It’s clear that sellers overvalue an in-person/high-touch customer experience and undervalue online features important to today’s buyers.
How to Bridge the Disconnect Between Buyers and Sellers Online Read More »
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 »
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This is the second of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
What the Best Distributor Advisory Councils Look Like Read More »
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.
9 Things to Consider When Choosing a Revenue Growth Management Partner Read More »
Winsupply has taken an all-hands-on-deck approach to find and empower the next generation of leaders for the construction, industrial supplies and equipment distributor.
Winsupply’s President on Building Better Employees, Supply Chains Read More »
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the first of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
The Case for Distributor Advisory Councils Read More »
Gartner’s Maria Boulden, one of the featured speakers at MDM’s upcoming Sales GPS conference, says salespeople who still harbor a 2019 mindset stand little chance of survival.
Make Sure Your Salespeople Aren’t Stuck in the Past Read More »
When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization.
The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies Read More »
Defining ROI often depends on where companies are on their digital transformations, and there’s not a one-size-fits all definition of ROI for all distributors.
Is Measuring ROI Crucial or a Waste of Time in B2B E-Commerce? Read More »
Distributors have taken the pandemic disruption in stride and used it to accelerate improvements across key areas of business: Sales & Marketing, Technology, Operations and Strategy & Leadership.
2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension Read More »
Autonomous truck technology would enable distributors to solve one of the main supply chain problems: an ongoing driver shortage.
Autonomous Trucking May Break Supply Chain Shackles Read More »
Scott Pierson of Bluon outlines the challenges of identifying a true e-commerce solution in the HVAC industry and shows a path for any distributor in need of removing the hurdles.
A Last Major Frontier for E-Commerce Read More »
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.
3 Solutions to Common Revenue Management Pain Points Read More »
MDM reported 25 deals last month as M&A across wholesale distribution continued at a rapid clip with a potential change to tax laws possibly expediting some sales.
August M&A Roundup: Consolidation Maintains Healthy Pace Read More »
Distributor and manufacturer panelists at the recent AD eCommerce Summit discussed the importance of getting advanced product content onto websites.
In an E-Commerce World, Content is King Read More »
A surge in COVID-19 cases means the pandemic is far from over, but the latest round of economic reports is further proof that the recovery also shows no sign of slowing.
Economic Green Shoots Continue to Sprout as Pandemic Rages On Read More »
When correctly leveraged, the theory of revenue growth management has proven time and time again that it can provide sustainable revenue and profit growth.
3 Ways to Get the Most Out of Revenue Growth Management Read More »
If a compensation program change decreases a field sales force’s incremental energy investment, it is hard to see how making a change makes commercial sense. However, there are some situations, such as the four outlined here, where a positive ROI may accrue from going through the redesign process.
4 Signs It Might Be Time to Make a Sales Comp Change Read More »
Mike Marks outlines the reasons companies should attend MDM’s Sales GPS conference in Chicago this November.
Why Now is the Right Time to Transform Your Sales Model Read More »
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
Don’t Let Conventional Wisdom Hurt Your Customer Relationships Read More »
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