Delivering for Best-in-Class Wholesaler-Distributors

Sales Transformation Success Starts with a System #21

There’s a lot of discussion in distribution these days about “sales transformation.” Between the decade-long digitization of buying and the reframing of seller activities jolted by the pandemic, many sales organizations are wondering what they should be doing about sales transformation. I’d like to propose a simple, bright-line test for defining whether a company has [...]

Read More

Sales Ch-Ch-Changes: Understand and Resolve Resistance #20

Across industrial distribution, leading sales forces are hard at work innovating how they organize themselves to best serve their customers. The pandemic and working from home accelerated many of these changes, but even earlier, many companies started to question whether their approach to selling had kept pace with the times. Many companies have launched initiatives [...]

Read More

Attract, Hire & Retain Top Sales Talent #19

With so much riding on the success of your sales force, having an effective sales talent management system is no longer optional. When you think, “Attract, Hire, and Retain,” those activities seem to flow in a logical order. However, counterintuitively, you don’t start with Attract. To get started, you must first know the role requirements [...]

Read More

5 Cloud Myths Debunked

“Moving to the cloud” is a phrase you hear a lot with technology these days. Touted as faster and more secure, cloud presents as an ideal choice. But many distributors still feel more comfortable with their feet on the ground and are hesitant to make a change. Often, it comes down to the ROI – [...]

Read More

Your Industry Is Moving to the Cloud. Are You?

5 New Findings Explain an Increasing Shift Toward Cloud-Based ERP Solutions Epicor has seen the growing interest in cloud-based ERP among distributors. So we conducted research on what hundreds of decision-makers are saying about cloud capabilities. We asked distributors what’s important to their business, what challenges cloud is solving for them, and what companies need [...]

Read More

Sales Transformation: Why It’s Necessary & How to Start – Intelligent Sales and Profit Acceleration #18

Distribution sales forces have been evolving their sales model and processes to address shifting buyer preferences, improve productivity, embrace specialization, and anticipate changing buyer and seller demographics. Sales transformation is something that nearly every company has on its radar in some form. Some companies explored new sales-coverage models (hybrid inside/outside teams), and differentiated or separated [...]

Read More

Align Your Sales Team with The Modern Buyer – Intelligent Sales and Profit Acceleration #17

Buying behaviors in industrial B2B have shifted dramatically over the last decade. Digital content and e-commerce proliferated and changed how buyers proceed from identifying a need, understanding potential solutions, evaluating alternative suppliers, and finalizing solutions, terms and conditions with the chosen supplier. In the old days, almost all purchases occurred face-to-face in sales meetings between [...]

Read More

Master the 4 Essential Business Levers – Intelligent Sales and Profit Acceleration #16

As executives build their sales quotas and financial budgets for the year, many wonder which of their many assumptions and projections may come true. Unfortunately, with the continued market unpredictability in mind, it’s easy to believe that most business outcomes are outside of our control. In this article, though, I’d like to explore the levers [...]

Read More

The Sales-First Approach to Customer-Specific Pricing – Intelligent Sales and Profit Acceleration #15

In the unending quest to secure the revenue that fuels their companies’ growth and meets their personal quotas, industrial B2B sales professionals need flexibility in pricing to adapt to competitive or customer pressures (real or imagined) in the highly dynamic markets that they serve. If salespeople don’t have flexibility, they may fail to acquire new [...]

Read More

The Growing Impact of Freight Recovery – Intelligent Sales and Profit Acceleration #14

There is a silent but growing profit drain leaking away at wholesale distributors this year, and according to experts, it’s likely to double next year and beyond. For the average distributor with an EBIT of four percent, it could potentially reduce their profitability by 60 to 150 basis points, or 15 to 25 percent. However, [...]

Read More
ajax-loader