Distribution Sales & Marketing
The role of the B2B distributor in the sales process is changing.Read More
A veteran marketing VP adds to the list.Read More
Avoid these common strategic mistakesRead More
A primer on how to develop project selling as a competitive moat.
Project selling – an area where there is room for simple, high-value improvements – stands out as one of the most critical and lucrative ways a distributor can create a value-added service component. Here’s a ...Read More
Who will sell the project of building moats for your company?
Project selling is a value-added service that building products distributors can offer their customers that truly differentiates them from pure digital (“online only”) competitors. Who will sell the project of building moats for your company? ...Read More
Don’t make it hard to do business with you.Read More
How to move the answer from anecdotes to data.Read More
While distributors are slow to hire the next generation, their customers aren’t.Read More
Sales people still matter. Help them adapt.Read More
This is not a rumor, it’s a suggestion and it’s not one I’ve previously heard.Read More