30 minutes with Ali Hasham, the operator who built Motion Industries' first outbound inside sales team to 90 sellers. Book a time that works around your sessions.
Most of the book lives below the coverage line. Those are the profitable accounts that receive no consistent proactive motion because an outside-sales-centered model cannot reach them economically. Bring what you know about your customer file. Leave with a clear view of how much of it is actively worked, and where to start before your 2027 plan locks.
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A working conversation about your business, not pitch. If you joined the October 8 webinar with ISA, this is the one-on-one version, applied to your own book.
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How much of your customer file gets proactive attention today, using data you already have in your ERP or CRM.
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How inside sales adds coverage alongside your territories, channels, and outside sales team, instead of competing for the same accounts.
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Leadership, role clarity, account ownership, and operating cadence: where the friction usually sits.
Account prioritization and seller productivity, so time goes to the accounts most likely to grow.
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Before you fund transformation, quantify the value pool. What a sensible first step looks like for a business your size.
Built by an operator who ran the teams, not an advisor who studied them.
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Ali helps B2B distributors grow through proactive outbound inside sales. He has 25+ years in B2B distribution, including WESCO, Motion Industries, and TruckPro. At Motion, he built the company's first outbound inside sales team and grew it to 90 sellers. Across his career, he has built inside sales from zero across hundreds of branches, generated $250M+ in incremental revenue, and led 150+ inside sellers. He has led sales operations, enablement, CRM, compensation, and AI-driven selling programs.
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Executive Advisor, Channel & Go to Market, Revenue OpticsJohn is Executive Advisor, Channel & Go to Market at Revenue Optics and ISA's Director of Distribution Strategy. He has over 25 years of experience leading category management, sales, marketing, pricing, analytics, and e-business at distributors including Crescent Electric Supply Company, HD Supply Power Solutions, White Cap Construction Supply, Anixter/WESCO, Modern Distribution Management, and EIS-INC. He'll be in San Antonio and joins conversations where the ISA member perspective helps.
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The Coverage Gap white paper shows why, in most distribution businesses, roughly 80% of accounts get little or no proactive coverage, what that costs, and how leading distributors cover the full book without pulling outside reps off their best accounts.
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