Distribution Marketing
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Webinar: State of Sales in Distribution: Part 2
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate by using consultative selling.
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Why Distributors’ Customer Churn Management Efforts Aren’t Working
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how they define a “lost customer.”
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Webinar: State of Sales in Distribution: Part 1
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
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How to Overcome Resistance to Strategic Pricing
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
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B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
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The War Between Sales and Marketing is Marketing’s Fault
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
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Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
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How to Build Successful B2B Customer Loyalty Programs
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
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High-Tech AND High-Touch: How Distributors Can Win in a B2C World
If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.
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How to Get Your Brand Out of the Graveyard
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products from you but not accessories to those, and buy infrequently.