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How to build an integrated and fluid sales channel

The economics of distribution sales have changed. Revenue disruption, digital competitors, customer defection, margin erosion and more are challenging even the best sales organizations today. Join us as we examine the new roles and specific traits of inside sales as part of a stronger, integrated and fluid sales channel model based on analytics.

Key takeaways: 

  • What an integrated sales channel looks like in the modern commerce era
  • Key analytics to manage business growth
  • A sales behavioral selection model to build your future sales team
  • How to improve sales channel effectiveness with machine learning and opportunity detection tools
  • How to define your return on sales investment – and how to improve it
Sponsored by:


Mark Peck
Founder/CEO, Apexx Group LLC

Mark is the founder and CEO of Apexx Group LLC, a leading BTB marketing and sales firm focused on helping its client drive breakthrough revenue growth. In his 35 years of management consulting experience, he has worked with hundreds of companies and has helped those clients generate billions of dollars of incremental revenue growth.

His client base has consisted of many large and mid-sized companies, including Corporate Express, Newark Electronics, Lawson Products, Hisco, Office Depot, Rockwell Automation, Industrial Controls, and Advance Auto Parts.

Mark pioneered IAM (integrated account management), a sales improvement tool adopted by hundreds of Fortune 500 corporations worldwide. In addition, he authored the book Integrated Account Management (AMACOM), and he has conducted CRM, strategic planning and business-to-business sales and marketing training programs and workshops across North America..

Richard Blatcher
Senior Industry Solutions Manager, PROS

Richard Blatcher, Senior Industry Solutions Manager at PROS, manages the global go-to-market strategy for PROS Automotive and Industrial Manufacturing solutions. He has over 25 years’ experience in the industry originally based in Europe moving to the US in 2010. He spent the first part of his career in publishing and direct marketing managing the delivery of marketing and sales enablement services to many manufacturing and automotive blue-chip enterprises. He has also held EMEA and Global Marketing roles for $2Bn+ software company Autodesk including being responsible for launches of market disrupting SaaS software solutions into the manufacturing market.

Thomas P. Gale, Modern Distribution Management

Thomas P. Gale - Moderating
CEO/Publisher, Modern Distribution Management (mdm.com)

Tom Gale is CEO of Modern Distribution Management (mdm.com), the most trusted resource for market intelligence and industry insight to wholesale distribution executives and industrial product marketers since 1967. Tom has guided MDM’s research on distribution management best practices, benchmarking and industry trends since 1992. He is the executive editor of the Distributor’s Guide to Analytics, published by MDM in 2015.

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