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12/03/2023

007. How to Digitally Transform to Track KPIs for Distributors (morning)

Instructor: Ken Novak

Level of Complexity: Foundational 
10:15 AM - 12:30 PM

Transformation is more than an eCommerce or IT project. It is literally changing the internal processes of employees by mirroring the process (and matching the expectations) of your customers. It is shifting the mindset of every function within the organization and "That is how we have always done it" is no longer good enough. It is no longer good enough because you are in the middle of a generational shift. The primary buying motion of thumbing through print catalogs with tech specs and part number tables is not how Gen X/Y and Millennials shop. Your customers’ digital standards are defined by their B2C experiences. Join me at this session to learn how to transform and how to measure the success of it. This session will help you measure return by tracking top-line growth and operating cost expense via digital.

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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 explaPicture2ins 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.

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Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.