From Counter Sales to Connected Sales: How Distributors are Winning Today’s Buyers

Contractors aren’t buying the way they used to. They still value relationships, but they want to interact on their terms: researching online, checking availability on mobile, watching quick product videos, or reaching out when it’s most convenient.

Increasingly, they’re using new tools including AI to get answers faster, compare options, and make decisions before ever contacting a distributor.

The distributors who are adapting to this new reality are making it easier for customers to buy, not harder.

In this free webinar, we’ll break down what’s changing in buying behavior and what it means for your sales strategy.

Attendees will learn:

• How B2B buying habits have evolved
• Why relationship-driven sales still matter but aren’t enough on their own
• Where your customers are engaging (search, website, email, video, mobile)
• Simple digital touchpoints that drive orders without replacing your sales team
• How distributors are blending inside sales with digital tools and new methods of communication
• Examples (website, email, SMS, case studies and more)

This is about reinforcing relationships in a world where the buying process has changed. If you want to meet your customers where they are and make it easier for them to do business with you, this session will show you how.

Lindsay Young, founder of 3 Aspens Media, is a professional writer, editor, marketer, and communications specialist with an MBA and more than 20 years of experience leading and producing online and print publications. She has expertise in B-to-B communications and has written and edited hundreds of blog posts and articles on best practices and trends in the business world. She was previously the editor of Modern Distribution Management (mdm.com), the leading resource for wholesale distribution industry executives.

This free program will be a 60-minute session: 45 minutes of content-packed insights followed by 15-minutes of Q&A.

Questions? Please contact the STAFDA office at 262-784-4774 or cusher@stafda.org.