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Posts By Mike Robuck
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During a recent “un-webinar” from MasterB2B, panelists squared off on topics such as bringing in outside B2C talent to better enable B2B e-commerce platforms and whether e-commerce teams should report to the IT side of a distributor or to the CEO/C-suite business side.
According to research cited by Bloomreach's Jason Hein, 25% of B2B business decision makers said direct websites are their fastest-growing channel, while 56% of B2B customers would pay more for a better or faster buying experience.
MSC Industrial Supply CEO Erik Gershwind details how his company pivoted from being a legacy spot-buy company into becoming a mission-critical partner for its customers.
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Panelists from Salsify, Dremel, Bloomreach and Waters Corp. debate whether B2B sales interactions will be more human or machine-based going forward. It depends on who owns the sales experience, if machines can manage complexity and which route produces the smoothest sales cycle.
Even prior to the pandemic, the role of outside salespeople has been outdated for the past 20 years, according to Ballistix’s Justin Roff-Marsh, who is a sales management and marketing consultant.
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With distributors’ customers migrating to hybrid work environments, virtual sales calls still play an important role but there is room for improvement with the medium.
Employee groups that have a happier, more positive mindset are 30% more productive, while salespeople can sell up to 37% more.
The creation of Würth Additive Group will give customers manufacturing on demand, the company said.
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In a recent MDM webcast, Mike Marks explains how, when it comes to meeting customers’ needs, a distributor is better equipped than a $25 billion giant.
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Distributors ADI Global and D&H Distributing saw jumps in customer service requests, including significantly longer call times, over the last year. Here's how they handled the spike.
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How the adjustments that Amazon made during pandemic will have ramifications even after a return to normalcy.
