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Sales & Marketing

3 Ways to Rethink the Sales Model

Industry leaders share how distributors can transform their sales processes.

August 24, 2021

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Distribution is at an inflection point, and industry executives are debating how to become more digital. We dig into three areas — sales transformation, marketplaces and pricing — to better understand how companies should proceed.
  • Distributors have plenty of pain points when it comes to revamping their sales model, but Mark Dancer outlines three means for overcoming them.
  • An “inside-out” sales model worked for Gustave A. Larson Co.; the company’s VP of sales and marketing, Matt Wisniewski, explains how. 

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