Are salespeople difficult to please, or are you just not giving them what they need? Here’s how to find the “hook” for salespeople in every tech implementation, as Ben Albu shared at MDM’s 2025 SHIFT conference.
Latest In Cohort – Sales
Distributors spend significant resources on their sales force, where optimization has been shifted by tech and customer expectations and traditional approaches are changing with the rise of inside sales, hybrid models, and hunter/farmer strategies. Here, learn about why these new approaches are taking sales teams by storm across the distribution industry and why your team should implement them today.
Many distributors struggle with incentive structures that inadvertently erode margins, misalign sales priorities or fail to reward long-term customer value. Here, we distill key takeaways from a 2025 SHIFT session that delivered guidance for distributors for refining their sales compensation models to drive both revenue growth and profitability.
Former Wesco leader Ben Albu shares why so many sales tools end up in the "technology graveyard" in this preview to his SHIFT Conference session on leveraging sales technology for success.
Benj Cohen offers a walkthrough of how an outside sales rep can use AI throughout their day as an intelligence and opportunity assessment tool.
Transform your website into a dynamic sales tool with customer-focused design and smart technology to drive B2B growth and conversions.
In the last of his three-part series, Randy MacLean says you’ll be surprised at what’s possible in using sales to gain at least some immunity from labor cost challenges.
