Each distributor must strike the right balance to meet their customers’ needs. The risk is too great to get the resource allocation between field sales, inside sales, customer service reps and electronic channels wrong. No distributor can afford to use a one-size-fits-all strategy anymore.
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.
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well. To gain a better understanding of these changes, Real Results Marketing has surveyed more than 10,000 of distributors’ customers across diverse sectors and geographies. The goal of this ongoing Shopping and Buying Survey is to gain a fuller understanding of how customers want to shop and buy by asking the customers themselves.
Jonathan Bein, managing partner of Real Results Marketing, spoke with Lindsay Young on the 3 Aspens Media podcast, Attract. Engage. Grow., about the importance of understanding what your customers want.
Most distribution companies take a similar approach to touting their position in the supply chain, with 80 to 90 percent of distributors believing their value proposition contains at least one of the following attributes: product selection and availability, speed of delivery and pre-sales or post-sales expertise.
While distributors are growing their use of digital vehicles, it may not be quickly enough. Many still rely on trade shows, print flyers and branch-based events despite customers’ decreasing preference for these channels.
This article examines how distributors across sectors approach marketing, what they consider the most effective channels to be and the frequency with which they conduct their different marketing vehicles.
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post, I’m going to explain why it is alarmingly easy to lose an obscene amount of revenue, without doing anything. Here are the 4 problems your business could be suffering from.
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time doing after sale support, order entry and pre-sale support.