Thought Leadership and Software for Wholesale Change Agents
Distribution Sales Strategy
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A Key Grainger Manager Moves into U.S. Sales and Onsite Services Leadership Role
Brian Walker most recently served as chief product officer, where he oversaw Grainger’s technology priorities, including its digital platforms and Grainger.com.
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MSC Resets Sales Model, Builds AI-Driven Growth Pipeline
A key element of MSC’s forward strategy is deeper supplier collaboration, supported by data and AI.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
Winning the complex sale isn’t about heroics—it’s about a system that works across the entire sales cycle.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
In distribution, onboarding’s not as simple as handing over a laptop and a pricing strategy.
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Tariffs Increase Working Capital Risk: Simple Ways to Spot Exposure
Tariff shifts hit the front lines first, long before ERP rules adjust, and that mismatch triggers early buys, overrides, and inventory drift. If it goes unseen, capital gets trapped for […]
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The Talent Imperative: Why Investing in Frontline Sales Talent Is the Key to Distributor Growth
This article makes the case for a strategic shift: treating sales talent not as a cost center, but as a growth engine.
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The Sales Activity Trap: Why Sales Teams Stay Busy but Don’t Improve
To move beyond surface-level analysis, leaders need a structured way to diagnose what’s really going on. That’s where the ROAM model comes in.
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The Real Reasons Distributor Sales Training Doesn’t Stick and What to Do About It
Sales training doesn’t fail because reps are lazy or incapable.
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Riding the Distributor Sales Culture into Commodity Hell
In this article, we detail the problems of sales cultures in mature B2B markets.
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You Think Your Sellers Are Good at Relationships – But Are They Really?
Most salespeople don’t have a purposeful plan for building business relationships.