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Distribution Sales Strategy

The Sales Rep Reimagined: Tech-Enabled Selling in 2025

Distributors that are winning in 2025 are the ones rewiring their sales model.
  • Brian Hopkins
  • August 5, 2025
Operations

Critical Skills for Front-Line Leaders, Part 3: Effective Communication

The best leaders don’t just talk. They listen. They translate. They show up. And they speak in a way that moves people forward.
  • Will Quinn
  • August 1, 2025
Distribution Technology

Voice Picking Technology: Tech That Boosts Margins and Worker Morale

Known as “pick-by-voice,” this system guides workers through their tasks using voice commands and barcode scan validation, creating a streamlined, hands-free workflow.
  • Patrick Hanrahan
  • August 1, 2025

Upcoming Programs

  • Upcoming Program

Creating Clean and Accurate Product and Customer Data

Join us on Aug. 13, 9 PT/12 ET, as we discuss tackling the data challenge with technology leaders.
Register Now
  • Upcoming Program

Elevating the B2B Customer Experience

Join us on Aug 20, 2025 at 9PT/12ET as we delve into ways to transform your customer experience strategy.
Register Now
  • Upcoming Program

Economic Crossroads: Forecasts and M&A Trends Shaping Distribution

Join us on Aug 28, 2025 at 9PT/12ET as we navigate both economic forecasts and M&A trends with Economist Alex Chausovsky.
Register Now
  • Upcoming Program

The Sales Rep’s AI Playbook: What’s Working in Distribution Today

Join us on Sept 17, 2025 at 9PT/12ET as we delve into what real AI adoption looks like in the field today and how
Register Now
Innovation

Reclaiming Time: Automating Accounts Receivable & Payables

AR/AP automation represents one of the fastest, most measurable wins in the automation journey.
  • Brian Hopkins
  • July 29, 2025
Distribution Sales Strategy

Distributor CEOs: Your Company Could Be Doing SO Much Better!

The most effective sales organizations have clear sales methodologies in place.
  • Mike Kunkle
  • July 25, 2025
Distribution Industry Analysis

How Distributors Are Solving Supply Chain Challenges

Distribution continues to navigate complex supply chain disruptions.
  • Distribution Strategy Group
  • July 24, 2025

Recent Reports

Transforming Wholesale Distribution with AI

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

Are Inside Salespeople Really Salespeople?
Distribution Sales Strategy

Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
  • Jonathan Bein
  • June 11, 2020
Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry - courtesy grainger
Marketplaces

Grainger Disinvests in Europe as Amazon Business Expands: What This Means for the Industry

It’s fair to question whether these events are correlated or it’s just a coincidence that Amazon Business is (apparently) thriving in various international markets
  • Ian Heller
  • June 10, 2020
Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations
B2B eCommerce

Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations

If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
  • Jonathan Bein
  • June 10, 2020
Why Distributors Need a Marketplaces Strategy
Digital Strategy

Why Distributors Need a Marketplaces Strategy

Amazon is the most obvious example of marketplaces that carry B2B SKUs, but you can find them on Google Shopping, Walmart.com, Alibaba, eBay Business
  • Ian Heller
  • June 8, 2020
The Importance of Value-Added Services in Distribution Today
Distribution Marketing

The Importance of Value-Added Services in Distribution Today

If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
  • Jonathan Bein
  • June 2, 2020
What Private Equity Ownership Means to a Distribution Employee
Strategy

What Private Equity Ownership Means to a Distribution Employee

Private equity isn’t new – even if it’s new to you. Arguably, PE as an investment method has been around for more than 100
  • Ian Heller
  • May 28, 2020
Why Distributors are So Great at Building the Wrong Websites
Digital Strategy

Wholesale Change Show: Why Distributors are So Great at Building the Wrong Websites (May 27, 2020)

In this episode of Wholesale Change (May 27, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss why you might have built the
  • Ian Heller
  • May 28, 2020
Bad Distributor Websites - Distribution Strategy Group
Digital Strategy

How to Build a Doomed Website

I think a good rule of thumb for distributors is that you can’t complain about your e-commerce failure if your problems are self-inflicted.
  • Ian Heller
  • May 27, 2020
How to Use a Sales Call Guide to Drive Stronger Connections with Prospects
Distribution Sales Strategy

How to Use a Sales Call Guide to Drive Stronger Connections with Prospects

A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
  • Debbie Paul
  • May 26, 2020
Will B2B Marketplaces Kill Company Specific Websites
Marketplaces

Wholesale Change Show: Will B2B Marketplaces Kill Company Specific Websites? (May 20, 2020)

In this episode of Wholesale Change (May 20, 2020), Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of marketplaces
  • Ian Heller
  • May 21, 2020
Wholesale Change
Distribution Marketing

Wholesale Change Show: The Future of Value-Added Services in Distribution (May 13, 2020)

Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors
  • Ian Heller
  • May 18, 2020
COVID-19 and the Rush to Buy Online in B2B: Is Your Business Ready?
Digital Strategy

COVID-19 and the Rush to Buy Online in B2B: Is Your Business Ready?

In a survey, we found that more end-users are embracing online shopping and buying for business out of necessity in light of COVID-19.
  • Dean Mueller
  • May 18, 2020
How to Grow Business in Small and Mid-sized Accounts
Distribution Marketing

How to Grow Business in Small and Mid-sized Accounts

Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
  • Jonathan Bein
  • May 15, 2020
How to Get Customers to Buy More Product Categories with Cross-Selling
Distribution Sales Strategy

How to Get Customers to Buy More Product Categories with Cross-Selling

Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
  • Jonathan Bein
  • May 15, 2020
Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects
Distribution Marketing

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
  • Debbie Paul
  • April 29, 2020
After the Crisis: What Distributors Must Do Next
Digital Strategy

After the Crisis: What Distributors Must Do Next

Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into
  • Ian Heller
  • April 23, 2020
Value Proposition: Time of COVID-19
Distribution Marketing

Value in the Time of COVID-19: What Customers Value Changes with the Times

It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
  • Robert Kelley
  • April 23, 2020
How to Acquire New Customers with Sweet Spot Analysis
Distribution Marketing

How to Acquire New Customers with Sweet Spot Analysis

Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
  • Jonathan Bein
  • April 15, 2020
How to Improve Customer Retention and Keep Customers from Leaving You
Distribution Marketing

How to Improve Customer Retention and Keep Customers from Leaving You

Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
  • Jonathan Bein
  • April 15, 2020
Can Your Team Sell Your Company’s Value?
Distribution Marketing

Can Your Team Sell Your Company’s Value?

While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
  • Bill Wade
  • April 13, 2020
How to Take Business Away from Your Competitors
Distribution Sales Strategy

How to Take Business Away from Your Competitors

You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
  • Jonathan Bein
  • April 8, 2020
How to Sell into New Market Segments
Distribution Marketing

How to Sell into New Market Segments

It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
  • Jonathan Bein
  • April 8, 2020
Sales Force Productivity During a Global Health Crisis
Distribution Sales Strategy

Sales Force Productivity During a Global Health Crisis

How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people
  • Ian Heller
  • March 31, 2020
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
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