Distribution Sales & Marketing
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 ...Read More
Realigning sales channels to actively grow smaller accounts results in higher revenue, profit.Read More
Sales personnel are adapting to changing customer demands.Read More
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 ...Read More
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 ...Read More
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 ...Read More
Power over pricing isn’t just for the biggest players.Read More
Small customers are often less price sensitive than large counterparts.Read More
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 ...Read More
Different customers have different needs. Are you prepared to meet them?Read More