Delivering for Best-in-Class Wholesaler-Distributors

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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Distributors Can Unlock Profitable Long-tail Accounts with AI – Leveraging the Power of AI #9

Most distributors rely on a few top accounts to drive a majority of revenue. Sales teams focus on these large buyers because that is where they are most impactful. But, tons of untapped potential revenue lies stored in the numerous small accounts that fill out distributors’ account books. Until now, distributors have been unable to [...]

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Personalization Sells. This Is How It Works – Leveraging the Power of AI #8

AI knows us better than we know ourselves. Have you ever wondered how different services accurately predict what tv shows, or books, or songs you like? How retail sites find clothes or items that you want to buy even before you know they exist? It’s not magic. It’s just well-executed data analysis. Consumer data reveal [...]

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Nix Data Silos to Cash In on AI – Leveraging the Power of AI #7

Data silos have always been bad for business. They limit employee performance and sow dysfunction among different teams by restricting access to information. As Big Data and AI become major forces in business, the negative effects of data silos will become even more severe. Distributors should integrate databases now and employ comprehensive AI to avoid [...]

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