Retaining and growing the customer base is more complex in the current business cycle, and sales processes are showing a lot of strain as a result. But MDM's upcoming Sales GPS can help.
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Sales & Marketing
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
Earnest Machine CEO Kirk Zehnder explains the company's transition to an integrated sales model that now includes several specialty teams.
Expect a lot out of a revenue management consultant. Starting with industry-specific knowledge, an analytics-driven approach and a willingness to stay with you throughout the go-to-market process.
Gartner’s Maria Boulden, one of the featured speakers at MDM’s upcoming Sales GPS conference, says salespeople who still harbor a 2019 mindset stand little chance of survival.
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Sales team transformations accelerate thanks to online sales growth and COVID-19-related restrictions on in-person meetings.
When a distribution sales team is not delivering results, it's often due to a few fixable issues. Small adjustments in strategy can overcome these pain points.
When correctly leveraged, the theory of revenue growth management has proven time and time again that it can provide sustainable revenue and profit growth.
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Where are you in your sales transformation journey? Explore the challenges and successes of every stage with your Peers and Experts at Sales GPS
If a compensation program change decreases a field sales force’s incremental energy investment, it is hard to see how making a change makes commercial sense. However, there are some situations, such as the four outlined here, where a positive ROI may accrue from going through the redesign process.
Mike Marks outlines the reasons companies should attend MDM’s Sales GPS conference in Chicago this November.
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
Industry leaders share how distributors can transform their sales processes.
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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