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The Lead

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...

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...

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-...

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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.                     

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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.                     

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.             

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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.                                             

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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.       

Sales - Do You Want Fries With That Burger?

November 7, 2014 5:01 pm | by Darrell Sterling, Regional Sales Manager, Johnstone Supply | Articles | Comments

The key to accomplishing the task of “adding fries with that burger” is training and, once again, the restaurant industry leads the way.                                 

The Top 3 Margin-Killing Myths Of B2B Pricing

November 3, 2014 4:53 pm | by Barrett Thompson, General Manager of Pricing Excellence Solutions at Zilliant | Articles | Comments

Every B2B company desires to maximize margins, improve profit performance and increase shareholder value, but few are focusing their attention on pricing. What’s behind this contradiction?                 

KPI’s For ROI: Sales Focused KPI’s

October 31, 2014 11:43 am | by Brian Gardner, Founder & Lead Evangelist, SalesProcess360 | Articles | Comments

Think of sales focused KPI’s as the leading key indicators that can give you a window into what the future sales numbers will look like.                                 

Gibraltar Q3 Sales Up 8 Percent; Announces New President

October 28, 2014 12:56 pm | by Gibraltar Industries | News | Comments

Year-to-date sales for the company were up 3 percent as Frank Heard gears up to become President and CEO effective Jan. 1.                                     

TriMas 3Q Sales Increase 7 Percent

October 28, 2014 12:33 pm | by TriMas Corporation | News | Comments

Net sales increased in all six segments, including 8.6 percent growth in packaging, and an engineered components profit margin growth of 860 points.                             

Digi-Key’s 2014 European Sales Revenue Hits Record Levels

October 28, 2014 12:12 pm | by Digi-Key | News | Comments

The global electronic components distributor had exceptionally strong growth in Europe, averaging 26 percent growth year-over-year across the entire region.                           

Now In Aisle 3 At Lowe's: Robots

October 28, 2014 11:41 am | by Mae Anderson, AP Technology Writer | News | Comments

Lowe's is testing whether new bots on wheels can improve its customer service, like helping a shopper find a match for something as simple as a nail.                             

MSC Industrial Reports 7.8 Percent Q4 Sales Increase

October 28, 2014 9:34 am | by MSC Industrial | News | Comments

MSC, No. 14 on Industrial Distribution's 2014 Big 50 List, has seen year-to-date net sales increase 13.4 percent from last year.                                   

Anixter Third Quarter Sales Up 7 Percent

October 28, 2014 9:18 am | by Anixter International | News | Comments

Anixter, No. 6 on Industrial Distribution's Big 50 List, had growth that included a 7.2 increase for sales of fasteners in North America.                                 

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