Customer Analytics
5 Benefits of Customer Stratification: Maximizing Profitability with Distributor Analytics
Learn how customer segmentation can benefit your distribution business. Unlock the power of customer stratification to drive profitability and...
3 Steps to Boost Sales with Data-Driven Insights
Discover how to avoid common mistakes in data-driven selling.
When Lean Meets Sales Management: The SPEED Toolkit to Drive Profitable Growth
According to Lean principles, customer-value-add (CVA) activities should receive greater attention than business-value-add (BVA) and non-value-add...
Bringing Science to Your Art-Heavy Sales Management Methods
Distributors pull in a vast amount of data from all areas of their operations. One area where that data can be most valuable is sales. … Read More
7 Critical Factors in Calculating Cost-to-Serve in Distribution
If you’re a distributor pursuing growth and pricing optimization, knowing your cost to serve ensures you’re not wasting resources and losing money.
7 Keys to Implementing an Individualized Approach to Sales Training
To improve sales training programs, distributors need to adopt individualized methods that account for experience and skill instead of a blanket...
5 Benefits that Prove Customer Stratification Is More than a Sales Tool
Customer stratification is not just for sales. It can help you build a strong foundation for growth and provide organization-wide benefits. … Read...
Best Practices for Smarter Inventory and Forecasting
The most effective organizations are moving toward faster, more targeted planning models built around visibility, agility, and cross-functional...
Adapting Sales Teams for the Modern Distribution Environment
Help your sales teams get beyond simply managing to become confident and successful sellers.
SURGE - Why Customer Stratification Matters More Than Ever
Segmenting customers so you can approach them more effectively is vital right now.
Modern Sales Strategies for Distribution Companies
Distributors that successfully navigate disruption focus on more than short-term revenue recovery.