Monthly Archives:March 2025

Based on findings from the 2025 State of Distributor Sales Report in partnership with Distribution Strategy Group 

Few doubt the transformative impact AI will have on industrial sales organizations in the coming years. Already a proven force multiplier, AI tools are rapidly emerging to analyze client behavior and generate actionable insights for your sales team to pounce. 

For years, Vinson Process Controls, a strategic Emerson Partner, relied on a host of legacy systems and disconnected tools to manage customer data. To keep growing and delivering for customers, they needed a unified CRM to coordinate resources, supply actionable insights, track progress and gain greater visibility into customer needs. They engaged SalesProcess360 and eVerge, an Alithya company, to translate their vision into reality. 

Implementing a new CRM is a big milestone, but to properly root new processes and technology requires additional planning and execution. Key responsibilities and focus areas for the CEO for CRM in the post-implementation phase include: 

SalesProcess360 is pleased to welcome Tanner Mackenthun to our team as a consultant. In this role, Tanner will partner with clients to help them maximize their return on investment (ROI) from CRM by leveraging SalesProcess360’s comprehensive portfolio of services.

You’ve tested and tweaked your CRM system; your team, stakeholders and executives have signed off. Everything seems ready to go.  

What’s next?  

CRM plays a crucial role in elevating the overall customer experience, particularly from a sales perspective. When implemented effectively, CRM can transform a vendor’s status from a commodity supplier to a trusted, strategic partner. A well-optimized customer experience not only improves retention but also fosters customer advocacy, positioning the seller as a true consultant in the buyer-seller relationship. 

Have a bad taste in your mouth from your last CRM implementation attempt?  

Know that your business could benefit from a single source of truth across the organization but hesitant to give it another shot?  

New market pressures are changing how CRM is used. 

Brian Gardner, Founder and CEO of SalesProcess360, was recently invited onto Driven by DCKAP, a podcast that discusses the technology challenges faced by modern distributors. DCKAP specializes in ERP integration platforms designed for distributors.