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As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.
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Social media is the "new" public relations. This excerpt from The B-to-B Online Marketing Toolkit by Bob DeStefano will help you build an effective social media strategy for your company.
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According to a recent survey conducted by MDM and Real Results Marketing, distributors can confidently say how they are better than their competitors at providing certain features and benefits. But often they still struggle with integrating the features and benefits into a cohesive value proposition. In this article, the second in a two-part series, Jonathan Bein, managing partner at Real Results Marketing, examines a technique that can help distributors bridge that gap.
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In the past few years, technology usage in distribution has exploded as adoption of mobile devices as sales tools has increased. But many people continue to make excuses as to why some new technology isn't right for us. They're just excuses, though, and distributors should avoid letting technophobia keep them from efficient and effective tools.
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It would be natural for a business leader to assume that their customers operate in the same way that they do. But according to Bob DeStefano, president of SVM E-Marketing Solutions, business today has reached a tipping point where “generation net” workers outnumber baby boomers, and the way they do business is different from past generations.
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According to a recent survey conducted by MDM and Real Results Marketing, distributors say they provide more value to their customers than their competitors do, but are challenged when asked to actually quantify that value. This article, the first in a two-part series, examines how distributors perceive their own value.
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of a few claims about what they believe they do well. Overwhelmingly, these claims have been derived through executive intuition or anecdotal feedback from the sales team rather than rigorous processes with market testing.
Furthermore, when asked about the economic benefit of their value proposition to the customer, almost none can provide an answer. …
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As top distributors become more proficient with data analysis, others are falling behind, creating a critical gap in competitive business intelligence. Four of the speakers at MDM’s upcoming Analytics Summit share their recommendations here for optimizing data analytics across a range of business operations.
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