NAW 2020 Executive Summit
January 28 @ 1:00 pm – January 30 @ 2:00 pm
At the NAW 2020 Executive Summit, you will ignite your innovative mindset as you peer into the future of wholesale distribution, explore marketplace platforms, and examine the points of view of today’s business experts and next-generation distribution entrepreneurs who are creating new business models to satisfy industry and customer needs, and create new demand.
The Sales Force of the Future
Wednesday, January 29, 2020 (2:30pm – 3:00pm)
Marketplace dynamics are changing fast. The buyer’s journey is getting shorter, millennials are increasingly the predominant demographic in the workplace and customers expect unprecedented, personalized service. Accordingly, the core skills of sellers need to adapt to deliver and capture maximum value. Hear from David Bauders and others as they share their insights on how distributors can maximize today’s sales force.
David Bauders, Chief Executive Officer
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
Mike Kunkle, VP of Sales Enablement Services
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert.
He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and his proven-effective sales transformation methodologies. Mike is the former founder of Transforming Sales Results, LLC, and today, works as the Vice President of Sales Enablement Services for SPARXiQ, where he advises clients, writes, speaks at conferences, develops and leads webinars, designs sales training courses, delivers workshops, and designs sales enablement systems that get results for clients.