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 Oct 22, 2025 at 9PT/12ET for the latest findings from our comprehensive research on the state of eCommerce in distribution.
Join us on Oct 29, 2025 at 9PT/12ET as top distribution leaders share actionable ideas on productivity through automation.
Join us on Tuesday, Nov 4, 2025 at 9 PT/12 ET for our newest session of AI News and Gurus: The Show for Intelligent
Join us on Nov 5, 2025 at 9PT/12ET to learn how advanced analytics is reshaping performance management and strategic decision making.
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