Sales Strategy & Enablement by Revenue.io

1080: Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg

Aug 2, 2022

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Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experience as a founder, president, and sales leader in various companies. Orrin discusses the need for manufacturers and distributors to embrace the new digital buying model of millennial customers which demands collaboration between these three entities. He goes deeper into how distribution channels can be enabled with data and media and being in front of the customer during their "moment of truth."

HIGHLIGHTS

Orrin's professional background in sales, training, and manufacturing
New digital buying model: Collaboration between manufacturers, distributors & customers
The moment of truth: Support distribution channels with data and media

QUOTES

Millennials have a new digital buying model that prioritizes collaboration Orrin: "What manufacturers need to do now, what they need to be really thinking about, how do they engage end customers while bringing in distributors and having a collaborative type of model. Not linear anymore."

"Think in terms of a triangle, with a customer here, manufacturer, distributor, all working together in a collaboration way to engage the customers and provide, at the same time, the distributor and the distributor salespeople the information they need to be a concierge or as Brent would say, the curator of information to help support that relationship with the end customer."

Close the gaps between manufacturers and distributors through feedback Orrin: "You have to get out there and talk to the distributors and talk to the leadership, as well as the salespeople, and come back and bring that back to the folks at the manufacturer and say this is what I see, these are some gaps."

Find out more about Orrin in the links below:

LinkedIn: https://www.linkedin.com/in/obroberg/
Website: https://orrinbroberg.com/