Complete Story
10/15/2020
041. Facing the Forces of Change in Distribution
Instructor: Mike Marks
Wednesday, March 17, 2021, 8:00 – 9:30 a.m.
The pandemic has accelerated many of the industry forces already in play for distribution. Mike will share innovative and best practices from those distributors who are ahead of the disruptions. Change creates opportunities for those firms not hostage to their own history. The course will include specific change management processes for both small and large firms along with multiple links to support further participant research. It will share several insights from the new NAW study, Facing the Forces of Change: Innovate to Dominate by Mark Dancer, another of the NAW Research Fellows.
J. Michael Marks
Michael is a dynamic speaker, popular business author, and both an NAW Research Fellow and the Managing Partner of the Indian River Consulting Group. The boutique firm has worked with distributors of all sizes up to those over $40 billion in revenue per year. Mike sits on the boards of several distributors and provides arbitration and expert witness services for manufacturers and distributors in contract disputes.
Bookstore
Emotional Intelligence for Sales Success
Colleen Stanley
In Emotional Intelligence for Sales Success, you'll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more.
Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance - and your success.