You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want
Inside Sales Strategy
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
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
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
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce.
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from
Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are
For most distributors, the top 10 percent of their customers represent 60 percent to 90 percent of that distributor’s revenue. Those customers are well
If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization,
Data points in time indicate a real trend either up or down less than half of the time. By tracking trends, we can do
Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent
You are familiar with the portfolio concept if you own any kind of equity, bond, real estate or other investment fund. If you’re familiar
Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets
Upcoming Programs
Join us on Thursday, June 19, 2025 at 9 PT/12 ET for a new AI News and Gurus: The Show for Intelligent Distributors
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
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
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
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce.
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from
Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are
For most distributors, the top 10 percent of their customers represent 60 percent to 90 percent of that distributor’s revenue. Those customers are well
If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization,
Data points in time indicate a real trend either up or down less than half of the time. By tracking trends, we can do
Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent
You are familiar with the portfolio concept if you own any kind of equity, bond, real estate or other investment fund. If you’re familiar
Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets
Recent Reports
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
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
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
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce.
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from
Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are
For most distributors, the top 10 percent of their customers represent 60 percent to 90 percent of that distributor’s revenue. Those customers are well
If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization,
Data points in time indicate a real trend either up or down less than half of the time. By tracking trends, we can do
Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent
You are familiar with the portfolio concept if you own any kind of equity, bond, real estate or other investment fund. If you’re familiar
Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets