Mike Hockett dives into the distributor’s sponsorship of a NASCAR XFINITY Series race car, focusing on the many benefits the distributor is seeing from it.
With budgets and action plans already looking to next year, Tom Gale examines how to identify where your team is today across the dimensions of people, sales process, technology and data analytics.
Dorn Group’s John Gunderson outlines tried-and-true profitability measures distributors will look to take over the next year.
Once you establish goals for your customized incentive program and become familiar with its analytics output, budgeting is the next key component.
Mo Barsema outlines how both manufacturers and distributors can approach SPAs when it comes to negotiating and deploying them.
Mike Hockett asks Consight Marketing’s Alan Hale about what grinds his gears in distribution marketing, and it’s a lot. They cover points of channel conflict and how they can be avoided.
The age-old conflict of sales vs. revenue operations doesn’t have to be a combative relationship. Mike Hockett distills takeaways from an ISA23 session on ways to make this dynamic more collaborative.
Proton.ai founder and CEO Benj Cohen discusses how artificial intelligence can help outside sales representatives engage with customers more effectively.
Customers experiencing price increase fatigue are looking for ways to reduce operational costs. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.
Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.
