Part Three: UnleashWD Interview

February 6, 2015

In Parts One and Two of this podcast series, Dirk Beveridge shared his insights on industry disruptions, why our relevance in the market is never guaranteed, and why the one who owns the data, owns the relationship. 


In the final part of this series, Dirk shares thoughts on how businesses can leverage data, predictive guidance and insights to manage the long tail of unprofitable customers – the 80 percent which eat away the profits from the 20 percent. Additionally, he shares thoughts on how newly available analytics are impacting both the sales manager-to-rep relationship and the sales rep-to-customer relationship. 


Key Takeaways: 

  • Why not all customers are created equal. 
  • How sales reps at distributors should be approaching customers. 
  • What the No. 1 bias in business is, and how it could be holding you back. 
  • How to identify customer needs from the customer’s point of view.
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Part Two: UnleashWD Interview
Part Two: UnleashWD Interview

Wholesaler distributors agree we are living in an environment we could call the “age of disruption.” Leader...

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