIVE. Join us to learn the latest intel on how distributors are creating competitive advantages amid the shift from face-to-face to low-touch sales engagement. 

We’re all navigating a “new normal” these days. While there are no flashy case studies or confirmed best practices, there are enough innovations and pivots to share. We have compiled them for this week's special episode of MDM LIVE.

In this episode, you’ll get insights on how leading organizations are:

  • Transitioning the sales team to remote selling
  • Resetting roles for outside/inside/customer service teams
  • Building a more digitally enabled sales force
  • Addressing sticky sales comp challenges
  • Leveraging analytics to focus selling efforts

Watch on demand now.

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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