Disruptive market conditions breed opportunity. In this episode, IRCG’s Mike Marks and MDM’s Tom Gale look past the horizon at the larger macrotrends shaping growth opportunities for distributors over the next several years: electrification, infrastructure, energy transition, sustainability and demographic shifts.
Quicktake: Tailwinds and Macrotrends for Distributors Read More »
When markets soften, surprises tend to be of the negative variety. But downturns can also open up opportunities to strengthen key supplier partnerships. MDM’s Tom Gale and IRCG’s Mike Marks discuss the key performance indicators in supplier relationships that can be either early warning signals or telltales for competitive opportunity across inventory and cash management, backlogs, support and strategic alignment.
Quicktake: Channel Partner KPIs to Watch in a Downturn Read More »
Tom Gale and Mike Marks look at unique and deeper factors the current market outlook is triggering for distributors — and the underlying longer-term positive trends where near-term opportunity may also exist.
Quicktake: Mindsets for Managing a Slowdown Read More »
MDM’s team has been on the fall conference tour. Here, Tom Gale and IRCG’s Mike Marks compare notes from conversations at Affiliated Distributors, NetPlus and ISSA’s recent summits, as well as MDM’s SHIFT event. They also cover the latest Baird-MDM quarterly MarketPulse survey, with most distributors reporting double-digit growth amid few signs of a slowdown.
Quicktake: Mixed Signals, Full Speed Ahead Read More »
Mike Marks and Tom Gale examine a California lawsuit against Amazon, the broader trade practices at play for distributors and the broader issues for how distributors can differentiate with stronger value propositions.
Quicktake: Amazon’s Trade Practices Under Fire Read More »
Mike Marks and Tom Gale explore the impact of recent landmark acquisitions and how the mission of strategic deals runs counter to that of private equity.
QuickTake: Innovation from Strategic Deals Challenges PE Playbook Read More »
Our latest podcast focuses on maintaining perspective and paying attention to actions and tangible data amid all the broad economic downturn talk.
Strong Growth Persists Despite Contrary Noise Read More »
During the second quarter of 2022, MDM podcast guests covered an array of topics that included sales transformation, transparent communication practices and shifting leadership roles in distribution.
Sales Strategies Top of Mind for 2Q Podcast Guests Read More »
Communication was the central topic in the latest Quicktake podcast featuring MDM’s Tom Gale and IRCG’s Mike Marks, as the two dug into what transparency really means.
Transparent Communication vs. The Grapevine Read More »
IRCG’s Mike Marks provides perspective amid all the volatility, uncertainty, chaos and ambiguity that have escalated following pessimistic economic reports.
VUCA Revisited Amidst Heightened Anxiety Read More »
MDM’s Tom Gale and Indian River Consulting’s Mike Marks discuss what’s in store for distributors in 2022’s second half.
How Distributors Can Cut Through Economic Noise Read More »
In this week’s MDM Podcast, Gartner’s Maria Boulden, Mike Marks of Indian River Consulting Group and Tom Gale tackle all things sales transformation: Massive shifts in customer buying behavior, digital-first go-to-market strategy, supplier partnerships and the new sales skills needed to compete, including situational awareness, data literacy and digital dexterity.
The Mandate for Hybrid Sales Models in Distribution Read More »
The pandemic is a giant tipping point that has accelerated the rate of change. The cost of not adapting your current sales model could be a slow death.
Manage the Risk of Your Sales Model Now Read More »
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
How to Reset Your Sales Compensation Plan in the New Year Read More »
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
Commentary: If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now Read More »
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now Read More »
The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
Commentary: Rethink the Automatic Price-Dropping Response Read More »
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
6 Common Executive Beliefs That Trigger a Sales Department Transformation Read More »
Mine existing accounts, focus on empathy and serve customers the way they want to be served.
The Skills That Will Strengthen Your Sales Team’s Remote Selling Style Read More »
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