Data is the new currency of business, and distribution leaders must guide their teams while there’s no guarantee as to what will happen next, Nelson Valderrama explains.
Even with a greater emphasis on digital buying, outside sales reps are still crucial to distributors and their customer relationships. Benj Cohen explains how AI helps those reps along the way.
Tom Gale sits down with CSO Claudia Hughes to discuss the ins and outs of distributor Global Industrial’s unique sales structure and go-to-market strategy.
What distribution customers want and expect has changed rapidly in the past five years. Kevin McGirl explains how distributors can keep up.
Distributors can create libraries of genuinely useful resources, which can allow prospects and customers to find what they need.
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...
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.
One of the sessions at the ISA22 event centered on the topic of omnichannel and what it means today — which goes far beyond just having an e-commerce presence. Here’s the key takeaways from that...
Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
With a new digital sales playbook, the distributor turned its sales focus from inanimate products to targeting efficient customer experiences.
Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
