Distribution Sales Strategy
-
Distributor Strategic Growth in the New Economy, Part 3: How to Evaluate Potential Online Partners
Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
-
The Elephant in the Room: Winging Sales Calls
How sales call preparation using a CRM solution is an efficient way to increase success.
-
How to Get Business Value from Sales Training
Why sales training fails and how to adjust your approach.
-
Distributor Strategic Growth in the New Economy, Part 2: Launching New Products to Existing Accounts
Improve Return on Time Invested by focusing on new products and new technologies.
-
Customers pushing back on fee-based services? Here’s how to negotiate
Frank Hurtte answers: How should you respond to customers who push back against fee-based services?
-
Distributor Strategic Growth in the New Economy, Part I: Thinking Beyond the Singular Sales Call
As distributors consolidate, growth becomes far more complex than a singular sales call.
-
How Digitalization Changed the Manufacturer-Distributor Relationship
Using your unique relationships to propel the customer journey into the future.
-
6 Keys to a Successful Proactive Inside Sales Program
Selecting the right support, technology and people for a successful inside sales program.
-
Why Cross-Selling is Hard (And 4 Actionable Ways to Make it Easier)
Even if reps increase their cross-sell efforts, without technology for support, they will not succeed.
-
Price Cutting: The Profit Implications of ‘Taking It to the Street’
Distributor- and supplier-driven price cutting is destructive to profit.