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We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.
More distributors are taking a rapid and growing interest in sales transformation and rethinking how they enable their sales teams to perform.