Sales GPS Network

Amazon Business has not only changed the rules for customer expectations on price and purchasing options, they’ve rewritten the book on how distributors of all sizes, across all product sectors, compete in the future. Distributors need to map out a plan to invest in the technology and the strategic capabilities that will help them engage […]

A special report on the changing role of distribution sales reps, what’s driving the shift, why distributors should act and the future of field sales, including its role, function and purpose for the successful distributor.

A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. Here are some of the common challenges to align compensation with company goals and options for overcoming those challenges.

More millennials are in B2B buying positions, and they shop and buy differently than prior generations. This article examines those changes and how to adjust to meet these new demands.

Growing revenue from existing customers is consistently at the top of the list for distributors. This article outlines how to deepen wallet share from current customers.

Distribution sales have traditionally been driven by outside salespeople who set their own course for how and where to sell. But as purchasing behaviors have changed, driven by technology and a generational shift, sales models need to change as well.

A remarkable tipping point took place in 2017 – distributor e-commerce as a percentage of revenues shifted significantly, based on the seventh annual MDM distribution e-commerce survey conducted with Real Results Marketing.

Survey-based research discusses the channels distributors use to drive e-commerce demand as well as their satisfaction with the returns on their e-commerce investments.

These survey findings outline how distributors are using Amazon as a sales channel, types of products sold and ways in which Amazon may be a threat.

Using a case study of a distributor transforming their direct sales and customer service functions, this article outlines challenges in business transformation projects and a structure to ensure success.

Survey summary: More than 300 MDM readers share their perceptions and experiences selling through the Amazon Business Marketplace.

Part of an MDM series that includes survey findings on how distributors are using Amazon as a sales channel, types of products sold and ways in which Amazon may be a threat.

This report, focusing on distribution’s omnichannel future, follows Amazon’s rise as it rapidly built the competencies needed to master B2B distribution the way it mastered the online bookstore. We examine the threats that Amazon poses, the rise of Amazon Business – formerly AmazonSupply – and why it presents a clear threat to today’s distributor.

Distributors contemplating the move from being a lifestyle business to being professionally managed need to weigh these factors first.