Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales Strategy
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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.
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Digitally Native Vertical Brands: Lessons for B2B Channels
As of yet, the Digitally Native Vertical Brand is not common in B2B markets. But B2B channels can learn from the success of DNVBs.
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High-Tech AND High-Touch: How Distributors Can Win in a B2C World
If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.
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How to Get Your Brand Out of the Graveyard
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products from you but not accessories to those, and buy infrequently.