B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must have.GET PODCAST UPDATES
We welcome distribution guru Ian Heller of Distribution Strategy Group and The Wholesale Change Show on for his first B2B Reimagined appearance. The topic du jour is distribution sales: how the game has changed, how sales teams must evolve to win digitally and why good old-fashioned relationship selling will never be fully replaced.
Join us for a spirited conversation that covers:
- Changing sales strategies and culture within wholesale distribution
- The delineation between digital “shopping” and “buying” and why reps must shepherd both
- How operations, marketing and pricing teams can equip sellers to succeed
- Predictions on the future of distribution sales …and much more
*UPDATE: Our joint webinar with Ian and Distribution Strategy Group has been moved to August 3. Bookmark www.zilliant.com/events to reserve your spot when registration opens.
We all know distribution channels are changing. I'll hear distributors complain about, 'Hey, my manufacturers are selling direct.' Well, if they are, maybe they don't see enough value in the work that you're doing for them. But the underlying lesson is that the roles of the participants in the supply chain are changing. So if the manufacturer feels like they need to do some of the distribution, maybe there are things that you should do that you haven't normally done.