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Sales Channel Strategy

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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How to Use a Sales Call Guide to Drive Stronger Connections with Prospects

How to Use a Sales Call Guide to Drive Stronger Connections with Prospects

Debbie Paul · May 26, 2020 · Leave a Comment

A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with every interaction, whether in person or virtually.

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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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How to Get Customers to Buy More Product Categories with Cross-Selling

How to Get Customers to Buy More Product Categories with Cross-Selling

Jonathan Bein · May 15, 2020 · Leave a Comment

Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing customers than it is to acquire new customers.

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