Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits to customer wants and needs.
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Sales & Marketing
One of the sessions at the ISA22 event centered on the topic of omnichannel and what it means today — which goes far beyond just having an e-commerce presence. Here's the key takeaways from that session and their applications.
The pandemic is a giant tipping point that has accelerated the rate of change. The cost of not adapting your current sales model could be a slow death.
Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
The tools your sales team needs to be successful look very different than just a few years ago. Technology is an increasingly important part of the equation to sell better in turbulent markets, but it’s part of a bigger picture.
In this week's MDM podcast, Walter SVP Chester Collier shares four decades of international sales management and business development experience across industrial distribution channels. We discuss the current state of channel dynamics and how sales management has — and has not — evolved in the face of rapid change the past few years.
The field salesforce is the heart and soul of distributor go-to-market strategies. For great reasons. It’s also the biggest hidden bite to profitability today. Here’s a primer on the challenges and 3 keys to successful sales transformation that every distributor can profit from.
In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.
Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
Without having price visibility, one channel or customer may be capable of driving the entire market down, a costly consequence.
To remain competitive, B2B sales organizations can reassess their sales infrastructure and identify new strategies to promote business agility.
Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.
Investment Banking Directory
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
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