With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
Many distributors are under the assumption that if they load a bunch of content onto their website and/or into one-off marketing emails, they’ve done their job. But such a Create It and They Will Come...
Have you been wondering why the investment in your website is not resulting in a big increase in sales? If so, you’re not alone.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
The market appears to be experiencing a quicker turnaround from the pandemic-induced downturn than originally expected.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
Marketing and sales make a powerful team when working together.
The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
Three channels that will feel the biggest impact from WESCO’s June 22 acquisition of Anixter.
