Distribution Strategy Group Webinar

State of Sales in Distribution, Part 2:
Consultative Sales Will Help Distributors Stand Out Post-Pandemic
April 21, 2021, 9 PT / Noon ET

COVID gave us the ability to look at things in a different way and adapt. In a post-pandemic normal, distributors can truly differentiate themselves with a consultative selling approach. Join Distribution Strategy Group on Wednesday, April 21, at 9 PT / noon ET as we delve into these changes.

In the second part of this two-part webinar series, Debbie Paul and Ian Heller will discuss how to build a sales force that will differentiate by using consultative selling, including:

  • The prep work required for salespeople to truly understand their customers’ businesses, including their processes, challenges, goals and more
  • The advantages a knowledgeable salesperson has to engage with a customer that marketplaces don’t
  • How effectively salespeople are able to engage with customers in key areas
  • Changes required to create an effective consultative salesforce including training, incentive structures, segmentation and hiring
  • How best to support a consultative sales team including technical resources and the right tools

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.