Distribution Strategy Group

Free Download:
2021 State of Sales in Distribution
How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal

The pandemic fundamentally changed how distributor sales organizations went to market in 2020. The effects continue in 2021. Download this free report on the results of our 2021 State of Sales in Distribution survey to learn:

  • The makeup of distributor sales organizations
  • Distributors’ satisfaction with their organization’s effectiveness
  • The impact of COVID on how distributors are organizing and leveraging their sales forces
  • How well distributors are prospecting for new customers
  • Sales tools used by distributor organizations
  • What distributors look for when hiring new salespeople
  • How distributors can add value with proactive inside sales
  • How to build a sales force that can differentiate with consultative selling

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About the Author

Debbie Paul
Partner

Debbie Paul has a rich background in developing and growing revenue streams with inside sales and direct marketing. As VP of Contact Centers at Newark Electronics, Debbie created two call centers supporting inside sales, customer service, website support and product technical support.

She oversaw the growth of small- to medium-sized high-potential customers with results of over 10% growth year one of consolidation. Growth continued in subsequent years at a rate of 15 – 20%.