MDM’s marquee event this past September highlighted the importance of relationship-based sales models and omni-channel integration. Here’s our key takeaways.
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Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
If public companies are saving on T&E, how much of a T&E increase will they be able to justify to Wall Street if it reduces earnings and doesn’t increase sales?
Thirteen lessons from distributors who are finding the silver linings in COVID-19.
Wholesale distribution finds innovative ways to navigate the COVID-19 pandemic that are remodeling business operations.
These reps are now in position to play a key role in distributor revenue recovery plans.
Data analytics and strong digital presence contribute to Sonepar USA’s success.
Distributor excels in difficult environment with streamlined technology and new 3D printing capabilities.
Now is the time to double down on virtual sales coaching, says sales leadership trainer Colleen Stanley.
The B2B distribution business has been adjusting to the new mask-to-mask business environment by changing how distributors handle inventory, deliver products and communicate with customers. The most difficult adjustment has been letting go of the old sales coverage plan.
How to develop a unique sales transformation plan that is specific to your distribution company’s goals and priorities.
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
Mine existing accounts, focus on empathy and serve customers the way they want to be served.
