Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
Distribution Sales Strategy
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people
What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in
To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
Upcoming Programs
Join us on April 23, 2025 at 9 PT/12 ET for insights and strategies on how to exceed customer expectations and foster lasting relationships.
Join us as we dive deep with The Distribution Guy® Will Quinn into getting more from your tech stack.
This webinar features renowned economist Alex Chausovsky, who brings his expertise in economic forecasting and industrial markets to help you navigate these complex waters.
Join us on May 15, 2025, at 9 PT / 12 ET to discover how modern ecommerce platforms enable seamless integration, personalized customer experiences.
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people
What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in
To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Despite the many columns and webcasts predicting distribution’s post-pandemic “new normal,” it’s going to be a long time before our industry settles back into
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people
What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in
To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts