Three key warning signs that your outside sales team is running your business.
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John Gunderson
John Gunderson is a senior distributor leader with more than 25+ years of experience leading category management, sales, marketing, pricing, analytics and e-business with companies such as Crescent Electric Supply Company, HD Supply Power Solutions, White Cap Construction Supply, Anixter/WESCO, Modern Distribution Management and EIS-Inc. He writes for industry publications and works in the channel with key partners including ACTvantage and the Dorn Group. You can reach John at john.gunderson1217@gmail.com
Posts By John Gunderson
Product and customer mix are the key levers.
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The role of the B2B distributor in the sales process is changing.
Pricing power is the ability to sell at higher prices without losing volume.
Do you get most of your customer feedback from your outside sales team?
Distributors who develop strong analytics packages with sales input grow sales quickly
Relationships are still the key to success in B2B distribution, but they are changing rapidly
