We asked distributors how happy they were with their sales efforts, and only 45% of distributors who responded to our survey were satisfied. Dissatisfaction may be tied to supply chain …
2022 State of Distributor Sales: Rewriting the Distributor Sales Playbook for a New Era Read More »
The basic integrated sales team model blends traditional field sales representatives, telephone-based sales, customer service agents and marketing contacts, including a customer-focused website. This approach allows a distributor to use …
A Framework for Implementing an Integrated Sales Model Read More »
Several diagnostic and analytical tools can help a company understand the potential impact of an integrated sales team model and design. This report details two diagnostic tools, the salesperson lifecycle …
There are many faces to inside sales – but most of them have nothing to do with actual sales. This report sheds light on how distributors have historically used telephone-based …
Most distributors don’t view their inside sales team as a proactive sales force. It’s relatively rare for inside sales reps to make outbound calls to generate more business or to …
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