Distributors are under pressure to deliver more value, faster. Yet many are still relying on outdated sales processes, inconsistent use of technology, and manual tools that limit growth.

In this best practice study, long-time distribution sales expert Brian Gardner shares insights from decades in the field to uncover what’s really holding sales teams back, and what the most forward-thinking distributors are doing to improve.

You'll discover:

• Why distributors are often behind in process and tech, and what to do about it.
• The real competitive edge in sales (hint: it’s not just product knowledge).
• How to conduct a simple audit of your sales cycle to identify high-impact gaps.
• A step-by-step path to adopting CRM the right way.
• Best practices for data, process alignment, and change management.
• How to position CRM as a team-wide solution, not just a system.

Whether your team is struggling to adopt technology, or you’re looking to level up sales performance, this session delivers the clarity and actionable strategies you need to build a scalable, repeatable sales process.

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About our speaker:

Brian Gardner

Founder, Sales Process 360, LLC

Brian Gardner is the founder of Sales Process 360 LLC, a CRM coaching and consulting company focused on helping companies implement and achieve adoption with CRM. Brian specializes in the Industrial market with a focus on distributors, reps, and manufacturers.

Brian started his sales career for a process control and instrumentation company as an inside sales specialist, working his way into outside sales and then into sales management. His belief that improving processes to promote team selling and better managing the Front-End of the sales cycle is key for growth.

About our host:

Ian Heller

Co-Founder and Chief Strategy Officer, Distribution Strategy Group

Ian Heller joined Grainger as a part-time truck unloader in college and left fifteen years later as the VP Marketing. Since then, he's held senior executive positions at four other publicly-held firms, consulted with dozens of distributors, and continues to write and speak extensively on how AI, strategy, channel evolution and other major trends affect the industry. Ian holds a B.A. in History from Roosevelt University and an MBA from the Kellogg School at Northwestern University.