Distributors must step up or risk losing their hold on the B2B market.
Articles by Benj Cohen
Benj Cohen shares his take on McKinsey’s must-dos to win customer loyalty today.
Even if reps increase their cross-sell efforts, without technology for support, they will not succeed.
To reap the benefits of technology like AI, companies must go above and beyond the initial tech investment to build ‘intangible assets.’
Going beyond the traditional approach and building an omnichannel experience.
Distributors can learn from Spotify’s success delivering a personalized listening experience for every customer.
In some distribution companies, CSRs have become profitable sellers.
Distributors must deliver customers’ desired browsing and shopping experience to compete against big names like Amazon Business and other digital-first competitors.
Here are four symptoms you may be using a “bad” CRM – one that doesn’t help the sales team do their jobs.
Whatever your company’s size, it is necessary to prepare for operational obstacles that may come your way. Here are five strategies to build resiliency
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand
COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.” But some of the changes brought on by the
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
Many distributors are using product recommendation engines on their ecommerce websites originally designed for B2C. This isn’t sufficient for a distributor’s business model.
Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers
Amazon Business is projected to make $52 billion in sales by 2023. For distributors to fend off this AI-powered giant, they’ll need to understand
Marketplaces are among the most successful business models of the modern era. From Amazon to Google to Grainger’s Zoro, there’s clearly good money in
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what