We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
B2B Sales Channel Strategy
Distributors sell through multiple sales channels: outside sales, inside sales, ecommerce, customer service, VMI and more. But as customer expectations shift, the role of each channel in B2B sales continues to evolve. Customers are demanding a seamless experience no matter where they interact with the distributor.
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?
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
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.
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.
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…
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.
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.
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.
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?