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Marketing Effectiveness

How to Overcome Resistance to Strategic Pricing

How to Overcome Resistance to Strategic Pricing

Ian Heller and Jonathan Bein · February 24, 2021 · Leave a Comment

Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.

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B2B Customer Surveys: How to Get Actionable Feedback from Customers

B2B Customer Surveys: How to Get Actionable Feedback from Customers

Debbie Paul · February 17, 2021 · Leave a Comment

Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.

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The War Between Sales and Marketing is Marketing’s Fault

The War Between Sales and Marketing is Marketing’s Fault

Ian Heller · February 2, 2021 · 5 Comments

Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.

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Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You

Jonathan Bein · January 26, 2021 · Leave a Comment

Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.

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How to Build Successful B2B Customer Loyalty Programs

How to Build Successful B2B Customer Loyalty Programs

Ian Heller and Jonathan Bein · January 4, 2021 · Leave a Comment

Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.

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High-Tech AND High-Touch: How Distributors Can Win in a B2C World

High-Tech AND High-Touch: How Distributors Can Win in a B2C World

Ian Heller and Jonathan Bein · December 2, 2020 · 3 Comments

If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.

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How to Get Your Brand Out of the Graveyard

How to Get Your Brand Out of the Graveyard

Jonathan Bein and Ian Heller · November 30, 2020 · Leave a Comment

You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products from you but not accessories to those, and buy infrequently.

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AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence

AI vs BI in Sales: Why Distributors Should Choose Artificial Intelligence

Benj Cohen · November 20, 2020 · 1 Comment

Today, distributors can choose from an array of sales tools that all promise data-driven results. In theory, this should help distributors understand their customers and enhance their sales processes. In reality, however, many of these “smart” sales solutions end up causing more problems than they solve.

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Local SEO for B2B: How Distributors Can Optimize for Local Search

Local SEO for B2B: How Distributors Can Optimize for Local Search

Dean Mueller · October 16, 2020 · Leave a Comment

If you are a distributor on a quest to get on page one of Google, don’t neglect the importance of being found locally. Here’s how to set yourself up for success with Local SEO.

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Why Is Cross-Selling Effectively So Difficult for Distributors?

Why Is Cross-Selling Effectively So Difficult for Distributors?

Debbie Paul · September 16, 2020 · Leave a Comment

Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?

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