In a few short weeks coronavirus has dealt another blow to in-person meetings and personal relationship selling. But now is not the time to stop selling, argues MDMs John Gunderson. He frames the importance of continuity in your companys sales process in this time of crisis and thoughts on how to deepen the value those relationships have built over many years.
John Gunderson
John Gunderson is a senior leader at Dorn Group with more than 20+ year’s experience leading category management, sales, marketing, pricing, analytics, and ebusiness with companies such as Crescent Electric Supply Company, HD Supply Power Solutions, White Cap Construction Supply, Anixter/WESCO, Modern Distribution Management, and EIS-INC.
You can reach John at john.gunderson@dorngroup.com
Posts By John Gunderson
Tariffs, commodity price increases and coronavirus COVID-19 are among the concerns causing a high level of supply chain disruption. MDMs John Gunderson and Derek Green share their go-to action items to ease the uncertainty.
Latest Manufacturers Shipments, Inventories, and Orders Survey shows little growth overall, except for a few categories that continue to rise.
There are myriad ways for distributors to go beyond the status quo, including creating a business development team, building marketing around unassigned accounts and changing commission plan incentives, says MDMs John Gunderson.
Crescent Electric president & CEO to retire after 41 years.
There are five categories where distributors can gain valuable insight from customer responses to improve business practices.
There is tremendous value in reaching out to associates, suppliers and customers to gauge and benchmark the quality of the relationship from all sides.
How distributors can create win-win supplier agreements during an economic slowdown.
Three key areas to focus on to improve profits even during a business slowdown.
The digital revolution has changed the way customers gather information and buy products.
Internal buy-in is tough; the sales team has to be onboard.
In the rapidly changing world of sales, were not in Gotham anymore.
How to develop personal and digital relationships with middle school customers.
Like it or not, how customers interact and buy is changing.
Digital disruptors are moving aggressively into private label -- nows the time to follow suit.
How to break through as an internal candidate.
The realities of promotion are often not fair, but theyre always reality.