Delivering for Best-in-Class Wholesaler-Distributors
NAW-Inside Sales Teams Drive Excellent Customer Experience-Distributors in the Digital Era #14

Inside Sales Teams Drive Excellent Customer Experience – Distributors in the Digital Era #14

Your inside sales team offers unique and powerful ways to align your customer services and solutions with the new ways your customers are operating in today’s highly competitive markets. In part, this is because inside sales teams, by their nature, work through digitally-enabled and virtual processes that are very much in line with customer expectations [...]

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NAW-Inside Sales Teams Improve Profits and Grow Sales-Distributors in the Digital Era #13

Inside Sales Teams Improve Profits and Grow Sales – Distributors in the Digital Era #13

If you aren’t looking to add or expand to your inside sales team, you are missing a proven opportunity for driving sales and profits. Inside sales teams are fully capable to generate leads, sell technical products and manage high-value accounts. These are the lessons I learned last week at the American Association of Inside Sales [...]

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NAW-What Manufacturers Say About Digital Tools-Distributors in the Digital Era #12

What Manufacturers Say About Digital Tools – Distributors in the Digital Era #12

For suppliers, channel management is about designing programs and partnering policies that create a two-way exchange of values, not just with customers, but with their best distributors. More and more, manufacturers use digital tools to turbocharge these efforts. If your best suppliers are not talking with your business about how to leverage digital tools for [...]

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NAW-You Can Drive Organic Sales Growth By Up to 25% – Distributors in the Digital Era #11

You Can Drive Organic Sales Growth By Up to 25% – Distributors in the Digital Era #11

Middle-performing salespeople—not your top performers—are the key to driving untapped sales growth from a sales team. Top performers set the standard for what is achievable by any team, and it is not uncommon to find that the average middle performer delivers results that are about 60% of what a top performer achieves. Most often, it [...]

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NAW-Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10

Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10

As a channel, Digital Sales is a new concept, best practice, or essential capability, depending your level of progress toward building a digital vision and enabling your sales team. When fully deployed, a digital sales channel is built around the creative use of what is traditionally known as inside sales, powered by a full suite [...]

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NAW-5 Essentials for Improving Your Channel Management-Distributors in the Digital Era #9

5 Essentials for Improving Your Channel Management – Distributors in the Digital Era #9

Our conversations with distributor leaders conducted for our most recent book, Getting Results From Your Digital Investments, revealed an interesting trend: As value chains evolve to adopt and use digital tools, channel management is becoming a new and essential competency for wholesaler-distributors. Digital tools are allowing distributors to reimagine their business–from acting as a channel [...]

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NAW-How Competency Models Give You a Competitive Advantage-Distributors in the Digital Era #7

Take a Gut Check on Your Digital Vision – Distributors in the Digital Era #8

Since starting to blog about getting results from digital tools and becoming a digital distributor, I’ve had many conversations with distribution leaders that go to whether or not a leader has a digital vision for his or her company. Often, we disagree … but that doesn’t really matter. What matters is how digital visions stand [...]

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NAW-How Competency Models Give You a Competitive Advantage-Distributors in the Digital Era #7

How Competency Models Give You a Competitive Advantage – Distributors in the Digital Era #7

Often the most important barrier for implementing a digital vision is developing the people skills required in your organization. Distributors might decide to hire their way to success, but bringing in outside people can be very disruptive, particularly when done in large numbers. Worse, incumbent employees may feel that they have been passed over. Developing [...]

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NAW-Why Data Sharing Leads to Better Value for Customers–Distributors in the Digital Era #6

Why Data Sharing Leads to Better Value for Customers – Distributors in the Digital Era #6

With the adoption and use of digital tools by wholesaler-distributors, new possibilities for working with suppliers are becoming possible. Truth be told, the partnership between manufacturers and distributors has always been a kind of love–hate relationship. Distributors need products to sell, and manufactures need access to their customers. But, the threat of disintermediation by manufacturers [...]

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NAW-Forget Strategy. Look for Inspiration From Your Customers – Distributors in the Digital Era #5

Forget Strategy. Look for Inspiration From Your Customers – Distributors in the Digital Era #5

Over the years of working with wholesaler-distributor leaders, I have often heard that leaps of progress around the use of digital tools happen when things just click. Some distributors have used the phrase “aha moments” to describe these situations. Sometimes, they happen in the middle of a planned, sustained effort to adopt and use digital [...]

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