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Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a value proposition their employees will take to heart, salespeople often falter when it comes to selling the company’s value to prospects.
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A Tale of Two Teams: Proactive Inside Sales vs Customer Service
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 inside sales team, and aren’t those the same as customer service?
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Your Customers Want Email … But It Has to Be Relevant
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 considered the gold standard of customer-relationship building in distribution, are declining in popularity in today’s efficiency-driven market. In fact, 20 percent of customers we surveyed said they want a sales rep…
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Customers Don’t Always Want a Field Sales Rep, So Now What?
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 gain a better understanding of these changes, Real Results Marketing has surveyed more than 10,000 of distributors’ customers across diverse sectors and geographies. The goal of this ongoing Shopping and…
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The Right Way to Do Chat on Your Website
Nearly 45 percent of distributors’ customers we surveyed want the ability to request a chat with a customer service rep online (see Exhibit 1). We expect that number to grow as chat becomes more common and Millennials gain increased purchasing responsibility. Even now, many customers are more comfortable communicating via chat than on the phone…
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Inside Sales in 2017: Survey Results
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 doing after sale support, order entry and pre-sale support.
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What the Executive Suite Needs to Know About Marketing Automation
To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not features, and be ready to make your business case with numbers and support from your counterparts in sales, customer success, and other stakeholders.
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How to Make the Case for Marketing Automation
Every organization experiencing success with marketing automation has a different answer to this question. Here are the three that surface most often.
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2015 State of Distributor Inside Sales
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the key activities and the importance of these activities to companies’ inside sales teams, along with measurements and challenges.
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2015 State of Distributor Marketing
Opportunities remain for distributors to improve marketing plans and measurement as a means to increase marketing effectiveness. The 2015 distributor marketing survey covered several areas of marketing, including biggest marketing challenge, vehicles, channels, measurement and pricing.