Tom Gale, Author at Modern Distribution Management - Page 2 of 28

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Posts By Tom Gale
Building of the Amazon lo
Mike Marks and Tom Gale examine a California lawsuit against Amazon, the broader trade practices at play for distributors and the broader issues for how distributors can differentiate with stronger value propositions.
Sales Hybrid Mike Marks Maria Boulden
In this week’s MDM Podcast, Gartner’s Maria Boulden, Mike Marks of Indian River Consulting Group and Tom Gale tackle all things sales transformation: Massive shifts in customer buying behavior, digital-first go-to-market strategy, supplier partnerships and the new sales skills needed to compete, including situational awareness, data literacy and digital dexterity.
Distribution leaders have played a mostly reactive role as conduits for products and services — but more are now taking on proactive approaches as facilitators and value creators. In a new MDM podcast, Tom Gale and Dirk Beveridge talk about how evolving leadership dynamics are changing the industry.
In this week’s MDM Podcast, Walter SVP Chester Collier shares four decades of international sales management and business development experience across industrial distribution channels. We discuss the current state of channel dynamics and how sales management has — and has not — evolved in the face of rapid change the past few years.
In this week's MDM podcast, Walter SVP Chester Collier shares four decades of international sales management and business development experience across industrial distribution channels. We discuss the current state of channel dynamics and how sales management has — and has not — evolved in the face of rapid change the past few years.
How Pricing and Inventory Are Shaping 2022
John Gunderson has one of the most extensive networks across distribution verticals, including electrical, datacom, general-line MRO and construction supplies. In a new podcast, we discuss how 2022 might shape the ways executive teams manage inventory, pricing, margin expansion and digital.

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