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Distribution Sales & Marketing

Maybe Your Margin Problem is That You’re Buying Wrong, Not Selling Wrong

Five solutions to common distributor purchasing mistakes that will put lost dollars back in your pocket.
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Fix Your Pricing, Profitability and Culture in 2019

Do your sales and service employees give away value they should charge for and erode margins unnecessarily?
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MDM Classics: Managing Pricing Algorithms

Three factors for distributors to consider when evaluating risks in automatic pricing.
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How to Build a Strong Sales Playbook

Bring the right people on board with a focus on emotional intelligence, says SalesLeadership’s Colleen Stanley.
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4 Pathways to Improved Distribution Sales Effectiveness

Smart hiring coupled with effective sales enablement can increase the velocity of your inside and outside sales teams.
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Targeting Millennials to Forge the Next Evolution of Distribution Sales

Industry leaders shared their recruiting and placement strategies at MDM’s Sales GPS 2019.
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Is E-commerce Market Penetration Reaching a Tipping Point?

MDM/Real Results Marketing survey aims to benchmark e-commerce growth for distributors and manufacturers.
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The Selling Skill Distributors Should Seek from Their Sales Force

Soft skills make a real difference in achieving hard sales results.
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How One Distributor Killed Its Sales Titles and Grew Sales Faster

Far too many distributors have a disconnect in one or more parts of their current sales model.
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The Highest E-Commerce Hurdle Isn't Technology

Internal buy-in is tough; the sales team has to be onboard.
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