Distribution Strategy Group Webinar

State of Sales in Distribution, Part 1:
The New Normal of Selling, Post-Pandemic
March 24, 2021, 9 PT / Noon ET

The pandemic fundamentally changed how distributor sales organizations went to market in 2020. The effects continue in 2021. Join Distribution Strategy Group on Wednesday, March 24, at 9 PT / 12 ET for a first look at the results of the 2021 State of Sales in Distribution survey.

In the first part of this two-part webinar series, Debbie Paul and Ian Heller will look at the current state of sales in the industry, including:

  • The makeup of distributor sales organizations, including field sales, inside sales, customer service and technical specialists
  • Distributors’ satisfaction with their sales 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

Click here to watch on-demand >

Thank you to our sponsors:


Debbie Paul


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%.


Ian G. Heller

Founder & Senior Partner

Ian Heller is Founder & Senior Partner at Distribution Strategy Group, and has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. He has written and spoken extensively on the impact of digital disruption on distributors.