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Marketing Effectiveness

Wholesale Change

Wholesale Change Show: The Future of Value-Added Services in Distribution (May 13, 2020)

Ian Heller and Jonathan Bein · May 18, 2020 · Leave a Comment

Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors need to promote their services, and the best way to do that on their websites.

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How to Grow Business in Small and Mid-sized Accounts

How to Grow Business in Small and Mid-sized Accounts

Jonathan Bein · May 15, 2020 · Leave a Comment

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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Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects

Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects

Debbie Paul · April 29, 2020 · Leave a Comment

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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Value Proposition: Time of COVID-19

Value in the Time of COVID-19: What Customers Value Changes with the Times

Robert Kelley · April 23, 2020 · 1 Comment

It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers want and need most from you.

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How to Acquire New Customers with Sweet Spot Analysis

How to Acquire New Customers with Sweet Spot Analysis

Jonathan Bein · April 15, 2020 · Leave a Comment

Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.

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How to Improve Customer Retention and Keep Customers from Leaving You

How to Improve Customer Retention and Keep Customers from Leaving You

Jonathan Bein · April 15, 2020 · Leave a Comment

Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual earnings. Retention is powerful for several reasons.

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Can Your Team Sell Your Company’s Value?

Can Your Team Sell Your Company’s Value?

Debbie Paul · April 13, 2020 · Leave a Comment

While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about how to sell their company’s value, many salespeople falter.

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How to Sell into New Market Segments

How to Sell into New Market Segments

Jonathan Bein · April 8, 2020 · Leave a Comment

It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that mean?

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Anti-Social Distancing: The Best Worst Advice on Working from Home

Anti-Social Distancing: The Best Worst Advice on Working from Home

Ian Heller · March 31, 2020 · Leave a Comment

Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic damage. It’s also resulted in a new recommended behavior: “Social distancing,” which means we’re supposed to stay six feet apart from each other at all times.

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Learning Financial Accounting as a Second Language

Learning Financial Accounting as a Second Language

Ian Heller · March 31, 2020 · Leave a Comment

During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra traumatic stress suffered in high school) and so I didn’t even try to learn financial accounting. This became an increasingly big problem as I was promoted and sat in more meetings…

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