When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than sales agents, because their goals are to make customers happy and solve problems.
Inside Sales Strategy
Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
How to Use a Sales Call Guide to Drive Stronger Connections with Prospects
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with every interaction, whether in person or virtually.
Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a value proposition their employees will take to heart, salespeople often falter when it comes to selling the company’s value to prospects.
Can Your Team Sell Your Company’s Value?
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about how to sell their company’s value, many salespeople falter.
Sales Force Productivity During a Global Health Crisis
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 around the world. We grieve over the human toll this virus takes. With a mortality rate that appears to be about 3% (at the moment) and focused primarily on the elderly…
A Tale of Two Teams: Proactive Inside Sales vs Customer Service
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 inside sales team, and aren’t those the same as customer service?
Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts
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 (on average the top 5%) tend to make up 55% to 70% of a distributor’s revenue. They have massive buying power, and distributors typically offer them value-added services pro bono.
Creating Value with Proactive Inside Sales (Wholesale Distribution Value Series)
Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As a result, these distributors are losing out on significant bottom-line benefits and shareholder value.
Customers Don’t Always Want a Field Sales Rep, So Now What?
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well. To gain a better understanding of these changes, Real Results Marketing has surveyed more than 10,000 of distributors’ customers across diverse sectors and geographies. The goal of this ongoing Shopping and Buying Survey is to gain a fuller understanding of how customers want to shop and buy by asking the customers themselves.