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
Articles by Debbie Paul
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
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
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not