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
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
