Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales & Marketing
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Why Sales Reps Go Straight to Price: 3 Challenges in Selling Value
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
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Why Is Cross-Selling Effectively So Difficult for Distributors?
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?
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Reducing Product Returns: Treat the Cause, Not the Symptom
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
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What is Your Product? Knowledge, Information and Service
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
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Wholesale Change Show: Selling Value, Not Price (September 2, 2020)
Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.
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How to Evaluate User Experience on Your Website
How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your customers are in accomplishing their intentions on your site.
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The Role of AI in Building a Better B2B Sales Model
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.
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The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
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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The Golden Rule of Distributor Marketing
Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising and SEO? The answer is yes, and the golden rule is: The more frequently you put relevant offers in front of targeted customers, the more frequently customers will buy from you.…
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Why Improving User Experience on Your Website Should Be a Top Priority
These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As such, the experience that B2B distributors create on their websites for their customers has a big impact on their success. And a negative experience could negatively affect your engagement on other…