Taking a data-driven approach to selling has several advantages for distributors. Yet many distributors fail to give the effort required to fully integrate data and analytics into existing sales workflows. As a result, adoption suffers and companies... Read More
According to Lean principles, customer-value-add (CVA) activities should receive greater attention than business-value-add (BVA) and non-value-add (NVA) activities. That’s if your company is truly aiming to apply Lean strategies to reduce waste and... Read More
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. Here, data can be used to add a more scientific angle to decision-making that’s traditionally driven by emotions,... Read More
A sales management approach that doesn’t account for individuals’ differences in terms of strengths, preferences and potential means missed opportunities. If you optimize your sales force by customizing your approach, you’ll realize greater... Read More
To get the most out of their sales training programs, distributors need to move away from a blanket approach toward a customized, individualized method that accounts for varying levels of experience and skill. Doing so may sound complex, but the... Read More
Customer stratification is not just for sales. When used strategically, it can help you build a strong foundation for growth and provide organization-wide benefits like: Read More
Customer data can provide significant value for distributors, particularly when emerging from a year like 2020. However, the sheer amount of data available can be intimidating at first glance. The key to simplifying customer data and turning it into... Read More
COVID-19 is redefining what it takes to be successful in the distribution industry. And distributors should focus on updating their capabilities to accommodate the new normal, rather than waiting it out and hoping the industry will return to its... Read More
Social distancing restrictions are limiting face-to-face sales for sales teams. How can you help them get beyond simply managing their new constraints to becoming confident and successful remote sellers? It takes more than providing the proper... Read More
Do you know which of your customers provide high value to your business and which are draining value? Segmenting customers so you can approach them more effectively is vital right now. It empowers you to overcome some of the greatest obstacles... Read More
