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Mike Marks


How the Internet Changed Field Sales (Video)

Primary sales channel has seen transformative impact.
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The Changing Sales Role: How You Pay Your Reps Matters (Video)

Align your compensation plan with your strategic goals.
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The Future of Relationship Selling: The Gorilla in the Room, part 2

Are you a market-server or a market-maker?
The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change ...
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Recommended Reading: Will the B2B Field Sales Role Disappear?

Changes in customer behavior require changes in how distributors sell.
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Why Field Sales Must Evolve: The Gorilla in the Room, part 1

How customers buy has changed, but how they’re sold to hasn’t
How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or ...
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3 Exit Strategies for Distributors

Succession 101: Plan for your exit long before you need to
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The Trouble with 'Best Practices'

Examine firm's strategy, market position before making change
The authors of Value Creation Strategies for Wholesaler-Distributors implore distributors to define strategy in terms of closing gaps with the market rather than operational weaknesses. Tactically driven initiatives may meet intermediate goals, but they often ...
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Updating Sales Compensation Plans

Clear objectives make for smoother transitions
Here are two case studies with tactical illustrations of how two separate distributors revised longstanding sales compensation plans to adapt to a new competitive environment.The Margin ConundrumThis is an example of a straight-commission compensation program ...
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Salesforce Overcompensation

A wholesaler-distributor of janitorial supplies had just gone through a management succession where the son had taken over from his father as president of the company. The new president had been in the business as ...
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Product Linkage Development

Leveraging hard-to-get product to expand customer base, penetration
A large distributor of semiconductors to the OEM electronics market had a clear strategy and corporate objectives that included growth generated by expanding its customer base. One problem was the cyclical nature of computer memory ...
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