Distribution Sales Strategy
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Distributor Services: Reinforcing Value with No Charge Invoices
Is adding a “No Charge” to invoices helping – or hurting distributors?
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Stop Using Yesterday’s Obsolete KPIs
Distributors need to work off new KPIs that match today’s market to achieve profitable growth.
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4 Acronyms that Can Improve Your Sales Effectiveness
These four acronyms, and the concepts behind their meaning, will improve your sales force’s effectiveness.
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5 Key Principles for Executing Your Next Price Increase
Here are five principles to keep in mind for your pricing strategy.
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Stop Shaking Your Fist and Act: 5 Steps to Rein in Pricing
Here are five steps to take back control of your pricing.
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How to Build Key Account Plans That Get Results
Check out this key account management process that gets results for distributors.
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How Global Industrial Uses Merchandising to Add Value and Solve Customer Problems
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
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One Size Does Not Fit All: Stop Force-Fitting Sales Model, Process & Methodology
Mike Kunkle shares why one size does not fit all distributors.
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Break Down the Walls Between Channels: How an Omnichannel Approach Keeps Customers Spending More
Going beyond the traditional approach and building an omnichannel experience.
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Distributors’ Dead Skunk Pricing: How to Avoid the Stink
7 examples of common dead-skunk pricing practices distributors need to let go of.