An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
Inside Sales Strategy
2021 State of Sales in Distribution: How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
How Technology Enables Sales Reps (Instead of Replacing Them)
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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.
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.
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.
6 Keys to Outbound Success with Proactive Inside Sales
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.
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.
How to Grow Business in Small and Mid-sized Accounts
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher profit margins and do not require as many resources.