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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
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

Operations

Navigating the Build America, Buy America (BABA) Act’s Requirements: Purchasing Guidelines

For infrastructure projects funded in whole or in part by federal financial assistance, “Made in the USA” is now a legal requirement.
  • Steven Koprince
  • March 21, 2024
Operations

The Build America, Buy America (BABA) Act Requires “Made in the USA” Products—Here’s How to Determine Which Products Qualify

Recently, the federal government implemented a powerful new domestic preference program called “Build America, Buy America,” or BABA.
  • Steven Koprince
  • March 21, 2024
B2B eCommerce

B2B eCommerce Trends Today Prove Power of Customer Expectations

Looking for the latest B2B ecommerce trends? Learn six B2B ecommerce trends distributors should know.
  • Mohan Natarajan
  • March 14, 2024
AI in Distribution

How Distributors Will Use Artificial Intelligence in Marketing in 2028

What could the future look like for marketing operations?
  • Ian Heller
  • March 13, 2024
Distribution Sales Strategy

Elevating the Standard: How to Redefine Leadership for a Customer-Obsessed Era

A winning customer-focused culture isn’t just about plans and methods.
  • Brian Hopkins
  • March 11, 2024
AI in Distribution

Where Do Distributors Stand with AI?

Get Brooks Hamilton’s take on the latest developments in AI for distributors.
  • Distribution Strategy Group
  • March 1, 2024
Operations

Manufacturer Insights: How Distributors Can Strengthen Their Role in Channel Partnerships

How to become more important to channel partners and grow market share.
  • Distribution Strategy Group
  • March 1, 2024
Person manipulating digital dollar sign hologram
Operations

Distributors: Want Better Pricing? Focus on the Right People, Processes and Technology

How distributors can approach pricing for profit maximization.
  • Distribution Strategy Group
  • February 29, 2024
Distribution Sales Strategy

Will You Settle for Average Sales This Year or Go for the Gold?

Steps that you can take to transform your sales organization and unleash its full potential.
  • Mike Kunkle
  • February 28, 2024
Operations

How to Cultivate a Real Customer-Centric Culture

How distributors can set themselves on the right CX path.
  • Brian Hopkins
  • February 16, 2024
Distribution Sales Strategy

How to Implement the Right Customer Service Automation Solution for Your Company

Here’s a framework for distributors for selecting customer service automation solutions.
  • Rick Pozniak
  • February 15, 2024
AI in Distribution

Generative AI: How Shiny Is This New Object in Supply Chains?

Companies are reaching to AI to decode the biggest supply chain challenges.
  • Ravi Ravishankar
  • February 12, 2024
AI in Distribution

Why AI Holds More Potential for Distributors than Retailers

AI enables solutions that until now were impossible to build.
  • Ian Heller
  • February 7, 2024
Strategy

FleetPride Focused on Solving More of Its Customers’ Problems

Customer-centered strategy is driving transformation at FleetPride.
  • Distribution Strategy Group
  • February 7, 2024
Distribution Sales Strategy

The Irresistible Need for Customer Service Automation in Industrial Distribution

Give your customer service agents virtual Ironman suits.
  • Rick Pozniak
  • February 1, 2024
Distribution Sales Strategy

Grow Faster with These 10 Advanced Skills for Your Sales Force

Here are often overlooked skills your sales team needs.
  • Mike Kunkle
  • January 31, 2024
How to Navigate the Digital Shift in Customer Service in Industrial Distribution
Distribution Sales Strategy

How to Navigate the Digital Shift in Customer Service in Industrial Distribution

Distributors are experiencing a fundamental change in how they engage with customers.
  • Brian Hopkins
  • January 24, 2024
Operations

2024: The Year for Finding Pockets of Profitability

The window for large, across-the-board price increases has now closed.
  • Dan Cakora
  • January 22, 2024
Operations

Profit Strategies for Activity-Negative Accounts of Unusual Size

Distributors need a modern-day activity costing model to turn around activity-negative customers.
  • Scott Benfield
  • January 10, 2024
Operations

Troubled Waters: The Red Sea Crisis and Its Impact on the Supply Chain

Attacks in the Red Sea bring more instability.
  • Ravi Ravishankar
  • January 5, 2024
Operations

Distributors Need Rock Stars to Beat Inflation with Optimized Pricing

How to sustain profit margins in today’s economy.
  • Nelson Valderrama
  • January 5, 2024
Distribution Sales Strategy

Troubleshoot Your Sales Force to Grow in 2024

A checklist to help distributors amp up growth in 2024.
  • Mike Kunkle
  • January 4, 2024
Operations

How Distributors Can Drive Better Cash Flow Management

Learn how technology can help distributors keep the lights on.
  • Distribution Strategy Group
  • December 21, 2023
Distribution Technology

How to Enhance, Rather than Degrade, Your Customers’ Experience When They Move Online

Navigate the digital customer experience in distribution.
  • Distribution Strategy Group
  • December 19, 2023
Distribution Marketing

The Need for Sales + Marketing Collaboration in an Increasingly Digital World

How marketing can shift from traditional marketing to a revenue engine.
  • Distribution Strategy Group
  • December 18, 2023
How to Build a Business Case for Your B2B Marketplace
Marketplaces

How to Build a Business Case for Your B2B Marketplace

Convince decision-makers the ends (a marketplace) justify the means.
  • Tyler Nemiro
  • December 11, 2023
How to Improve Opportunity Management & Increase Win Rates
Distribution Sales Strategy

How to Improve Opportunity Management & Increase Win Rates

Increase sales velocity and win rates with a more purposeful approach.
  • Mike Kunkle
  • December 11, 2023
Distribution Sales Strategy

How to Improve Your New Business Development Results

A blueprint to elevate business development and grow through account acquisition.
  • Mike Kunkle
  • November 21, 2023
AI in Distribution

AI Done Right: Where Distributors Should Start

How distributors can use AI to achieve greater efficiency and effectiveness.
  • Distribution Strategy Group
  • November 20, 2023
Distribution Sales Strategy

How Distributors Can Make CRM Initiatives Successful

Experts share their take on the evolving role of CRM in distribution.
  • Distribution Strategy Group
  • November 20, 2023
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