Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales Strategy
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Is eCommerce Your Best Bet for Recession-Proofing Your Business?
eCommerce can enhance productivity, bring in new business and improve market share during a slowdown.
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Discovery Skills + Patience = The Superpowers of Selling
B2B buying research studies consistently report that modern buyers are disappointed with their seller counterparts. Here’s why.
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Distributor eCommerce Now 20% of Sales and Accelerating
eCommerce continues to grow as a percentage of sales for distributors: What’s driving the trend?
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How to Navigate the Buyer Landscape
Understanding key factors in the buyer landscape.
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Distribution Leaders Offer 5 Tips to Get the Most from Your eCommerce
Distribution leaders share lessons learned on their ecommerce journeys.
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Distributor Strategic Growth in the New Economy, Part 3: How to Evaluate Potential Online Partners
Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
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The Elephant in the Room: Winging Sales Calls
How sales call preparation using a CRM solution is an efficient way to increase success.
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How to Get Business Value from Sales Training
Why sales training fails and how to adjust your approach.
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Distributor Strategic Growth in the New Economy, Part 2: Launching New Products to Existing Accounts
Improve Return on Time Invested by focusing on new products and new technologies.
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Customers pushing back on fee-based services? Here’s how to negotiate
Frank Hurtte answers: How should you respond to customers who push back against fee-based services?