Hybrid selling requires sales reps to do more than guide a prospect through a spec sheet or web content. Reps can also help prospects understand the scope of their needs and align features and benefits...
Maintaining an effective working environment is crucial, even when workers are not within reach of each other, TSG’s Steven Osprey explains.
Nearly every aspect of the sales process is undergoing significant transformation. Here are useful takeaways for distributors that are struggling to navigate the changing sales landscape.
With new B2B marketplaces now popping up regularly, distributors have come to embrace them as a means to compete and grow.
James Dorn details how Fastenal’s digital transformation story has kept it ahead of the curve of customer demands.
Will conditions get better? Worse? Stay the same? Here’s what distributors are saying.
Change is hard. So is dealing with relentless disruption. But with those as the new normal, distributors must lean into the challenges involved.
Impressive sales and profits for MRC Global, DNOW and DXP Enterprises are nearly back to or already exceed their pre-pandemic levels.
We share new comments from numerous distributors regarding how the “Great Resignation” and turbulent labor market have impacted their staffing.
At the recent Fastenal Expo, we chatted with Senior Executive Vice President Terry Owen about the company’s supply chain capabilities, which allow it to handle whatever comes next.
MDM dives into the numbers and commentary that the MRO products giant shared during its first quarter earnings report.
Private equity and investment banks are arguably the biggest current drivers of distribution M&A activity. Read the third and final part of MDM’s recent conversation series with executives at leading financial firms behind many of...
