If created and managed well, outbound and inbound calling programs can be very effective. What’s more, implementation does not have to be expensive or
Inside Sales Strategy
For many, inside sales involves ordering, technical support, returns handling and credit management. Rarely does it involve proactive, outbound sales. Simply put, those with
Up-selling and cross-selling are the two primary means of growing an account. Among these, cross-selling is paramount. Here’s why: many distributors have regular customers
The research performed included interviews with nearly 10 distributor senior executives and an online survey taken by 170 participants across a variety of distribution
It may be that many distributors are just guessing when it comes to positioning and messaging. Their beliefs about what attributes are important to
Upcoming Programs
Join us on Jan 06, 2026 9PT/12ET for our newest session of AI News and Gurus: The Show for Intelligent Distributors.
Join us on Jan 7, 2026 at 9PT/12ET for a data-driven look at the current state of AI in distribution.
Join us to learn how leadership, strategy, and operational change transformed a small distributor into a leading full-service distributor.
If created and managed well, outbound and inbound calling programs can be very effective. What’s more, implementation does not have to be expensive or
For many, inside sales involves ordering, technical support, returns handling and credit management. Rarely does it involve proactive, outbound sales. Simply put, those with
Up-selling and cross-selling are the two primary means of growing an account. Among these, cross-selling is paramount. Here’s why: many distributors have regular customers
The research performed included interviews with nearly 10 distributor senior executives and an online survey taken by 170 participants across a variety of distribution
It may be that many distributors are just guessing when it comes to positioning and messaging. Their beliefs about what attributes are important to
If created and managed well, outbound and inbound calling programs can be very effective. What’s more, implementation does not have to be expensive or
For many, inside sales involves ordering, technical support, returns handling and credit management. Rarely does it involve proactive, outbound sales. Simply put, those with
Up-selling and cross-selling are the two primary means of growing an account. Among these, cross-selling is paramount. Here’s why: many distributors have regular customers
The research performed included interviews with nearly 10 distributor senior executives and an online survey taken by 170 participants across a variety of distribution
It may be that many distributors are just guessing when it comes to positioning and messaging. Their beliefs about what attributes are important to