Podcasts

• Ep 11: Better Prospecting - A Case Study in Sales Micro-Training

  Matt McCorkle, Manager of U.S. Branch Operations, Kaeser Compressors, discusses how he used a combination of conventional and micro- sales training methods to build a culture of prospecting.

  September 23, 2019

• Ep 10: Interview with Justin King, B2X Partners

  June 11, 2019: Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are customer-first oriented. He also addresses how to leverage the knowledge and expertise in an organization to create better online experiences that drive revenue.

  September 23, 2019

• Ep 9: Interview Mark Dancer, Channel Innovation

  May 20, 2019: Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some that insight in this edition.

  September 23, 2019

• Ep 8: Interview with Michael DeCata, Lawson Products

  April 21, 2019: Update on Lawson's transformation journey. Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.

  September 23, 2019

• Ep 7: Interview with Kirk Zehnder

  Episode 7: Interview with Kirk Zehnder, CEO of Earnest Machine This 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and revenue.

  September 23, 2019