Distribution Leaders Panel: How to Ensure Successful CRM Adoption to Drive Sales
In the third and final program in our series on the State of CRM in Distribution, Mike Marks, Founding Partner of Indian River Consulting Group, hosted a panel of distribution leaders to discuss their experiences with CRM, including what’s worked best – and, of course, lessons learned.
They shared what they wish they had known at the beginning of their CRM adoption cycle.
If you’re looking to adopt a new CRM solution – or make the most of your existing one – who better to learn from than your peers?
Watch on-demand now!
Thank you to our sponsors:
About our panelists:
VP of Sales & Marketing, Border States
Jason became the Executive Vice President of Sales and Marketing at Border States in 2018. For over 20 years prior, he held various positions of increasing responsibility at Border States including Product Manager, Account Manager, Regional Industrial Sales Manager, Vice President Sales and Vice President Northwest Region.
As a member of the Executive Committee, Jason provides vision, direction and leadership for company sales and marketing strategy and leads the Sales and Marketing team.
Jason graduated from Minnesota State University - Moorhead in 1995 with a Bachelor of Science degree in Industrial Distribution and started his career at Border States as a Management Trainee. Jason serves on the National Association of Electrical Distributors (NAED) Board. He also serves as a board member and chairs the Compensation Committee of supplyFORCE.
Director of Sales Technologies, ORS Nasco
Brett has been part of ORS Nasco for the past year. In his role as Director of Sales Technologies, he is responsible for leading key initiatives for CRM and ecommerce.
He spent the past 23 years selling and implementing technology in the Enterprise Performance Management, Identity Access Management, Geospatial Analytics and Research and Advisory Services industries.
During his time, he also used multiple CRMs for his daily efforts. He along with key team members are striving to leverage technology as a key enabler to grow the ORS Nasco business.
Global Sales Operations Leader, ADI Global
Joe is a multi-talented executive at ADI Global Distribution, a wholesale distribution firm in the low voltage security and A/V space. He led inside sales, customer service and sales support teams to improve performance across a range of key metrics, including revenue growth, customer satisfaction, efficiency, reliability, productivity and quality while driving down costs. Additionally, Joe has an outstanding record leading, as well as deploying Lean Six Sigma tools to reduce waste and errors to significantly improve productivity.
About our hosts:
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.
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.