Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales Strategy
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How Global Industrial Uses Merchandising to Add Value and Solve Customer Problems
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
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One Size Does Not Fit All: Stop Force-Fitting Sales Model, Process & Methodology
Mike Kunkle shares why one size does not fit all distributors.
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Break Down the Walls Between Channels: How an Omnichannel Approach Keeps Customers Spending More
Going beyond the traditional approach and building an omnichannel experience.
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Distributors’ Dead Skunk Pricing: How to Avoid the Stink
7 examples of common dead-skunk pricing practices distributors need to let go of.
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The Surprising Power of Understanding ‘Who Sells What to Whom and How’
When you understand this, you can foster alignment, communicate effectively and improve customer experience.
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How a Sales Management Operating System Can Transform Your Results
When implemented well, an SMoS can radically improve sales force performance.
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Value Management for Distributors, Part 2: The Lifecycle of a Service
Services go through predictable stages and become mature, price-sensitive and commoditized.
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Your Sales Managers Think They’re Coaching, But They’re Probably Not
Sales coaching is the most powerful tool for improving employee performance and company results.
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The B2B Marketplace Threat Is Coming from All Sides: What Distributors Need to Do Next
How can distributors differentiate amid stiffening competition from B2B marketplaces?
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Value Management for Distributors, Part 1: The Problem with “Value”
Value can be defined, marketed and delivered in such a way that it improves profitability.