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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

Strategy

Inspiration Given – and Received: My Takeaways from ISA’s Fall Summit

Dirk Beveridge shares how ISA members and volunteers are a Force for Good.
  • Dirk Beveridge
  • November 13, 2023
Strategy

What Distribution Leaders Can Learn (Good and Bad) from Elon Musk

Takeaways for distribution leaders from Elon Musk’s history at SpaceX, Tesla and Twitter (X).
  • Ian Heller
  • November 8, 2023
Operations

How Wholesalers Sell More and Deplete Earnings: Account Portfolio Management Using Activity Profits

How to avoid sapping earnings as sales grow.
  • Scott Benfield
  • November 6, 2023
Strategy

Jay Greyson: Distribution PE Expert on Strategy, Succession Planning, Valuation and More

Jay Greyson shares how and why distributors should prepare for an equity event.
  • Distribution Strategy Group
  • November 2, 2023
AI Isn’t Coming to Take Your Sales Reps’ Jobs
AI in Distribution

AI Isn’t Coming to Take Your Sales Reps’ Jobs — It’s Coming to Help Them

Like ERP and ecommerce, AI’s main function is to make things easier for users.
  • Benj Cohen
  • October 30, 2023
Distribution Marketing

One Thing Leads to Another: A Better Customer Experience Yields Greater Profits

Customer experience has emerged as a critical differentiator.
  • Distribution Strategy Group
  • October 26, 2023
How to Blend Psychological Safety and Accountability When Sales Coaching
Distribution Sales Strategy

How to Blend Psychological Safety and Accountability When Sales Coaching

How can distributors blend these two seemingly contradictory concepts?
  • Mike Kunkle
  • October 20, 2023
B2B eCommerce

How to Ensure B2B Marketplaces Drive Results for Your Distribution Business

Marketplaces require a carefully crafted strategy and the right tools.
  • Distribution Strategy Group
  • October 19, 2023
AI in Distribution

Is Your Data Ready for the AI Pricing and Selling Revolution?

An AI revolution in distribution will be powered by data.
  • Dan Cakora
  • October 17, 2023
AI in Distribution

AI’s Implications for Distributors’ Sales and Marketing Strategies

Distributors are dipping their toes in the water with AI in sales and marketing.
  • Distribution Strategy Group
  • October 13, 2023
AI in Distribution

More Takeaways from Applied AI for Distributors: Where Should Distributors Begin with AI?

Key takeaways from the final day of the Applied AI for Distributors conference.
  • Distribution Strategy Group
  • October 6, 2023
AI in Distribution

5 Takeaways from Applied AI for Distributors: The Wave of Change Rushing Toward Distribution

Key takeaways from the first 24 hours of the first event ever focused on AI for distributors.
  • Distribution Strategy Group
  • October 5, 2023
Operations

Shipping Backlogs Are Back, and This Time It Is the Panama Canal 

Drought conditions in the Panama Canal are stalling the supply chain.
  • Ravi Ravishankar
  • October 2, 2023
Workers in a distribution warehouse
Operations

A Personal Perspective: White Cap CEO John Stegeman to Retire – Alan Sollenberger Takes the Reins

John Stegeman, who is retiring, made an impact at White Cap.
  • Ian Heller
  • September 29, 2023
Strategy

David Gordon: What’s Fueling Consolidation in the Electrical Distribution Industry

Learn how M&A is changing the electrical channel ecosystem.
  • Distribution Strategy Group
  • September 28, 2023
Operations

Family Culture is Embedded in the Independent Distributor: Now’s the Time to Unleash It

Dirk Beveridge encourages distributors to double down on their family cultures.
  • Dirk Beveridge
  • September 28, 2023
Distribution Sales Strategy

The Other-Centric Pass-Through: Empowering Growth Through Mutual Success

A collaborative, altruistic approach can have a big impact on growth.
  • Mike Kunkle
  • September 26, 2023
Distribution Technology

Don’t Scan into a Scam: QR Codes a Growing Cyber Risk

Scammers are catching innocent folk off guard.
  • Ian Heller
  • September 22, 2023
Strategy

What Every Distributor Should Know About Artificial Intelligence

Klaus Werner shares how distributors can use AI to improve productivity, quality and profitability. 
  • Distribution Strategy Group
  • September 20, 2023
AI in Distribution

Will AI Make Change Management Easier – or More Difficult?

One of the most significant risks in any rollout is user adoption.
  • Distribution Strategy Group
  • September 19, 2023
Operations

How Price Decreases Can Imperil Distributor Profitability

Al Bates examines supplier price reductions from two perspectives.
  • Al Bates
  • September 15, 2023
AI in Distribution

How AI Can Be Used Today in Distribution Sales

How are distributors using AI to increase sales today?
  • Distribution Strategy Group
  • September 13, 2023
A Phased Approach to De-Risk Your Digital Transformation
Distribution Technology

A Phased Approach to De-Risk Your Digital Transformation

For digital transformations to work, prioritize learning and model validation.
  • Ryan Lee
  • September 12, 2023
AI in Distribution

The Natural Starting Point for AI Implementation in B2B

The best time to start AI is after you have a foundation for digital transformation.
  • Kathleen Leigh Lewarchick
  • September 8, 2023
Digital Strategy

Is Your Website Pricing Working for You – or Against You?

If you’re frustrating customers with bad pricing online, your website won’t reach its potential.
  • Scott Sinning
  • September 7, 2023
Distribution Technology

What It Means to Be Truly Data-Driven in Distribution

Most distributors are not making good use of their data.
  • Benj Cohen
  • September 6, 2023
AI in Distribution

The Promise and Perils of AI for Distributors: Who Can Write Better Song Lyrics? AI or Me?

It’s a man vs. machine battle of wordsmithing: Who will win?
  • Ian Heller
  • September 5, 2023
AI Will Eliminate Jobs and You Can’t Stop It
AI in Distribution

The Promise and Perils of AI for Distributors: AI Will Eliminate Jobs and You Can’t Stop It

Prepare to acquire new job skills if yours appear to be threatened.
  • Ian Heller
  • August 31, 2023
Distribution Technology

Are You Getting the Most from Your eCommerce Solution Partner?

Learn how to evaluate and select the right partner.
  • Adrian Folsom
  • August 31, 2023
AI in Distribution

The Promise and Perils of AI for Distributors: Open the Pod Bay Doors, Hal. I’m Getting Out.

How well does your company understand the risks of AI?
  • Ian Heller
  • August 28, 2023
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