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Distribution Sales & Marketing

Get the latest best practices, trends and strategies in distribution sales & marketing management.

When is it OK to Compete on Price?

There is a segment of distribution customers who are only interested in price.
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An Effective Value Proposition is Life and Death for Distributors

Too many are sending the same message, highlighting the same features and lacking differentiation in the process.
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Sell Better: Fish Where the Fish Are

How much time does your sales team spend in unproductive waters?
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Simple Steps for Distributors to Leverage Social Media and Close More Business

Use social selling to connect and engage with prospects and outsell your competition.
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Do Your Customers Want to Order or Shop?

There are two types of online purchases made by distributors, each requiring its own e-commerce strategy.
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How to Get Your Sales Team to Embrace E-commerce

Overcome common objections from the people most suspicious of a new platform.
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The 3 Ps of Outstanding Customer Experience

Devoting equal attention to product, process and people can help distributors create loyal brand promoters.
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It Takes More Than Account Managers to Drive Sales and Profitability

The digital revolution has changed the way customers gather information and buy products.
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To Differentiate Your Customers’ Online Experience, Change Your Product Descriptors

Distributors can benefit from breaking down products into the facets that define their digital DNA.
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Identify and Act on Accounts That Eat Your Lunch

These high-volume, low-profit customers can put your company at risk.
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