The Pivot to Remote Selling

With selling costs the highest percentage of a distributor's expenses, the dominant outside field sales force model is under more stress than ever before in 2020. While face-to-face selling stopped almost overnight in the first quarter, relationships and relationship selling still play an important role in B2B selling - but changed forever.

In this MDM Spotlight video, Mike Marks of Indian River Consulting Group and MDM's Tom Gale share strategic and tactical moves - what to do, what to consider and what to do next - learned since March in conversations with dozens of distribution leaders on how they pivoted to support sales teams, protect their customers and reset what a distribution selling organization looks like in the future.  

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