Advertisement
Sales
Subscribe to Sales

The Lead

The 68th Survey of Distributor Operations: Tech Usage & Investments

May 21, 2015 8:33 am | by Anna Wells, Executive Editor | Articles | Comments

The results of our tech section survey questions seem to grow more salient over time, as the obvious impacts of the digital age become more evident to industrial distributors. Some pioneers are already on the cutting edge, while others are relatively varied in their progress.

The Perfect Combination of Selling Skills

May 19, 2015 4:14 pm | by Tom Reilly, TomReillyTraining.com | Articles | Comments

In sales, probing and listening are the perfect diet for salespeople who want to excel in this...

Put A Dollar Sign Next To Your Service Value

May 16, 2015 12:55 pm | by Bill Moore, SKF USA Vice President, Special Projects | Articles | Comments

Industrial distributors have a largely unused tactical weapon with which to combat bid-and-buy...

ID's Top 5 Of The Week

May 15, 2015 8:40 am | by Mike Hockett, Associate Editor | Blogs | Comments

Three Big 50 companies populate the top items from the past 7 days on ID, while a pricing best-...

View Sample

FREE Email Newsletter

The complete daily resource for distribution professionals

May/June Digital Edition

May 12, 2015 9:16 am | Digital Editions | Comments

Industrial Distribution's 2015 May/June issue features our 68th Annual Survey of Distributor Operations – an in-depth report highlighting critical issues for distributors with data to help drive business decisions. Other features include a distributor profile on United Distribution Group, Jack Keough's Closer Look at non-residential construction, and a Manufacturer's View on service value.

The Top 10 Pricing Mistakes

May 8, 2015 8:35 am | by Per Sjofors, CEO of Atenga | Articles | Comments

A surprisingly large number of companies still use simplistic pricing processes and cannot even identify their most profitable customers or customer segments. Here are the most common mistakes companies make when pricing their products and services.

ISA Small Distributors Study Reveals Market Discrepancies

May 5, 2015 9:50 am | by Mike Hockett, Associate Editor | Blogs | Comments

On April 25, the ISA Convention kicked off with a Small MROP forum, where a 2015 market study revealed some interesting data about how small distributors and manufacturers of all sizes view the current and future role of small industrial distributors.

Advertisement

How To Give Online Customers What They Want

May 4, 2015 9:55 am | by Darrell Sterling, Regional Sales Manager, Johnstone Supply | Articles | Comments

Customers are spending less time on the phone and road and more time on their computers shopping for the best deal. How can you provide extra value and separate yourselves from your competitors if your customers are shopping strictly online?

ID's Top 5 Of The Week

April 24, 2015 8:15 am | by Mike Hockett, Associate Editor | Blogs | Comments

The industrial distribution market provided a bounty of news this week as a handful of distributors on ID's Big 50 List, along with several top manufacturers, released their quarterly earnings.

Changing The Customer Conversation To Total Cost

April 18, 2015 9:15 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

For salespeople to convince the cynics, they need to get past price. Getting past price means changing the conversation to total cost.

Tips For Shooting Sales Videos

April 2, 2015 9:00 am | by Jim Pancero, President of Jim Pancero Inc. | Articles | Comments

So you’ve decided to incorporate video into your selling methods. Before you press record, check out these tips from sales guru Jim Pancero, president of Jim Pancero, Inc., to make your videos the best they can be.

Turn On Your Sales Radar

March 30, 2015 8:00 am | by Tom Reilly, TomReillyTraining.com | Articles | Comments

Being perceptive is a necessary competency for sales success, as many opportunities salespeople pursue are not immediately apparent. Here are some ideas to help you develop a sales radar.

Advertisement

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 joining in. Is it appropriate for you? ID spoke with Dr. Kathryne Newton, Dean of University of Innovative Distribution and professor at Purdue University, to get her thoughts on the matter.

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 into your business to aid with sales? Here some places to start.

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 ‘looking good,’ and when those drive you, you will never truly succeed.

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.

Advertisement

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.

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.                          

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.                     

X
You may login with either your assigned username or your e-mail address.
The password field is case sensitive.
Loading