Premium Member Dashboard

All your exclusive premium content in one location.

Internet business and basket design, blue digital shopping cart on black background
In the past, distributors would often sacrifice margins to gain market share and drive the topline. However, such tactics negate a strategic pricing process, rendering it nearly nonexistent. Without process, your people must make pricing decisions in a vacuum. As hard as they might try to compensate for and cope with inefficiencies, and as effective as their efforts might be in the short-term, you can’t expect them to sustain healthy margins in the long run.
business professionals shaking hands
Customers continue to leverage digital and e-commerce tools to improve their buying processes. But for many distributors, their outside sales model isnt working as effectively as in the past to keep up with how customers want to buy. That growing gap is why a dedicated part of our research and coverage has been on the strategies, best practices and tactics for how to transform the sales process to reduce selling costs and increase efficiency and customer engagement. And its why the prize when it comes to increasing sales performance is on specific ways to become a more buyer-centric seller.

Subscribers should log-in to read this article.

man and woman working
Introducing any of these jobs product manager, chief digital officer, sales enablement manager, trusted adviser and director of inventory has the potential to make your company more open to change, better embrace the customer experience and streamline operations to meet evolving business demands.

Subscribers should log-in to read this article.

business professionals shaking hands
Most distributors dont view their inside sales team as a proactive sales force. Its relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling.

Subscribers should log-in to read this article.

Investment Banking Directory

The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.

Featured Content

Getting Your Sales Team to Adopt a New CRM Solution

User adoption is the key to achieving the greatest return on investment from your…

Credit Where It’s Due

B2B Point-of-Purchase Buying Habits Are Evolving. Data Now Points to a Need for More…

Winning Strategies for Customer Experience: Benchmarks & Best Practices

In this report, MDM Research benchmarks the state of distribution customer experience delivery and…

Turn Searches into Sales: No More Customers Lost in the Sea of Products

Finding a product on a B2B distributor’s site can be like playing a game…

Market Prospector

  • Build strategic sales plans.

  • Determine market and demand.

  • Create smart prospect lists. 

Turn your sales data into actionable data with Market Prospector.  A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too. 

Sign Up for the MDM Update Newsletter

Our daily newsletter is your best source for news and trends in the wholesale distribution industry.