What's in Your Customer's Wallet?
Identify Sales Potential and Capitalize on the Right Opportunities
To grow, distributors must go after both wallet share and market share- the percentage of business they own at a customer account and in their respective market areas. But most distributors don’t have a process in place to power this. Distributors must clearly define their goals, as well as analytics to identify sales potential and capitalize on the right opportunities.
In this 60-minute webinar, Jonathan Bein of Real Results Marketing and Tom Gale of MDM Analytics leverage their combined experience in the industry and share how distributors can sell more to existing customers and identify prospects who can turn into profitable customers by learning how to:
- Target customers at both the territory and account levels
- Leverage transaction data to identify the best growth opportunities
- Focus sales resources at accounts and markets with the greatest growth potential
“Distributors need to put into place a process to go after both wallet-share and market-share gains,” said featured speaker Tom Gale. “This webinar will cover best practices in defining clear goals and using analytics to capitalize on the right sales opportunities.”
Tom Gale is the President of MDM Analytics, MDM’s market intelligence division that provides visibility into industrial-product markets. MDM Analytics helps customers identify market and account penetration for additional sales opportunities. Learn more about MDM at mdm.com.
Jonathan Bein is Managing Partner of Real Results Marketing and works with distributors to make their marketing a profit center. He has developed an applied analytics approach for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors. Learn more about Real Results Marketing at realresultsmarketing.com.