Complete Story
 

12/04/2023

041. Leveraging Big Data and Analytics in Distribution (afternoon)

Instructor: J. Michael Marks

Level of Complexity: Intermediate
1:30 PM - 4:30 PM

Distribution has grown and evolved upon a foundation of industry experience and the tacit knowledge in the heads of distribution staff. This foundation has been the basis for decision making and resource allocations for years. Over the past ten years the costs to create big data have dropped significantly along with an explosion of new tools to make it available to even a small distribution business. The core concept is that having better uncovers patterns that can significantly improve how a distributor allocates their resources to both opportunities and threats. Given that competitive intensity in only going to increase going forward the ability to be more effective lowers costs improving profits. If practice getting the data and the technology tools are often the easiest parts. There are always challenges with change, many are challenged to understand the linkage of actions to results, and it represents the death of data free discussions. The session will examine alternatives to create these capabilities, how to fit the function into a distributor organization structure and how to balance outsourcing some capabilities with building internal ones.

Many distributors have invested and developed some big data capabilities but have failed to translate these efforts into commercial results. Participants will learn about the traps to avoid and how to prepare the organization to actually use the new insights. The session will provide several specific examples of what excellent looks like for a distributor.

Printer-Friendly Version


Bookstore

Selling Through Tough Times

Paul Reilly

As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?

Paul Reilly explaPicture2ins it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.

While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.

Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.

Buy Now

 

Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.