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Distribution Sales Blog

Distribution Sales & Marketing

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

4 Strategies to Get Ahead in B2B E-Commerce

You may not compete with Amazon, but your customers expect you to serve like them.
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Recession Preparation: Don’t Panic on Pricing Strategy

Distributors tend to respond to the threat of an economic downturn with ineffective across the board cuts.
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5 Risks Distributors Take When They Don’t Know Their Customers

A commitment to determining the communication preferences of individual customers can bring high returns.
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Your Inside Sales People are Giving Away Your Profits

Approaching calls with a customer-service focus often results in unsolicited discounts that create an unnecessary margin hit.
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The Blind Spots of Pricing Strategy

Five margin and profit erosion forces that cause persistent poor financial returns.
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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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