Experts say there’s a disconnect between sentiment and the hard data.
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Companies that fail to embrace AI as a strategic imperative now risk falling behind.
Distributors share how they’re responding to the uncertainty.
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Distributors should look to develop their own AI solutions.
AI tools can level the playing field for smaller distributors.
Gen X transitioned the business world into the digital era.
Recent Reports
Mark Peck shares ways distributors can build and manage successful inside sales programs.
BC&S CEO Eric Chernik shares principles proven to achieve fast growth and strong financial return.
Distributors must step up or risk losing their hold on the B2B market.
Sales reps should be looking at their CRMs upwards of 30 times per day.
Relationship selling is dying, but relationships in selling is alive and well.
Get a picture of what the customer cares about before you start making changes.
Benj Cohen shares his take on McKinsey’s must-dos to win customer loyalty today.
It’s time to redefine the future of distribution.
Here are the traps to avoid when implementing a Net Promoter Score (NPS) program.
eCommerce can enhance productivity, bring in new business and improve market share during a slowdown.
B2B buying research studies consistently report that modern buyers are disappointed with their seller counterparts. Here’s why.
If you measure your ecommerce success with this ROI model, you’re doing it wrong.
eCommerce continues to grow as a percentage of sales for distributors: What’s driving the trend?
In the Noble Calling leadership style, management is called to make an oversized impact.
The market strongly favors broad assortments and sticking to your own products is a big disadvantage.
To get the most from your new ERP, your team must understand and help you get through the Trough of Despair.
Understanding key factors in the buyer landscape.
Distribution leaders share lessons learned on their ecommerce journeys.
Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
How sales call preparation using a CRM solution is an efficient way to increase success.
Why sales training fails and how to adjust your approach.
Improve Return on Time Invested by focusing on new products and new technologies.
Frank Hurtte answers: How should you respond to customers who push back against fee-based services?
How Allied Beverage Group is building a technological ecosystem to better support their team.
As distributors consolidate, growth becomes far more complex than a singular sales call.
Using your unique relationships to propel the customer journey into the future.
Selecting the right support, technology and people for a successful inside sales program.
Even if reps increase their cross-sell efforts, without technology for support, they will not succeed.
Distributor- and supplier-driven price cutting is destructive to profit.
The past two years of supply chain disruption and how to plan for 2023.