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Distribution Sales & Marketing

Who's My Coach? The Changing Role of Sales Managers

Younger sales teams looking for ‘coaches,’ not ‘dictators.’
Baby boomers are retiring, and sales managers are recognizing that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team ...
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Stop Being Passive with House Accounts

Realigning sales channels to actively grow smaller accounts results in higher revenue, profit.
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Two Drivers of Change in the Sales Job

Sales personnel are adapting to changing customer demands.
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Commentary: The Changing Role of the Distributor

Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations. Subscribers should log-in below to read this article. Not a subscriber? Subscribe ...
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Cost-Effective Channel Alignment

Use the right resources to serve small customers for big impact
There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results ...
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The Changing Role of Sales Personnel

Sales moving from order collectors to customer consultation experts.
With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the sales person is changing, as ...
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Strategies for Increasing Pricing Power

Power over pricing isn’t just for the biggest players.
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Tip: Re-Evaluate Pricing for Small Customers for Big Results

Small customers are often less price sensitive than large counterparts.
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Commentary: Making Multichannel Salespeople

Omnichannel is not just for customers.
Technology has become an integral part of doing business today. But it's also changing how salespeople do their jobs. This article includes: Why omnichannel or multichannel strategies should consider salespeople, not just customers The impact ...
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Recommended Reading: 5 Articles for Redefining the Sales Approach

Different customers have different needs. Are you prepared to meet them?
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