In this week’s MDM Podcast, Gartner’s Maria Boulden, Mike Marks of Indian River Consulting Group and Tom Gale tackle all things sales transformation: Massive shifts in customer buying behavior, digital-first go-to-market strategy, supplier partnerships and the new sales skills needed to compete, including situational awareness, data literacy and digital dexterity.

Sales & Marketing

What Omnichannel Means for Today’s Distributors and Suppliers

Sales & Marketing

Manage the Risk of Your Sales Model Now

Strategy

What Do Your Buyers Want From You?

Sales & Marketing

What Does Your ‘Sales Stack’ Look Like?

Up Next

MDM Webcast: 2022 Mid-Year Economic Update

Sales & Marketing

Shifting Channel Dynamics in 2022

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.

March 29, 2022

Sales & Marketing

Sales Transformation 101 with Mike Marks

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.

March 22, 2022

Strategy

The Argument for a Small Distributor Renaissance

In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.

January 4, 2022

Sales & Marketing

2022 Distribution Sales Outlook: Consultative Selling and Changing Compensation

Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.

December 27, 2021

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships in Distribution

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

December 20, 2021

Pricing

Why Price Visibility is Important for Distributors

Without having price visibility, one channel or customer may be capable of driving the entire market down, a costly consequence.

December 16, 2021

Sales & Marketing

5 Strategies to Create B2B Sales Agility

To remain competitive, B2B sales organizations can reassess their sales infrastructure and identify new strategies to promote business agility.

December 10, 2021

Sales & Marketing

Data Storytelling: 3 Easy Ways to Identify What Your Customers Value

Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.

December 9, 2021

Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

December 8, 2021

Sales & Marketing

3 Practices that Prevent Healthy Pricing in Distribution — and How to Fix Them

With the right strategies, distributors can reduce price/cost volatility impacts by using predictive analytics and evaluating cost pass-through methods.

December 3, 2021

Sales & Marketing

Earnest Machine, Gustave A. Larson Embrace Sales Team Restructure

Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.

November 29, 2021

Sales & Marketing

4 Types of Distributors We’ll See in 2022

How distributors will plan and adapt for 2022. Actionable insights to build profitable revenue and market share growth.

November 12, 2021

Investment Banking Directory

The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.

Getting Your Sales Team to Adopt a New CRM Solution

User adoption is the key to achieving the greatest return on investment from your…

Credit Where It’s Due

B2B Point-of-Purchase Buying Habits Are Evolving. Data Now Points to a Need for More…

Winning Strategies for Customer Experience: Benchmarks & Best Practices

In this report, MDM Research benchmarks the state of distribution customer experience delivery and…

Turn Searches into Sales: No More Customers Lost in the Sea of Products

Finding a product on a B2B distributor’s site can be like playing a game…

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The Mandate for Hybrid Sales Models in Distribution

What Omnichannel Means for Today’s Distributors and Suppliers

Manage the Risk of Your Sales Model Now

What Do Your Buyers Want From You?

What Does Your ‘Sales Stack’ Look Like?

Up Next

MDM Webcast: 2022 Mid-Year Economic Update

Investment Banking Directory

Getting Your Sales Team to Adopt a New CRM Solution

Credit Where It’s Due

Winning Strategies for Customer Experience: Benchmarks & Best Practices

Turn Searches into Sales: No More Customers Lost in the Sea of Products

Market Prospector

Sign Up for the MDM Update Newsletter

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