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10/11/2019

051 AI, Marketplaces and Millennials: Handling Distribution Disruption

Presenter: Ian Heller

Date: Wednesday, March 11, 2020

Time: 1:00-4:30 pm

Level of Complexity
: Advanced

Course Description:  We’ll investigate three, interrelated, macro trends that are fundamentally transforming the distribution marketplace, learn how they will affect individual firms, and explore how industry leaders should respond: The Rise of Millennials; The Rise of Artificial Intelligence; and The Rise of Marketplaces.

Learning Objectives:

  • Explore how marketplaces make money
  • Explain how risks evolve over time
  • Properly frame tough strategic decisions in a new competitive environment

headshotIan Heller

Ian has been the President and COO of Modern Distribution Management since 2017. For more than 50 years, MDM has been a source of thought leadership, news and data for the wholesale distribution industry.

Previously, Ian served in executive roles in e-commerce and marketing at HD Supply - Construction and Industrial, Corporate Express, Newark Electronics, GE Capital Rail and Grainger. Ian was also the founder and Senior Partner at Real Results Marketing.

Ian holds an MBA from the Kellogg School of Management at Northwestern University.

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Coaching for Sales Success

Tom Reilly

photoCoaching for Sales Success provides sales managers with a model for building the value added sales culture. As they read this book, they learn to think, plan, and execute strategically.

This book begins with a culture-building exercise to help sales managers develop a core focus. Each chapter builds on the previous chapter, as it helps sales managers construct a value added sales management infrastructure around this core focus.

By the time sales managers complete reading this book, they will have completed a strategic planning exercise to guide their sales organizations to success. The last section in this book offers sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling.

These are the main topics in this book:

* Create the value added sales culture
* Hire the right people
* Set goals that motivate
* Train your salespeople for success
* Pay for performance
* Motivate your salespeople
* Coach your salespeople to success
* Coach your team to succeed

 

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