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The Lead

How Does A Distributor Keep A Competitive Sales Edge?

March 27, 2015 8:00 am | by Jim Pancero, President of Jim Pancero Inc. | Articles | Comments

How does one stand out from the pack when competing against independent distributors, wholesalers, and AmazonSupply? Industry veteran and sales guru Jim Pancero shares his thoughts on the keys to staying ahead of the curve.

Should All Industrial Distributors Be Using Social Media?

March 26, 2015 8:15 am | by Mike Hockett, Associate Editor | Articles | Comments

Social networks have been around nearly a decade, but industrial distributors are only recently...

The Importance Of Video For Industrial Distributors

March 25, 2015 8:15 am | by Darrell Sterling, Johnstone Supply Regional Sales Manager | Articles | Comments

If a picture is worth 1,000 words, then what is a video worth? How do you incorporate videos...

Five Fears Preventing Continuous Improvement

March 24, 2015 11:03 am | by Joakim Ahlstöm | Articles | Comments

When fears are prevalent, openness and creativity are replaced by ‘watching your back’ and ‘...

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Is Your Sales Force On The Right Track?

March 24, 2015 8:50 am | by Steve Deist, Partner, Indian River Consulting Group | Articles | Comments

The near-term financial rewards of transitioning to a market-driven sales force can be substantial. The longer-term impact may be even more important: a sustainable model that supports ongoing productivity improvement and is far more adaptable to the future.

Case Study: Conexiom Powers Field Fastener's ERP System

March 20, 2015 8:06 am | by Conexiom | Articles | Comments

By eliminating manual order entry, Field Fastener reduced errors, expedited order processing, and improved service levels and customer satisfaction.                                 

Sales: How To Get Past The Gatekeeper

March 16, 2015 10:24 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

The gatekeeper is the first line of defense for the decision maker and the salesperson’s first line of resistance. Here are seven tips to help you open up the gates.

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Tour de Force Rebrands

March 16, 2015 9:40 am | by Tour de Force, Inc. | News | Comments

The corporate name change, logo, and website was driven by a desire to better align the company’s image with the products and services it provides.

Sales Call Preparation Leads To Right Place, Right Time

March 2, 2015 9:25 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

Sales call preparation remains largely an overlooked process. Here are a few tips to prepare for that next sales call like a top achiever.

What B2B Distributors Can Learn From The B2C Market

February 24, 2015 8:00 am | by Lisa Russell, Industry and Solution Strategy Director, Infor Distribution | Articles | Comments

By approaching a B2B engagement through the lens of a more consumer-centric perspective, distributors are better able to implement more effective strategies to help drive revenue.

Set SMART Sales Goals In 2015

February 17, 2015 10:29 am | by Tom Reilly, TomReillyTraining.com | Articles | Comments

SMART goals keep companies focused on meaningful activities that help them achieve their greatest priorities.

The Biggest Mistake Salespeople Make

January 27, 2015 12:28 pm | by Paul Reilly, Reilly Sales Training | Articles | Comments

To focus on everyone is really to focus on no one. Salespeople who fail to understand their ideal prospect are beginning their sales journey on the wrong path.                          

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5 Emerging E-Commerce Trends In Distribution, Pt. 1

January 22, 2015 9:00 am | by Ranga Bodla, Wholesale Distribution Lead, NetSuite | Articles | Comments

Distributors are having to quickly develop an e-commerce presence or risk losing potential business and customers. They can use these five trends to compete faster and smarter.                     

5 Emerging E-Commerce Trends In Distribution, Pt. 2

January 21, 2015 1:31 pm | by Ranga Bodla, Wholesale Distribution Lead, NetSuite | Articles | Comments

Distributors are having to quickly develop an e-commerce presence or risk losing potential business and customers. They can use these five trends to compete faster and smarter.                     

Learning From Mistakes, Part 3: CRM

January 16, 2015 4:23 pm | by Dan McDade, President and CEO, PointClear | Articles | Comments

PointClear President and CEO Dan McDade concludes his series on how distributors can learn from mistakes made by early adopters of customer relationship management.                         

4 Signals The Customer Is Ready To Buy

January 2, 2015 10:14 am | by Paul Reilly, Tom Reilly Training | Articles | Comments

The customer will let you know when they are ready to buy. It is the salesperson’s job to listen. Salespeople should recognize these buying signals and respond appropriately.                     

Learning From Mistakes, Pt. 1: Marketing Automation

December 22, 2014 1:40 pm | by Dan McDade, President and CEO, PointClear | Articles | Comments

In this first of a three-part series, PointClear President and CEO Dan McDade discusses how distributors can learn from mistakes made by early adopters of marketing automation.                     

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United Stationers And ECi Extend Collaboration Agreement

December 19, 2014 9:50 am | by United Stationers | News | Comments

The agreement sets in motion extended integration of United's digital services into a number of ECi's e-commerce platforms, providing resellers access to e-commerce tools both now and into the future.               

5 Tips For Creating A Sales-Focused Showroom

December 18, 2014 12:19 pm | by Afflink | Articles | Comments

Though e-commerce and the need for efficient websites continues to grow, distributors should not forget the importance of having an attractive retail showroom for their brick-and-mortar stores.                 

Charitable Distributor ‘We Share Supply’ To Launch Jan. 1

December 17, 2014 12:31 pm | by Mike Hockett, Associate Editor | Articles | Comments

Canadian-based industrial distribution start-up We Share Supply sets itself apart from the crowd in that 2 percent of every sale goes to a charity of the customer’s choosing.                      

Evergreen Marketing Announces Info For 2015 Mfg. Sales Workshops

December 16, 2014 12:44 pm | by Evergreen Marketing Group | News | Comments

Called “Managing your Relationships with Independent Distribution,” the workshops have been held around the country since 2006 and focus on sharing best practices in working with independent distributors.             

Video Market Report 10: Aggressive Growth For Airgas, A Supreme Court Ruling For Warehouses, And Forecasts For 2015

December 16, 2014 11:02 am | by Industrial Distribution Staff | Videos | Comments

The tenth episode of Video Market Report highlights Airgas' bold future financial goals, the Supreme Court ruling in favor of Amazon against warehouse workers, and 2015 market forecasts.                   

7 Terrible Sales Lines That Have To Go

December 16, 2014 10:13 am | by Paul Reilly, Tom Reilly Training | Articles | Comments

One reason salespeople have a bad reputation is because of the phrases they use. Some are good, some could be better, and some are just plain lousy.                            

Case Study: Conexiom Powers DGI Supply's ERP System

December 10, 2014 4:57 pm | by Conexiom | Articles | Comments

DGI's move to its current ERP solution resulted in reduced costs for order processing, improved order accuracy, and faster order processing times. Now DGI has plans to grow their enrolled customers by 150 percent.           

Airgas Sets Lofty Future Goals

December 8, 2014 4:56 pm | by Mike Hockett, Associate Editor | Blogs | Comments

The company shared impressive sales growth targets for 2018 at its recent analysts meeting, and how it plans to achieve them.                                   

Is Your Product Pitch Breaking The Law?

November 21, 2014 10:51 am | by Paul Reilly, Director of Sales, Tom Reilly Training | Articles | Comments

Be careful when marketing your product as new. It doesn’t have the pizazz that it once had.                                             

Preparing Distribution Sales Pros For The Future

November 19, 2014 4:48 pm | by Howard Stevens, Founder and Chairman of Chally Group Worldwide | Articles | Comments

The gulf between sales and academia is shrinking. Pressures on academia to make their business programs more practical are driving them to include sales training and sales management in the curricula.               

How A Tablet Can Be Your Salesperson’s Best Tool

November 18, 2014 9:12 am | by Steve Yoder, VP of National Accounts, Minerallac | Articles | Comments

Why is a personal tablet such a valuable tool for a salesperson in the office or on the road? To help answer this question, here’s a look at how exactly tablets are transforming the sales industry today.             

Bearings Distributor BDI Taking B2C Conversion In Stride

November 13, 2014 4:30 pm | by Mike Hockett, Associate Editor | Articles | Comments

BDI E-Business Manager Steve Grzymkowski shares his thoughts on how distributors are handling a transition from business-to-business to one of business-to-customer, including how BDI is trying to stay ahead of the curve.       

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