Complete Story
10/12/2021
041.The Modern Distributor: Digital Transformation
Presenter: Andrew Johnson
Level of Complexity: Intermediate
1:00 PM - 4:30 PM
Whether your company is looking at pulling the trigger on a new eCommerce platform, pivot toward virtual sales & remote service, or discussing grand ideas like Industry 4.0, too many industrial distributors are falling prey to the temptation to swing for the innovation fences, attempting to hit an innovation homerun, inevitably striking out. This homerun scenario rarely plays out. In reality it is a slow, intentional process of incremental innovations that lead to the big win. In this course learn how tackling bite-sized innovations, many times modifying existing infrastructure, can accomplish your major goals without swinging for the fences and investing in an entirely new system. This session will tackle the topic of innovation in practical terms with a discussion lead by a true practitioner with a desire to share his story and in so doing help other distributors find their way in the ever changing landscape. We will explore what a digital distributor looks like and how your company can tackle the Who, What, & How of digital transformation and implement today!
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
