Complete Story
09/27/2025
020. CRM That Works: A Hands-On Audit and Roadmap Workshop
Instructor: Brian Gardner
1:30 pm - 4:00 pm
Every month without a well-aligned CRM means lost opportunities, hidden margin leakage and inefficient sales activity. For many distributors, this is the reality. Adoption is weak, and ROI is low. Sales teams are likely working around CRM instead of with it, creating data silos and blind spots that compound over time. The reason? Too many distributors approach CRM as a technology purchase instead of a sales process improvement initiative. That results in feature-heavy systems that fail to deliver adoption, alignment or ROI. This workshop reframes CRM around business processes and shows participants how to build a practical, phased roadmap that ensures a CRM investment pays off. Drawing on the proven SalesProcess360 CRM Audit, this hands-on session will guide participants step by step through evaluating current sales processes, uncovering process gaps and prioritizing sales initiatives. And now, with the rise of AI in distribution, the stakes are even higher. AI can make it easier to analyze customer data, spot trends and uncover opportunities but it’s only as good as the data and processes behind it. Without a clean, consistent and well-adopted CRM, AI tools can’t deliver real insights. With the right foundation, however, AI becomes a powerful accelerator and can help sales teams work smarter, improve forecasting and maximize margins. This workshop isn’t about software demos or feature wish lists. It’s about linking CRM to ROI by tying it directly to sales processes, uncovering quick wins and creating a realistic adoption path. Participants will also leave with a clear understanding of how CRM maturity positions them to take advantage of AI without the risk of bad data leading to bad decisions.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
