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In The News:

Distribution Sales & Marketing

Articles

When is it OK to Compete on Price?

There is a segment of distribution customers who are only interested in price.
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An Effective Value Proposition is Life and Death for Distributors

Too many are sending the same message, highlighting the same features and lacking differentiation in the process.
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Sell Better: Fish Where the Fish Are

How much time does your sales team spend in unproductive waters?
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Commentary: Sell Better: Fish Where the Fish Are

How much time does your sales team spend in unproductive waters?
There are fishermen, and then there are catchers of fish. Some anglers are more successful than others, and it isn’t about who has the best technology. How much time does your sales team spend in unproductive waters? ...
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Simple Steps for Distributors to Leverage Social Media and Close More Business

Use social selling to connect and engage with prospects and outsell your competition.
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Do Your Customers Want to Order or Shop?

There are two types of online purchases made by distributors, each requiring its own e-commerce strategy.
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How to Get Your Sales Team to Embrace E-commerce

Overcome common objections from the people most suspicious of a new platform.
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The 3 Ps of Outstanding Customer Experience

Devoting equal attention to product, process and people can help distributors create loyal brand promoters.
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It Takes More Than Account Managers to Drive Sales and Profitability

The digital revolution has changed the way customers gather information and buy products.
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To Differentiate Your Customers’ Online Experience, Change Your Product Descriptors

Distributors can benefit from breaking down products into the facets that define their digital DNA.
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PRODUCTS

Article Access: A Strategic Imperative to Fight the Sales Status Quo

$14.95
The rise of Amazon, other digital platforms and fast-changing customer expectations of the buying process have disrupted the role of the traditional field salesperson. More than 100 distribution industry leaders met in Denver in late June at MDM’s Sales GPS 2018 event to discuss the evolution of the distribution sales model to one that adds more value and helps them adapt to a changing market.

This article includes:

  • The traditional sales force as a margin killer
  • Why customer size doesn’t equal customer potential
  • Proceeding with caution

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