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Sales Channel Strategy

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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Products and Marketing Mix

What is Your Product? Knowledge, Information and Service

Robert Kelley · September 10, 2020 · Leave a Comment

Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.

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The Role of AI in Building a Better B2B Sales Model

The Role of AI in Building a Better B2B Sales Model

Benj Cohen · September 2, 2020 · Leave a Comment

Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what tools including AI they’ll need to do it.

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The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution

Debbie Paul · August 12, 2020 · Leave a Comment

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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Digital adoption in B2B markets

Digital or Die: The Time is Nigh for Distributors to Embrace eBusiness

Jonathan Bein · July 31, 2020 · 1 Comment

The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March and April 2020 was more than just a one-off blip due to COVID-19. More and more surveys are emerging that are reinforcing the idea that while COVID-19 spurred the shift to…

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Marketing Mix: The Value of Getting It Right

Marketing Mix: The Value of Getting It Right

Robert Kelley · July 22, 2020 · Leave a Comment

Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution Strategy Group shares how to get that mix right.

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6 Keys to Outbound Success with Proactive Inside Sales

6 Keys to Outbound Success with Proactive Inside Sales

Debbie Paul · June 24, 2020 · Leave a Comment

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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The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers

The Foundation for a Solid B2B Digital Strategy: Understanding Your Customers

Dean Mueller · June 23, 2020 · Leave a Comment

Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources and in some instances, hasn’t been spurred by overwhelming customer demand.

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Are Inside Salespeople Really Salespeople?

Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)

Jonathan Bein and Ian Heller · June 11, 2020 · 1 Comment

Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?

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Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations

Why Traditional ROI Measures Shouldn’t Have a Voice in Distributors’ eCommerce Conversations

Jonathan Bein and Ian Heller · June 10, 2020 · 1 Comment

If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all wrong and you will not succeed.

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