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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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?
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.