Sales & Marketing Archives - Modern Distribution Management

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Sales & Marketing

What to Fix Before Investing in CRM

More quotes doesn't always mean more sales. This piece details why the biggest leak in your sales pipeline happens before the quote, and how a back-to-basics approach will best position you to get the most value out of CRM, AI and whatever technology comes next.
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Sales & Marketing
Business Intelligence sales dashboard
Sales & Marketing
Sales Teams Need Guidance, Not More Dashboards
Distribution personnel everywhere are clamoring for data dashboards, but it's not the difference-maker most think, argues author Mark McGready. Here, he explains why traditional business intelligence often fails reps and how guidance-driven tools can turn customer data into faster, more actionable sales decisions.
MDM Blog
Distribution Sales Training: 7 Most Critical Selling Skills
The role of the distribution salesperson has changed. With pricing and product availability now transparent online, sales teams can no longer win by simply taking orders. This MDM blog breaks down seven critical selling skills distributors should build now — from value-based selling and needs discovery to AI-enabled prospecting, negotiation and trust-building.
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Sales & Marketing
Podcast: Field Sales is Far From Dead – It’s Evolving
Map My Customers’ JT Rimbey joins the MDM Amplify podcast to discuss the evolving role of field sales in distribution — exploring territory management, account segmentation, CRM adoption and why relationship-driven outside sales remains a critical competitive advantage despite growing digital buying trends and advances in AI-powered sales technology.
Featured Content

Think Like a Criminal. Defend Like a Pro.

Learn how criminals evaluate your facility and what you can do to close security…

Strategic Planning & Future Growth Playbook for Manufacturers

Growth opportunities are evolving quickly for manufacturers. Expansion, modernization, diversification, and acquisitions can all…

The $250K Lead That Almost Got Away: What changes when your whole team sees the same data

See how a fast-growing HVAC distributor gave every rep real-time account intelligence — and turned…

Executive Summary: Thriving Through Change: How Distributors Build Workforce Resilience in a Disrupted Supply Chain

Labor shortages, rising complexity and constant disruption are forcing distributors to rethink how work gets…
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