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10/31/2022

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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Value-Added Selling (4th Edition)

Paul Reilly & Tom Reilly

Value Added Book

“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.

 

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