Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Account Management & Inside Sales
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The Balance of Art and Science in Selling Is Shifting
We finally have a practical way to document expertise and pass it down, and the distributors who use it will start the process of owning their customers more than their reps do.
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Global Industrial Sales Rise 9.2% as Strategic Accounts and Digital Growth Accelerate
Global Industrial also said it is expanding e-procurement and integrated ecommerce capabilities as more customers shift purchasing into digital procurement systems.
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Sales Coverage Isn’t Working. It Just Doesn’t Hurt Enough to Fix
In our research conducted with the Heating, Air Conditioning, & Refrigeration Distributors International (HARDI), more than half of distributors reported little to no focus on remote engagement after the pandemic ended.
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Stop Competing on Price: How Distributors Can Sell Execution Value
In a volatile market, buyers rely on the partner who helps them execute reliably and confidently when conditions change.
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Proton.ai, Revenue Optics Partner to Update Distributors’ Inside Sales Model
Both companies are expanding to support additional customers.
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Global Industrial Builds Momentum with Growth in Key Accounts and Stronger Margins
The distributor said sales rose 3.3% in the third quarter to $353.6 million, marking its second straight period of revenue growth.
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Global Industrial Delivers Q2 Profit as Strategic Accounts Drive Growth
The company’s largest strategic accounts continued to lead growth, while transactional and lower-retention customers saw a decline.
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Why Process Automation and Higher Commissions Are the Future of Inside Sales
AI can help reps enhance customer relationships
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How AI Can Turn Inside Sales Reps into Superheroes, One Daily Task List at a Time
B2B sales doesn’t have to be a grind.
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3 Steps Account Managers Can Take to Grow Their Territories Faster
It’s important to be proactive and purposeful.