Best Practices in CRM – Now and in the Future

Available on-demand

In this webinar, Mike Marks, Founding Partner of Indian River Consulting Group, relies on his experience working with dozens of leading distributors to talk about how to successfully implement CRM and how this will evolve in the future. He uses examples and define best practices to help you understand how CRM can benefit you today and what you must do to ensure you continue to gain benefits from this technology going forward.  

The proper use of data can create a powerful coaching tool for sales managers. The real power of a deployed CRM is the creation of a light touch but formal performance improvement loop. The idea is that a plan for the month is developed and at the end of the month both activities and results are examined to identify performance improvement actions for the subsequent month. In many cases, the sales managers need to develop some process-driven coaching skills. AI tools are also creating significant leverage for today’s sales manager. The long-term sales performance impact of a CRM improves on the same principle of compound interest. 

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Mike Marks
Founding Partner, Indian River Consulting Group

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. His narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural and healthcare.


Jonathan Bein,

Managing Partner, Distribution Strategy Group

Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.