Businesses must have clear expectations of this role if they want to maximize growth opportunities. Here are three inside sales models that are working
Inside Sales Strategy
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
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
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
Upcoming Events
Wholesale Change: Your B2B Marketplace Strategy: What You Need to Compete
July 6 @ 12:00 pm - 1:00 pm EDT
Alex Moazed burst onto the scene as a platform business expert when he co-authored the best-selling book, “Modern Monopolies” in 2016. Since then, Alex has been widely acclaimed as an expert on marketplaces and has appeared on multiple television shows, including Fox Business News and Bloomberg TV. He’s a featured keynote speaker at many conferences and on July 6 at 9 PT/12 ET, he’ll be joining us on the Wholesale Change Show.
Alex will share his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers as they formulate their marketplace strategies. We’ll ask him to update us on the latest trends in B2B marketplaces and share some key lessons distributors need to know as they choose how to compete in the fast-changing competitive landscape. Don’t miss this opportunity to follow the conversation and ask questions of one of the brightest thinkers in B2B digital strategy.
Related Events
Alex Moazed join us on July 6 to share his unmatched experience working with major distributors, technology startups, venture capital firms and manufacturers.
2022 State of Analytics in Distribution
July 13 @ 12:00 pm - 1:00 pm EDT
Distributors continue to struggle with driving value through analytics, despite recognizing its critical importance in their businesses.
But if distributors want to turn data into dollars, they need to stop playing catch up and get more strategic. Our speaker will share what distributors need to do to take their analytics programs to the next level and differentiate.
Join us July 13, when Senthil Gunasekaran, Co-Founder of Actvantage and author of seven best-selling NAW books focused on the use of analytics in distribution, will share:
- The types and importance of analytics by function
- Who owns analytics within distributor organizations, and how those resources are organized
- How distributors are benefiting from analytics
- The newest technologies that are driving analytics, including AI, machine learning and automation
- The blind spots distributors need to watch for when implementing analytics
Join us July 13 to learn why distributors continue to struggle with driving value through analytics, despite recognizing its critical importance in their businesses.
Wholesale Change: A Conversation with NAW CEO Eric Hoplin
July 20 @ 12:00 pm - 1:00 pm EDT
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), will be joining us for the July 20 episode of Wholesale Change. He’ll share his take on key concerns and trends – including labor, supply chain disruption, digital transformation and more – based on his ongoing conversations with dozens of senior distribution company leaders. He’ll also provide an update on NAW, including the work they are doing to support distributors in Washington D.C.
Bring your questions on July 20 at 9 PT / 12 ET.
Related Events
Eric Hoplin, CEO of the National Association of Wholesaler-Distributors (NAW), will be joining us for the July 20 episode of Wholesale Change.
Businesses must have clear expectations of this role if they want to maximize growth opportunities. Here are three inside sales models that are working
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
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
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
Businesses must have clear expectations of this role if they want to maximize growth opportunities. Here are three inside sales models that are working
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that
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
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