With several months of remote selling under our belts, distributors are starting to have enough time and data to reflect on how the new sales process is changing the industry. At the same time, the market hasn’t stop moving, and new M&A activity in key sectors is impacting the entire field. Read the top five most-read blogs on MDM.com this month below.

The Mask-to-Mask Distribution Environment is Changing Everything

By John Gunderson

The B2B distribution business has been adjusting to the new mask-to-mask business environment by changing how distributors handle inventory, deliver products and communicate with customers. The most difficult adjustment has been letting go of the old sales coverage plan. Read more here.

‘Selling Has Changed Forever’: The New Hybrid Sales Model

By Elizabeth Galentine

Now is the time to double down on virtual sales coaching, says sales leadership trainer Colleen Stanley. Read more here.

What HD Supply’s Latest Move Means for Industrial Distribution

By Eric Smith

Now that HD Supply has shifted gears to sell White Cap to private equity firm Clayton, Dubilier and Rice for $2.9 billion, look for more shifts within the industrial distribution landscape. Read more here.

3 Strategies to Tackle Distribution Channel Disruption

By Alex Moazed

The B2B market is looking for better e-commerce tools and a wider product assortment. Applico’s Alex Moazed outlines three avenues for distributors to meet customer needs and achieve channel enablement in the process. Read more here.

WESCO Already Seeing Impact of Anixter Addition in ‘New Era’

By Eric Smith

It’s a new era at WESCO International, which rode the acquisition of Anixter International to a 2Q revenue and EPS beat in its first earnings report since the epic deal closed in June. But pitfalls remain as a massive integration looms for the two distribution giants. Read more here.

All of these topics and more will be addressed in detail during this week’s virtual Sales GPS 2020 conference, with plenty of takeaways that will immediately apply to your daily business operations. It’s not too late to register. Click here for more information and to sign up for the event, happening September 1-2, on your computer.