Distribution Sales Strategy
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If Marketplaces are a Must, Should You Build Your Own?
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they should build their own marketplaces.
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How Fastenal is Outperforming the Market in 2020
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture, hitting their top line goals.
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Prevent Customers From Leaving You
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual earnings. Retention is powerful for several reasons.
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When Your Sales Team Sabotages Your eCommerce Initiative
When salespeople are slow to embrace ecommerce, they miss opportunities that not only hurt the company, but the customers they are trying to help. They’re even hurting themselves.
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How Minimum Order Quantity (MOQ) Can Solve Small-Order Problems
Setting a Minimum Order Quantity is quick, predictable, and perfectly suited for the V-shape recovery. It’s a great strategy for distributors that have taken a hit to their cashflow over 2020 and are looking for short-term relief.
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Why Sales Reps Go Straight to Price: 3 Challenges in Selling Value
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
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Why Is Cross-Selling Effectively So Difficult for Distributors?
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
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What is Your Product? Knowledge, Information and Service
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
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The Role of AI in Building a Better B2B Sales Model
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what tools including AI they’ll need to do it.
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The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit in person.