Sales Strategy
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250 Sales Reps, 250 Pricing Strategies
Pricing leaders need to position their teams as an extension of sales, not as the department that reviews discounts and enforces rules.
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The Retiring Rep Problem: How to Transition Accounts Without Losing Them
Distribution leaders have worried about the silver tsunami for years, usually in the context of ownership transitions and the labor force in the warehouse and on the counter. It applies just as much to the sales force, and the numbers say it’s not a distant problem.
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The Only Customer Turnover That Really Matters
As a distributor, if you don’t have full visibility into how profitable your customers’ orders really are, your most valuable customers can look just like everyone else until it’s too late.
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Capstone Holding Projects 54% Revenue Growth After Acquisition Push
Capstone has set a longer-term target of $100 million in annual revenue and outlined a path to 10% operating profit margins through organic growth, cost leverage, and additional acquisitions.
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A Key Grainger Manager Moves into U.S. Sales and Onsite Services Leadership Role
Brian Walker most recently served as chief product officer, where he oversaw Grainger’s technology priorities, including its digital platforms and Grainger.com.
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When AI Threatens Your Core Value Proposition: What Distribution Leaders Can Do Now
Your value proposition is based on a set of market assumptions, and AI has the potential to upend those assumptions.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
Winning the complex sale isn’t about heroics—it’s about a system that works across the entire sales cycle.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
In distribution, onboarding’s not as simple as handing over a laptop and a pricing strategy.
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Tariffs Increase Working Capital Risk: Simple Ways to Spot Exposure
Tariff shifts hit the front lines first, long before ERP rules adjust, and that mismatch triggers early buys, overrides, and inventory drift. If it goes unseen, capital gets trapped for an entire quarter. This piece breaks down the early warning signs any distributor can spot in under an hour. Quick Checklist: Spotting Tariff-Driven Working Capital…
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The Talent Imperative: Why Investing in Frontline Sales Talent Is the Key to Distributor Growth
This article makes the case for a strategic shift: treating sales talent not as a cost center, but as a growth engine.