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Sales & Marketing
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.
Value Added
Strategy
Beyond Products: The Rise of Value-Added Services
Many distributors have untapped opportunities to market and sell services that larger companies like Amazon and even OEM sellers largely do not provide. This second piece in a two-part series from Redwood Advisors examines why value-add services are critical to your organization and which ones might be the right fit for your team.
Featured Content

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…

AI Readiness in Distribution: How to Unlock Value from the Systems You Already Own

Artificial intelligence has moved quickly from an interesting possibility to operating near-requirement across wholesale…

Before You Automate: Why Lead Time Accuracy Is the Foundation of Smarter Purchasing

Lead time accuracy has become one of the most critical and overlooked challenges facing…
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