Creating Value with Proactive Inside Sales

Wholesale Change:
Creating Value with Proactive Inside Sales

Available on-demand


About this event

When done properly, proactive inside sales should: 

  • Grow midsize accounts 15% to 20%
  • Increase gross profit through revenue in higher margin accounts
  • Reduce sales comp for midsize accounts 30% to 40%
  • Increase retention

In our experience creating proactive inside sales programs, we have seen the best – and worst - practices for achieving these results.

In this webcast we looked at six keys in creating a successful proactive inside sales program including organization design, management support, compensation, account selection, selecting the right people and technology support.


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Thank you to our sponsors:

About our hosts:

Ian G. Heller

Founder & Senior Partner, Distribution Strategy Group

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.

Jonathan Bein,
Ph.D.

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.