These four acronyms, and the concepts behind their meaning, will improve your sales force’s effectiveness.
Distribution Sales Strategy
Here are five principles to keep in mind for your pricing strategy.
Here are five steps to take back control of your pricing.
Check out this key account management process that gets results for distributors.
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
Mike Kunkle shares why one size does not fit all distributors.
Going beyond the traditional approach and building an omnichannel experience.
7 examples of common dead-skunk pricing practices distributors need to let go of.
When you understand this, you can foster alignment, communicate effectively and improve customer experience.
When implemented well, an SMoS can radically improve sales force performance.
Services go through predictable stages and become mature, price-sensitive and commoditized.
Sales coaching is the most powerful tool for improving employee performance and company results.
How can distributors differentiate amid stiffening competition from B2B marketplaces?
Value can be defined, marketed and delivered in such a way that it improves profitability.
One of enablement’s key responsibilities is preparing and supporting your sellers to go to market.
MSC Industrial Supply shares how they are redefining the way they support their customers.
The goal of enablement is to support sellers and as a result, improve sales performance.
Monte Salsman, president of the Winsupply Acquisitions Group, joined us on a recent episode of the Wholesale Change show to talk about the company’s
Most distributors in a recent DSG report said they were unhappy with their lead-generating efforts.
In some distribution companies, CSRs have become profitable sellers.
Upcoming Events
How to Turn Inside Sales Reps Into Home-Run Hitters
November 30 @ 12:00 pm - 1:00 pm EST
Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs?
The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships.
Join your hosts Ian Heller and Jonathan Bein as they welcome Mark Peck on Nov. 30 to discuss the following core elements in highly successful inside sales programs.
Building and using a structured sales coverage model and plan
- Allocate your most valuable asset
- Apply the pareto principle
- Set expectations with inside sales staff
Managing with a systemic inside sales performance model
- Manage the elements of sales rep performance that drive revenue performance
- Develop an understanding of individual sales staff strengths and weaknesses
- Use the performance model to coach to achievement of high sales goals
Join us on Nov. 30 at 9 PT/ 12 ET to learn how these two business models can help drive superior execution in your inside sales program.
Related Events
Join your hosts Ian Heller and Jonathan Bein as they welcome Mark Peck on Nov. 30 to discuss the core elements in highly successful
DSG Technology Panel: An Executive Perspective on eCommerce
December 7 @ 12:00 pm - 1:00 pm EST
Distribution Strategy Group is excited to bring you this panel on ecommerce technology on Wednesday, December 7 at 9 PT/12 ET.
As ecommerce continues to be a substantial part of companies’ business strategies, we will talk with top ecommerce executives in the industry. They’ll share how they are using ecommerce. We’ll also discuss what manufacturers are looking for in their distributors when it comes to ecommerce, challenges distributors face and how they have solved them, and how they’re measuring ROI.
Panelists include:
- Steven Javor Global E-commerce Director of Schneider Electrics Energy Management Division
- Justus Eggers, Vice President and General Manager of the Americas, at Hoffman Group
- Coburn Flannery, Director of E-Business.
Related Events
Join us for a panel discussion with distributors, who will share their ecommerce experiences – both wins and challenges.
The Secrets to Driving Growth in 2023, featuring Tony Harris of THINC B2B
December 14 @ 12:00 pm - 1:00 pm EST
Tony Harris, founder of THINC B2B, brings his energy and passion for growth to the Wholesale Change Show on Dec. 14 at 9 PT/12 ET.
He’ll hold nothing back in his conversation with hosts Ian Heller and Jonathan Bein on how and why distributors need to realign business intelligence, sales and marketing, finance and IT to drive growth in 2023. He’s a highly regarded CEO coach, senior executive mentor and thought leader.
He’s also the author of “FADS Marketing: Food, Alcohol, Drugs, Sex and the New Marketing World Order.” His career includes providing executive counsel to some of the most recognized global brands. Harris also advises for private equity firms, investment firms, family offices, and venture capital entities, evaluating and preparing recommendations on the viability of potential acquisitions, divestitures and roll-ups.
Related Events
Tony Harris, of THINC B2B, joins us on Dec. 14 to discuss realigning business intelligence in 2023.
Technology Panel: CRM
Technology Panel: CRM
January 11, 2023 @ 12:00 pm - 1:00 pm EST
Join us for a panel discussion with distributors, who will share their CRM experiences – both wins and challenges.
These four acronyms, and the concepts behind their meaning, will improve your sales force’s effectiveness.
Here are five principles to keep in mind for your pricing strategy.
Here are five steps to take back control of your pricing.
Check out this key account management process that gets results for distributors.
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
Mike Kunkle shares why one size does not fit all distributors.
Going beyond the traditional approach and building an omnichannel experience.
7 examples of common dead-skunk pricing practices distributors need to let go of.
When you understand this, you can foster alignment, communicate effectively and improve customer experience.
When implemented well, an SMoS can radically improve sales force performance.
Services go through predictable stages and become mature, price-sensitive and commoditized.
Sales coaching is the most powerful tool for improving employee performance and company results.
How can distributors differentiate amid stiffening competition from B2B marketplaces?
Value can be defined, marketed and delivered in such a way that it improves profitability.
One of enablement’s key responsibilities is preparing and supporting your sellers to go to market.
MSC Industrial Supply shares how they are redefining the way they support their customers.
The goal of enablement is to support sellers and as a result, improve sales performance.
Monte Salsman, president of the Winsupply Acquisitions Group, joined us on a recent episode of the Wholesale Change show to talk about the company’s
Most distributors in a recent DSG report said they were unhappy with their lead-generating efforts.
In some distribution companies, CSRs have become profitable sellers.
These four acronyms, and the concepts behind their meaning, will improve your sales force’s effectiveness.
Here are five principles to keep in mind for your pricing strategy.
Here are five steps to take back control of your pricing.
Check out this key account management process that gets results for distributors.
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
Mike Kunkle shares why one size does not fit all distributors.
Going beyond the traditional approach and building an omnichannel experience.
7 examples of common dead-skunk pricing practices distributors need to let go of.
When you understand this, you can foster alignment, communicate effectively and improve customer experience.
When implemented well, an SMoS can radically improve sales force performance.
Services go through predictable stages and become mature, price-sensitive and commoditized.
Sales coaching is the most powerful tool for improving employee performance and company results.
How can distributors differentiate amid stiffening competition from B2B marketplaces?
Value can be defined, marketed and delivered in such a way that it improves profitability.
One of enablement’s key responsibilities is preparing and supporting your sellers to go to market.
MSC Industrial Supply shares how they are redefining the way they support their customers.
The goal of enablement is to support sellers and as a result, improve sales performance.
Monte Salsman, president of the Winsupply Acquisitions Group, joined us on a recent episode of the Wholesale Change show to talk about the company’s
Most distributors in a recent DSG report said they were unhappy with their lead-generating efforts.
In some distribution companies, CSRs have become profitable sellers.
