Inside Sales Strategy
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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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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.
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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.
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Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
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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.
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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.
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How to Get Customers to Buy More Product Categories with Cross-Selling
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing customers than it is to acquire new customers.
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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.
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How to Acquire New Customers with Sweet Spot Analysis
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.