The 2020 Mid-Year Economic Update_long

March 10 2017

Update Your Sales Strategy

Volume:

47

Issue:

5

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Features
Selling-to-next-Generation

You may have tailored your office culture and training processes to accommodate more millennials in the workplace, but have you considered how you’re selling to the next generation? More millennials are in B2B buying positions, and they shop and buy differently than preceding generations. This article examines those changes and how to adjust to meet these new demands.

This article includes:

  • How to identify your customer demographics
  • How to shift your sales approach
  • Why hiring millennials helps you to reach them

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • How to Navigate Key HR Issues in 2017
  • A Growing Competitive Threat
  • MDM Interview: Winsupply’s Winning Formula

The start of 2017 has the most positive signs for the most bullish year for industrial markets since 2008, just before the Great Recession hit. All major customer sectors are strengthening, including energy and mining. And a recent report on the global competitiveness of the United States offers additional optimism for several years out.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Could Distributor Revenues Rebound in 2017?
  • What Millennials Want
  • Distribution Training Ground

A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. This article, based on a presentation of Mike Emerson, Indian River Consultant Group, at the Sales GPS 2017 Executive Workshop, examines some of the common challenges to aligning compensation with company goals and some options for overcoming those challenges.

This article includes:

  • Challenges to change
  • Steps to creating change

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2
MarketSnapshot-GasesWeldingEquip

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Gases & Welding Equipment by end user in the U.S., plus the top end users by 6-digit NAICS.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Use Tech to Work Smarter, Not Harder
  • Market Snapshot: Cutting Tools Market Demand in the U.S.
  • MDM Pricing Trends Report: Fourth Quarter 2016
PDF Download
Selling-to-next-Generation

You may have tailored your office culture and training processes to accommodate more millennials in the workplace, but have you considered how you’re selling to the next generation? More millennials are in B2B buying positions, and they shop and buy differently than preceding generations. This article examines those changes and how to adjust to meet these new demands.

This article includes:

  • How to identify your customer demographics
  • How to shift your sales approach
  • Why hiring millennials helps you to reach them

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • How to Navigate Key HR Issues in 2017
  • A Growing Competitive Threat
  • MDM Interview: Winsupply’s Winning Formula

The start of 2017 has the most positive signs for the most bullish year for industrial markets since 2008, just before the Great Recession hit. All major customer sectors are strengthening, including energy and mining. And a recent report on the global competitiveness of the United States offers additional optimism for several years out.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Could Distributor Revenues Rebound in 2017?
  • What Millennials Want
  • Distribution Training Ground

A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. This article, based on a presentation of Mike Emerson, Indian River Consultant Group, at the Sales GPS 2017 Executive Workshop, examines some of the common challenges to aligning compensation with company goals and some options for overcoming those challenges.

This article includes:

  • Challenges to change
  • Steps to creating change

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2
MarketSnapshot-GasesWeldingEquip

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Gases & Welding Equipment by end user in the U.S., plus the top end users by 6-digit NAICS.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Use Tech to Work Smarter, Not Harder
  • Market Snapshot: Cutting Tools Market Demand in the U.S.
  • MDM Pricing Trends Report: Fourth Quarter 2016