One of the fun parts of writing about the HVACR channel and working with distribution leaders at Channel Marketing Group (CMG) is the opportunity to present the research we do in the channel to our readers.
David Gordon and I are presenting research we did in partnership with Prokeep that dives deep into revenue growth strategies and proactive selling to customer segments.
We will dive into that extensive research and also hear from a distributor who’s successfully made the shift—what worked, what didn’t, and what results they’re seeing today.
Our research showed some surprising results on reactive sales cycles, stretched-thin reps, and dormant accounts just to name a few of our key findings. The comprehensive report dives deep into distribution challenges and opportunities.
Our CMG research shows that HVACR Distributor account managers are increasingly assigned to more accounts, are time starved (and their end customers are time starved), and increasingly have less face-to-face time with your end customers.
What you’ll take away from the webinar
- Why reactive selling isn’t cutting it in today’s market, and where are the opportunities to improve
- Where teams are winning—without overhauling their sales organizations
- How other distributors are activating house accounts to drive revenue
- Strategies for consistent outbound and re-engagement programs
- Real-world results from distributors who are using multiple programs and approaches to drive top sales performance.
Your sales teams are out fighting for every order, and it is getting tougher and tougher to get your customers time and attention (our exclusive research and feedback shows that trend is not reversing course).
We invite you to join us live on July 16th (or register to watch on demand on your schedule).
As always, we appreciate your support and consideration so please reach out with any comments or questions. jgunderson@channelmkt.com
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