The State of CRM in Distribution:
Best Practices in CRM – Now and in the Future

Cover of: The State of CRM in Distribution: Best Practices in CRM – Now and in the Future

When used correctly, your CRM can enhance your sales effectiveness and enable customer-facing teams to be more proactive and knowledgeable.

To design a truly effective CRM toolset, distributors must consider each of five core processes:

  • Territory intelligence
  • Call management
  • Opportunity pipeline
  • Performance measurement
  • Coaching

In this whitepaper, Mike Marks of Indian River Consulting Group looks at the five core CRM processes in more depth and how to optimize them for your business.

When you submit your data, your information will be shared with the sponsors of our program. We will also send you communications from Distribution Strategy Group, which you can unsubscribe from at any time. Our privacy policy can be found at distributionstrategy.com/privacy-policy.

Thank you to our sponsors:

sponsor logo: epicor and proton.ai

About the Author:

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.