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Distribution Sales Strategy

Promoted but Not Prepared: The Case for Sales Manager Training

Sales organizations are notorious for promoting top performers into management roles without adequate preparation.
  • Mike Kunkle
  • July 10, 2025
Operations

Beyond the Spreadsheet: Transforming Order & Quote Processes

The most successful implementations start with clear process mapping, identifying the highest-impact automation opportunities first.
  • Brian Hopkins
  • July 8, 2025
AI in Distribution

Parspec Raises $20 Million to Bring AI Automation to Construction Distributors

Parspec expects both the distributor and contractor tools to be commercially available by the end of 2025. Pilot programs are currently underway.
  • Distribution Strategy Group
  • July 8, 2025

Upcoming Programs

  • Upcoming Program

Using Technology to Drive Profits and Productivity

Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Register Now
  • Upcoming Program

How Distributors are Solving Supply Chain Challenges

Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Register Now
  • Upcoming Program

State of Distributor Sales

Join us on July 30, 2025 at 9PT/12ET as we delve into the state of distributor sales to enhance your customer experience.
Register Now
Operations

Critical Skills for Front-Line Leaders in Distribution Part One

Frontline leadership isn’t about reports and titles. It’s about earning trust, solving real problems, and keeping the operation moving day in and day out.
  • Will Quinn
  • July 7, 2025
Operations

The New Rules of Profitability in Wholesale Distribution

Today’s profit leaders aren’t necessarily the biggest players, they’re the swiftest.
  • Brian Hopkins
  • July 1, 2025
Strategy

2025 Has Been Rocky for Many Distributors, But Outlook Could Be Rosy

Analysts say distributors remain attractive to investors in volatile periods because of their flexibility and early economic recoveries.
  • Don Davis
  • June 20, 2025

Recent Reports

State of CRM and Sales Analytics in Distribution

2025 State of Technology in Distribution

From Silos to Synergy: Transforming B2B Distribution with Automation and Collaboration

Optimizing B2B eCommerce for Distributors: Strategies for Scalability, Supply Chain Visibility and Digital Integration

A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It
Marketplaces

A Global Pandemic is Great for Amazon’s Sales, No Matter How You Spin It

An Amazon Post Full of Nonsense Carries a Serious Underlying Message We all know the world is not fair. For one thing, celery is
  • Ian Heller
  • March 31, 2020
Anti-Social Distancing: The Best Worst Advice on Working from Home
Distribution Marketing

Anti-Social Distancing: The Best Worst Advice on Working from Home

Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic
  • Ian Heller
  • March 31, 2020
Learning Financial Accounting as a Second Language
Distribution Marketing

Learning Financial Accounting as a Second Language

During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra
  • Ian Heller
  • March 31, 2020
7 Things Distributors Can Do Right Now with Digital to Combat the Impact of COVID-19
Digital Strategy

7 Things Distributors Can Do Right Now with Digital to Combat the Impact of COVID-19

My colleagues have written some great articles about the uncertainty around the COVID-19 outbreak. This article is geared toward what distributors can do right
  • Dean Mueller
  • March 24, 2020
6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic
Digital Strategy

6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic

Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some
  • Jonathan Bein
  • March 18, 2020
A Tale of Two Teams: Proactive Inside Sales vs Customer Service
Distribution Sales Strategy

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
  • Debbie Paul
  • March 5, 2020
Don’t Be a Sheep: Avoid These 7 Taglines
Distribution Marketing

Don’t Be a Sheep: Avoid These 7 Taglines

Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
  • Jonathan Bein
  • February 26, 2020
Digital Strategy

The Secret Method to Creating the Perfect Amount of Simple

This is a sample intro paragraph and can be used to introduce readers to your article. This is an example of a WordPress post,
  • Distribution Strategy Group
  • February 19, 2020
2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional
Digital Strategy

2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional

In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
  • Jonathan Bein
  • January 21, 2020
2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price
Distribution Marketing

2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price

About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their
  • Jonathan Bein
  • January 14, 2020
Featured in IMARK Electrical Now: Opportunity High for B2B E-Commerce
Digital Strategy

Featured in IMARK Electrical Now: Opportunity High for B2B E-Commerce

There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in
  • Jonathan Bein
  • November 14, 2019
What’s the Difference Between E-Commerce and E-Business?
B2B eCommerce

What’s the Difference Between E-Commerce and E-Business?

To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
  • Jonathan Bein
  • November 11, 2019
Selling More to Existing Customers - How to Release the Value Sitting in 90 percent of Your Accounts
Distribution Marketing

Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts

Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
  • Jonathan Bein
  • October 17, 2019
Creating Value with E-Business at Scale
Digital Strategy

Creating Value with E-Business at Scale (Wholesale Distribution Value Series)

E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an
  • Jonathan Bein
  • August 13, 2019
Creating Value with a Clear Value Proposition
Distribution Marketing

Creating Value with a Clear Value Proposition (Wholesale Distribution Value Series)

A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
  • Jonathan Bein
  • August 13, 2019
Video: How to Create an Effective Value Proposition in Wholesale Distribution
Distribution Marketing

Video: How to Create an Effective Value Proposition in Wholesale Distribution

A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
  • Jonathan Bein
  • August 7, 2019
Why a Clear Value Proposition is More Important Than Ever for Distributors Today
Distribution Marketing

Why a Clear Value Proposition is More Important Than Ever for Distributors Today

Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
  • Jonathan Bein
  • June 11, 2019
Creating Value with Proactive Inside Sales
Distribution Sales Strategy

Creating Value with Proactive Inside Sales (Wholesale Distribution Value Series)

Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As
  • Jonathan Bein
  • June 5, 2019
Campaigns, Activities Every Distributor Can Use to Bolster E-Commerce
B2B eCommerce

Campaigns, Activities Every Distributor Can Use to Grow Ecommerce Sales

Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with
  • Dean Mueller
  • May 28, 2019
To stay relevant with clients, distributors need to ensure they are adding value to the sale
Digital Strategy

2019 State of E-Business in Distribution, Part 2: Half of Suppliers in Survey Sell Direct Online

Historically, suppliers have sold directly to a few of their largest customers. About 46% in the latest survey reported they are selling direct online
  • Jonathan Bein
  • April 16, 2019
2019 State of E-Business in Distribution, Part 1: Maturity Slows, Adoption Soars
Digital Strategy

2019 State of E-Business in Distribution, Part 1: Maturity Slows, Adoption Soars

Opportunity is high for B2B e-commerce, according to the eighth-annual MDM distribution e-commerce survey conducted with Real Results Marketing
  • Jonathan Bein
  • April 16, 2019
The SEO Arms Race: How to Get Your Website On Page 1 of Google
Digital Strategy

The SEO Arms Race: How to Get Your Website On Page 1 of Google

Search engine optimization (SEO), as technical as it sounds, is critical for a distributor to be found online. In fact, a search engine like
  • Jonathan Bein
  • April 9, 2019
Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales
Distribution Marketing

Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales

We’ve seen a strong correlation between companies that are high-performance marketers and those who target their marketing efforts to roles or personas within their
  • Jonathan Bein
  • March 12, 2019
Symptoms of a Failing Value Proposition in B2B
Distribution Marketing

Symptoms of a Failing Value Proposition in B2B

An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
  • Jonathan Bein
  • February 14, 2019
Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?
Digital Strategy

Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?

The truth is: The “next” generation is here now. The oldest Millennials are 36; many are moving into or are already in decision-making positions.
  • Jonathan Bein
  • January 31, 2019
State of Distributor Marketing, Part 2: Right People, Right Message
Distribution Marketing

State of Distributor Marketing, Part 2: Right People, Right Message

Adjusting their marketing strategy and tactics in response to a generational shift in which millennials are already the largest age segment in the workforce
  • Jonathan Bein
  • January 23, 2019
The eBusiness and Economic Benefits of Data Synchronization
Digital Strategy

The eBusiness and Economic Benefits of Data Synchronization

Because the IDEA Connector dramatically lowers ordering costs, the cost savings fall to the bottom line and directly increase profits. With manufacturers and distributors
  • Jonathan Bein
  • January 21, 2019
The Benefit of a Strong Value Proposition: More to the Bottom Line
Distribution Marketing

The Benefit of a Strong Value Proposition: More to the Bottom Line

To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
  • Jonathan Bein
  • January 3, 2019
Research: Distributors Are Heading in Right Direction for Marketing
Distribution Marketing

Research: Distributors Are Heading in Right Direction for Marketing

Traditionally focused on field sales, distributors have not historically been strong in marketing capabilities. But as customer demographics change, how distributors market has become
  • Jonathan Bein
  • December 20, 2018
multichannel vs omnichannel whats the difference
Digital Strategy

Multichannel vs Omnichannel: What’s the Difference?

What’s the difference between omnichannel and multichannel? The difference is subtle: Omnichannel is really an integrated version of multichannel. In other words, the customer’s
  • Jonathan Bein
  • December 12, 2018
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