Delivering for Best-in-Class Wholesaler-Distributors

3 Reasons to Invest in AI Now – Leveraging the Power of AI #19

There are a lot of reasons for distributors to adopt AI. As I explain in previous posts, the technology can help inside and outside sales reps sell more, transform customer service branches into revenue drivers and boost e-commerce performance by double-digit percentage points. At this point, the real question for distributors is not if they should [...]

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CDP: The Three Letters You Need to Know – Leveraging the Power of AI #18

As distributors look for new ways to connect with customers and boost profitability, they must consider all sorts of three-letter tools: ERPs (enterprise resource planning), CRMs (customer relationship management), MDMs (master data management), MRMs (marketing resource management), and so on. Unfortunately, many of these “solutions” end up causing more problems than they solve. Enter the [...]

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Increasing Sales with Personalization or Segmentation – Leveraging the Power of AI #17

Distribution is becoming a remote game. COVID-19 has forced many distributors to abandon face-to-face selling and instead sell exclusively through remote channels. However, before the pandemic, many distributors leaned on e-commerce and telesales reps to drive profits. As more distributors go remote, merely having remote channels is not enough to beat the competition. Distributors need [...]

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Know Your Customers From Afar – Leveraging the Power of AI #16

The COVID-19 pandemic has complicated the relationship between distributors and customers. Distributors’ sales processes have changed as travel and onsite visits have become all but impossible. Customer behavior has shifted within this new environment too. The combination of these factors means that distributors now face a unique and challenging puzzle: They must figure out how [...]

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4 Ways AI Can Grow Business During COVID-19 – Leveraging the Power of AI #15

The United States is entering a new phase of crisis management. For the first time in weeks, restrictions are easing instead of intensifying. The economy is reopening. And for distributors, that means the biggest changes are yet to come. Many distributors have been on pause for the last few weeks. But, as businesses reopen, the [...]

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How to Improve Digital Sales During Coronavirus – Leveraging the Power of AI #14

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Which Multi-Trillion Dollar Opportunity Should You Pursue? – Leveraging the Power of AI #13

Digital marketplaces were a major theme at the recent NAW Executive Summit, and for good reason; B2B marketplaces are predicted to be a $3.6 trillion boon for distributors in the next few years. This new opportunity is certainly good for distributors, but it does make action even harder. How can AI, e-commerce and marketplaces all [...]

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Inside Sales Teams Sell More with AI – Leveraging the Power of AI #12

At a recent conference, I noticed that many distributors viewed AI as a purely digital phenomenon and were split on how the technology affected salespeople; either AI did not apply to sales teams, or it was going to replace them entirely. AI does have a big impact on inside sales, but not in either of [...]

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Hindsight 2020: Key Takeaways to Dominate the Next Decade – Leveraging the Power of AI #11

In 2015, researchers at Forrester estimated that B2B e-commerce would reach $1 trillion by 2020. They were wrong: B2B e-commerce topped $1 trillion two years ahead of schedule. The industry is changing quickly, and distributors rarely get the chance to step back and plan for the future. In this first post of 2020, I’ll review [...]

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Distributors Are Using Intent Data to Supercharge Sales – Leveraging the Power of AI #10

AI has automated the fundamental challenge of sales: “knowing your customer.” B2B and B2C sellers are increasing revenue by analyzing data and accurately predicting what customers will buy with AI. However, AI is only as good as the data that feeds it. In this article, I’ll explain how distributors can use intent data to supercharge [...]

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