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The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
Latest In Sales GPS
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We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
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We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
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Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
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Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
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Directly addressing the pain points customers are facing will let them know you are here to help.
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Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
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Marketing and sales make a powerful team when working together.
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After strategy and tactics building comes the critical stage of implementing a sales performance transformation. SPARXiQ’s Mike Kunkle breaks down how to make it happen.
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Now is the time to double down on virtual sales coaching, says sales leadership trainer Colleen Stanley.
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The B2B distribution business has been adjusting to the new mask-to-mask business environment by changing how distributors handle inventory, deliver products and communicate with customers. The most difficult adjustment has been letting go of the old sales coverage plan.
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How to develop a unique sales transformation plan that is specific to your distribution company’s goals and priorities.
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The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
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The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
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Mine existing accounts, focus on empathy and serve customers the way they want to be served.
Too many sales reps are missing opportunities to make a difference.
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Stop ignoring the sales gorilla in the room.
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Primary sales channel has seen transformative impact.
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Align your compensation plan with your strategic goals.
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How the next generation prefers to shop and buy in a B2B setting.
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The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
