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ROI from CRM: 3 Paths to Growth Beyond Outside Sales

Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for the final installment in his high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM.

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Survive & Thrive in the Age of the Customer

Digital platforms have shifted the power in the purchasing relationship to the customer. It's easier than ever to compare your prices and services with those of your competitors. As those in buying positions get younger, they're bringing a new set of expectations with them as to what the ideal customer experience should be, which is informing how organizations respond. Read More

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Case Study: How to Effectively Implement Transformative Tech

Fastener distributor Specialty Bolt & Screw's strategic response to new market realities

Distributors know they need to invest in technology to keep pace with changing customer demands and new market realities. But identifying the right technology partner and deciding where to spend money can be daunting – and missteps can cause harm in the process.

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Webcast

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ROI from CRM: 3 Critical Focus Areas for Long-Term Success

Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for a high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM.

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Webcast

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The 2017 Distribution Industry Outlook

Growth was tough in 2016, with more competitive noise than ever. But the new year is transmitting early optimistic signals for those willing to embrace shifts in the distribution landscape. Read More

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3 Winning Strategies for 2017

In our current slow-growth economic environment, three core concepts define how distributors are disrupting their long-held models and transforming value propositions amid changing economic, technological and competitive forces. By shifting to omnichannel thinking, analytics-based revenue and profitability growth, a distributor can build a winning culture. Read More

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Keeping a Customer Focus in a Digital World

Relationships are a critical component of every successful distributor's strategy. But as e-commerce and other digital tools continue to alter the supply chain, how distributors interact with their customers is also changing. Read More

Webcast

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ROI from CRM: 3 Strategies to Uncover & Convert Sales Opportunities

In the second webcast of our quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, hones in on a critical part of that process: sales opportunity management.

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New Tools for Inventory Management

How to manage your inventory with data and analytics. For many years, sophisticated distributors have used Gross Margin Return on Inventory (GMROI) to manage their inventory investments. But GMROI is a flawed measure of performance and using it may contribute to lower profitability. Read More

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Anatomy of a Deal: Buyside & Sellside Perspectives in M&A

While M&A in distribution may lack the blockbuster deals of the last few years, opportunities abound for buyers and sellers – if they know how to navigate today's landscape. Read More
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