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Distribution Sales Strategy

5 Ways to Build Resiliency for Any Disruption
Digital Strategy

5 Ways to Build Resiliency for Any Disruption

Whatever your company’s size, it is necessary to prepare for operational obstacles that may come your way. Here are five strategies to build resiliency
  • Benj Cohen
  • November 17, 2021
people putting gears together
Distribution Sales Strategy

Webinar: The Reinvention of Distributor Sales & Service

This is the second of three webinars on the Reinvention of Distributor Sales and Service. You’ll learn the value of and process for creating
  • Dean Mueller
  • November 17, 2021
phone hanging from a chord
Distribution Sales Strategy

Webinar: A New Sales Channel – Telephone-Based Sales Reps

In this free webinar, we discuss how distributors have historically used telephone-based sales reps, how successful these programs have been, and how this has
  • Dean Mueller
  • October 20, 2021
donuts
Distribution Marketing

The Younger Your Customers, the More Important Your Sales Reps

Your value proposition – not the age of the buyer – determines the value your sales reps can add.
  • Ian Heller
  • October 12, 2021
sales channel icons - phone, email, mail, marketplace, storefront
Distribution Sales Strategy

Webinar: State of Manufacturer Sales Channels

In this free webinar you’ll get the latest research on manufacturers’ plans to reach the end-user, and how distributors fit into the picture.
  • Dean Mueller
  • October 6, 2021
Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Digital Strategy

Manufacturers’ Top 3 Concerns About Traditional Distribution Channels

Here’s why an increasing number of manufacturers are going direct to the end customer.
  • Ian Heller
  • October 5, 2021
checklist
Distribution Marketing

40+ Ways Distributors Are Using Analytics for Growth

Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
  • Jonathan Bein
  • September 27, 2021
Shake Up Sales Models and See Results
Digital Strategy

Shake Up Sales Models and See Results

An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy. 
  • Benj Cohen
  • September 23, 2021
Distribution Marketing

6 Steps to Help Your Customers on Their Shopping & Buying Journey

Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
  • Dean Mueller
  • September 15, 2021
Distribution Industry Analysis

How AI Drives Sales Productivity to Offset Labor Shortages

The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand
  • Benj Cohen
  • August 19, 2021
safety
Distribution Industry Analysis

How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First

Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
  • Ian Heller
  • August 16, 2021
Distribution Marketing

Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer

Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
  • Ian Heller
  • August 5, 2021
hand holding phone with holographic shopping carts being projected from the screen
Distribution Sales Strategy

Webinar: 2021 State of Shopping and Buying in Distribution

his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
  • Dean Mueller
  • August 3, 2021
Distributors Need New Sales Toolkits Post-Pandemic
Digital Strategy

Distributors Need New Sales Toolkits Post-Pandemic

COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.”    But some of the changes brought on by the
  • Benj Cohen
  • June 18, 2021
How to Select, Sell and Deliver the Right Value-Added Services for Your Business
Distribution Marketing

How to Select, Sell and Deliver the Right Value-Added Services for Your Business

It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
  • Ian Heller
  • June 15, 2021
How Satisfied Are Distributors with Their Core Technology Stack
Digital Strategy

How Satisfied Are Distributors with Their Core Technology Stack?

In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
  • Jonathan Bein
  • May 27, 2021
Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital
Distribution Sales Strategy

Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital

Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he
  • Ian Heller
  • May 17, 2021
5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)
Digital Strategy

5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)

When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
  • Debbie Paul
  • May 10, 2021
lightbulb
Digital Strategy

How Lawson Products Grew Its Enterprise Value by 10x: A Differentiation Case Study for Distributors

Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans
  • Ian Heller
  • May 5, 2021
The Case for Marketing Automation
Digital Strategy

The Case for Marketing Automation in B2B

The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower
  • Debbie Paul
  • May 3, 2021

Upcoming Programs

  • Upcoming Program

Using Technology to Drive Profits and Productivity

Join us on July 16, 9 PT/12 ET, as we discuss how to turn technology strategies into tangible outcomes.
Register Now
  • Upcoming Program

How Distributors are Solving Supply Chain Challenges

Join us on July 23, 9 PT/12 ET, as we discuss how companies are building more resilient, agile supply chains.
Register Now
  • Upcoming Program

AI News and Gurus: The Show for Intelligent Distributors

Join us on Thursday, July 24, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
Register Now
  • Upcoming Program

State of Distributor Sales

Join us on July 30, 2025 at 9PT/12ET as we delve into the state of distributor sales to enhance your customer experience.
Register Now
5 Ways to Build Resiliency for Any Disruption
Digital Strategy

5 Ways to Build Resiliency for Any Disruption

Whatever your company’s size, it is necessary to prepare for operational obstacles that may come your way. Here are five strategies to build resiliency
  • Benj Cohen
  • November 17, 2021
people putting gears together
Distribution Sales Strategy

Webinar: The Reinvention of Distributor Sales & Service

This is the second of three webinars on the Reinvention of Distributor Sales and Service. You’ll learn the value of and process for creating
  • Dean Mueller
  • November 17, 2021
phone hanging from a chord
Distribution Sales Strategy

Webinar: A New Sales Channel – Telephone-Based Sales Reps

In this free webinar, we discuss how distributors have historically used telephone-based sales reps, how successful these programs have been, and how this has
  • Dean Mueller
  • October 20, 2021
donuts
Distribution Marketing

The Younger Your Customers, the More Important Your Sales Reps

Your value proposition – not the age of the buyer – determines the value your sales reps can add.
  • Ian Heller
  • October 12, 2021
sales channel icons - phone, email, mail, marketplace, storefront
Distribution Sales Strategy

Webinar: State of Manufacturer Sales Channels

In this free webinar you’ll get the latest research on manufacturers’ plans to reach the end-user, and how distributors fit into the picture.
  • Dean Mueller
  • October 6, 2021
Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Digital Strategy

Manufacturers’ Top 3 Concerns About Traditional Distribution Channels

Here’s why an increasing number of manufacturers are going direct to the end customer.
  • Ian Heller
  • October 5, 2021
checklist
Distribution Marketing

40+ Ways Distributors Are Using Analytics for Growth

Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
  • Jonathan Bein
  • September 27, 2021
Shake Up Sales Models and See Results
Digital Strategy

Shake Up Sales Models and See Results

An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy. 
  • Benj Cohen
  • September 23, 2021
Distribution Marketing

6 Steps to Help Your Customers on Their Shopping & Buying Journey

Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
  • Dean Mueller
  • September 15, 2021
Distribution Industry Analysis

How AI Drives Sales Productivity to Offset Labor Shortages

The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand
  • Benj Cohen
  • August 19, 2021
safety
Distribution Industry Analysis

How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First

Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
  • Ian Heller
  • August 16, 2021
Distribution Marketing

Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer

Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
  • Ian Heller
  • August 5, 2021
hand holding phone with holographic shopping carts being projected from the screen
Distribution Sales Strategy

Webinar: 2021 State of Shopping and Buying in Distribution

his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
  • Dean Mueller
  • August 3, 2021
Distributors Need New Sales Toolkits Post-Pandemic
Digital Strategy

Distributors Need New Sales Toolkits Post-Pandemic

COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.”    But some of the changes brought on by the
  • Benj Cohen
  • June 18, 2021
How to Select, Sell and Deliver the Right Value-Added Services for Your Business
Distribution Marketing

How to Select, Sell and Deliver the Right Value-Added Services for Your Business

It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
  • Ian Heller
  • June 15, 2021
How Satisfied Are Distributors with Their Core Technology Stack
Digital Strategy

How Satisfied Are Distributors with Their Core Technology Stack?

In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
  • Jonathan Bein
  • May 27, 2021
Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital
Distribution Sales Strategy

Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital

Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he
  • Ian Heller
  • May 17, 2021
5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)
Digital Strategy

5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)

When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
  • Debbie Paul
  • May 10, 2021
lightbulb
Digital Strategy

How Lawson Products Grew Its Enterprise Value by 10x: A Differentiation Case Study for Distributors

Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans
  • Ian Heller
  • May 5, 2021
The Case for Marketing Automation
Digital Strategy

The Case for Marketing Automation in B2B

The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower
  • Debbie Paul
  • May 3, 2021

Recent Reports

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

Optimizing B2B eCommerce for Distributors: Strategies for Scalability, Supply Chain Visibility and Digital Integration

5 Ways to Build Resiliency for Any Disruption
Digital Strategy

5 Ways to Build Resiliency for Any Disruption

Whatever your company’s size, it is necessary to prepare for operational obstacles that may come your way. Here are five strategies to build resiliency
  • Benj Cohen
  • November 17, 2021
people putting gears together
Distribution Sales Strategy

Webinar: The Reinvention of Distributor Sales & Service

This is the second of three webinars on the Reinvention of Distributor Sales and Service. You’ll learn the value of and process for creating
  • Dean Mueller
  • November 17, 2021
phone hanging from a chord
Distribution Sales Strategy

Webinar: A New Sales Channel – Telephone-Based Sales Reps

In this free webinar, we discuss how distributors have historically used telephone-based sales reps, how successful these programs have been, and how this has
  • Dean Mueller
  • October 20, 2021
donuts
Distribution Marketing

The Younger Your Customers, the More Important Your Sales Reps

Your value proposition – not the age of the buyer – determines the value your sales reps can add.
  • Ian Heller
  • October 12, 2021
sales channel icons - phone, email, mail, marketplace, storefront
Distribution Sales Strategy

Webinar: State of Manufacturer Sales Channels

In this free webinar you’ll get the latest research on manufacturers’ plans to reach the end-user, and how distributors fit into the picture.
  • Dean Mueller
  • October 6, 2021
Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Digital Strategy

Manufacturers’ Top 3 Concerns About Traditional Distribution Channels

Here’s why an increasing number of manufacturers are going direct to the end customer.
  • Ian Heller
  • October 5, 2021
checklist
Distribution Marketing

40+ Ways Distributors Are Using Analytics for Growth

Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
  • Jonathan Bein
  • September 27, 2021
Shake Up Sales Models and See Results
Digital Strategy

Shake Up Sales Models and See Results

An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy. 
  • Benj Cohen
  • September 23, 2021
Distribution Marketing

6 Steps to Help Your Customers on Their Shopping & Buying Journey

Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
  • Dean Mueller
  • September 15, 2021
Distribution Industry Analysis

How AI Drives Sales Productivity to Offset Labor Shortages

The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand
  • Benj Cohen
  • August 19, 2021
safety
Distribution Industry Analysis

How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First

Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’
  • Ian Heller
  • August 16, 2021
Distribution Marketing

Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer

Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC
  • Ian Heller
  • August 5, 2021
hand holding phone with holographic shopping carts being projected from the screen
Distribution Sales Strategy

Webinar: 2021 State of Shopping and Buying in Distribution

his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
  • Dean Mueller
  • August 3, 2021
Distributors Need New Sales Toolkits Post-Pandemic
Digital Strategy

Distributors Need New Sales Toolkits Post-Pandemic

COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.”    But some of the changes brought on by the
  • Benj Cohen
  • June 18, 2021
How to Select, Sell and Deliver the Right Value-Added Services for Your Business
Distribution Marketing

How to Select, Sell and Deliver the Right Value-Added Services for Your Business

It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with
  • Ian Heller
  • June 15, 2021
How Satisfied Are Distributors with Their Core Technology Stack
Digital Strategy

How Satisfied Are Distributors with Their Core Technology Stack?

In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business
  • Jonathan Bein
  • May 27, 2021
Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital
Distribution Sales Strategy

Differentiation by Design: Moving the Distribution Industry into 21st Century Goes Beyond Digital

Peter Jackson, CEO of Miller Industrial Supply, came up in the world of consumer marketing and design before breaking into industrial distribution when he
  • Ian Heller
  • May 17, 2021
5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)
Digital Strategy

5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)

When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether
  • Debbie Paul
  • May 10, 2021
lightbulb
Digital Strategy

How Lawson Products Grew Its Enterprise Value by 10x: A Differentiation Case Study for Distributors

Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans
  • Ian Heller
  • May 5, 2021
The Case for Marketing Automation
Digital Strategy

The Case for Marketing Automation in B2B

The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower
  • Debbie Paul
  • May 3, 2021
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