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041. Innovation Best Practices: Making the Leap Forward for a Distributor

Instructor: J. Michael Marks

Level of Complexity: Intermediate
1:00 PM - 4:30 PM

Many distributors have decided it is time to get ahead of all the increasing industry disruptions. Those that have already started their change process often get stuck in pilot purgatory. This workshop will cover the diagnostics a distributor can use to get the change sequence right, so each investment produces returns to fund the next steps. It will explore the science and discipline of making a business model transition providing an overview of the six interconnected disciplines: capital structure, value propositions, go-to-market models, organizational structure (roles and incentives), technology and tactics, and management cadence rhythms. Once you understand the diagnostic tools, Change Management is next. Each diagnostic area will include a list of research links for participants to acquire additional insights.

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Emotional Intelligence for Sales Success

Colleen Stanley

Cs Emotional Intelligence Sales Success Cover

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.

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