Why Price Visibility is Important for Distributors
Without having price visibility, one channel or customer may be capable of driving the entire market down, a costly consequence.
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Sales and Marketing
5 Strategies to Create B2B Sales Agility
To remain competitive, B2B sales organizations can reassess their sales infrastructure and identify new strategies to promote business agility.
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3 Practices that Prevent Healthy Pricing in Distribution — and How to Fix Them
With the right strategies, distributors can reduce price/cost volatility impacts by using predictive analytics and evaluating cost pass-through methods.
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Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure
Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here’s how they developed a new integrated approach.
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4 Types of Distributors We’ll See in 2022
How distributors will plan and adapt for 2022. Actionable insights to build profitable revenue and market share growth.
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The Sales Infrastructure That Adapts to Changing Demands
Just as you have to compartmentalize and adapt production processes for agile manufacturing, distributors can create a compartmentalized sales infrastructure that adapts to changing demands.
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Why Key Account Programs Need Constant Measurement
Key account programs need constant measurement and engagement to avoid taking revenue-generating resources from other growth initiatives.
Why Key Account Programs Need Constant Measurement Read More »
Break Free from the Constraints of Traditional Gross Margin-Based Sales
Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?
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Questions to Ask to Test the Effectiveness of Your Sales Team
Do you have the right people, in the right roles, with the right distribution sales skills for today?
Questions to Ask to Test the Effectiveness of Your Sales Team Read More »
Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
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Sales Travel Will Continue to Be a Mixed Bag for Distributors in 2022 Read More »
Earnest Machine CEO Talks Sales Transformation Lessons Learned
Earnest Machine CEO Kirk Zehnder explains the company’s transition to an integrated sales model that now includes several specialty teams.
Earnest Machine CEO Talks Sales Transformation Lessons Learned Read More »
9 Things to Consider When Choosing a Revenue Growth Management Partner
Expect a lot out of a revenue management consultant. Starting with industry-specific knowledge, an analytics-driven approach and a willingness to stay with you throughout the go-to-market process.
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The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies
When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization.
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Sales and Marketing Teams Plan to Build on Pandemic-Induced Flexibility
Sales team transformations accelerate thanks to online sales growth and COVID-19-related restrictions on in-person meetings.
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3 Solutions to Common Revenue Management Pain Points
When a distribution sales team is not delivering results, it’s often due to a few fixable issues. Small adjustments in strategy can overcome these pain points.
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Unpacking Distribution’s Digital Transformation Inflection Point
Three of the biggest challenges distributors face to better understand how companies should proceed with technology investment.
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How Remote Should Your Remote Sales Team Be?
Many distributors are redefining sales processes to put sellers at customer sites for only the most important interactions. For inside roles, consultant Andrew Horvath asks, should sales leaders deploy inside roles in a centralized or decentralized manner?
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Who Will Win the Battle of Man vs. Machine in Distribution Sales?
Panelists from Salsify, Dremel, Bloomreach and Waters Corp. debate whether B2B sales interactions will be more human or machine-based going forward. It depends on who owns the sales experience, if machines can manage complexity and which route produces the smoothest sales cycle.
Who Will Win the Battle of Man vs. Machine in Distribution Sales? Read More »
‘The Pandemic Has Laid Bare the True Reality of Sales’
Even prior to the pandemic, the role of outside salespeople has been outdated for the past 20 years, according to Ballistix’s Justin Roff-Marsh, who is a sales management and marketing consultant.
‘The Pandemic Has Laid Bare the True Reality of Sales’ Read More »
ISA 21: Five Ways to Improve Virtual Meeting Sales Skills
With distributors’ customers migrating to hybrid work environments, virtual sales calls still play an important role but there is room for improvement with the medium.
ISA 21: Five Ways to Improve Virtual Meeting Sales Skills Read More »
