Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales & Marketing
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Why Distributors’ Customer Churn Management Efforts Aren’t Working
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how they define a “lost customer.”
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2021 State of Sales in Distribution: How Consultative Sales Will Differentiate Distributors in the Post-Pandemic Normal
In this free whitepaper, we outline how distributors can build a more consultative and adaptive sales force to differentiate in 2021 and beyond.
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Webinar: State of Sales in Distribution: Part 1
In this webinar we take a look at the results of the 2021 State of Sales in Distribution survey.
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3 Distribution Maxims That Are Wrong
Measuring profitability by enterprise gross margin is a sledgehammer approach to a problem requiring nuance and precision.
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How Technology Enables Sales Reps (Instead of Replacing Them)
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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How to Overcome Resistance to Strategic Pricing
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
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B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
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The War Between Sales and Marketing is Marketing’s Fault
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
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Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
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How to Build Successful B2B Customer Loyalty Programs
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.