When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
Debbie Paul
Debbie Paul is Partner at Distribution Strategy Group. Debbie helps distributors identify and communicate their value so they can better serve and sell to their customers. At Newark Electronics, she oversaw the growth of small- to medium-sized high-potential accounts with results of over 10% growth in the first year, continuing in subsequent years at a rate of 15-20%. Ready to tap the full potential of your customer base? Contact Debbie at dpaul@distributionstrategy.com.
Articles by Debbie Paul
The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive
Print is not as universal as it once was (though it’s still very relevant for some customers), and even in-person sales rep visits, long
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
Nearly 45 percent of distributors’ customers we surveyed want the ability to request a chat with a customer service rep online (see Exhibit 1).
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time
To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
Every organization experiencing success with marketing automation has a different answer to this question. Here are the three that surface most often.
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the