ID's Top 5 Of The Week

Thought-leadership articles dominated readership on ID for a second-straight week, while news that Staples is pursuing an acquisition of workplace essentials distributor Essendant led all traffic.

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Thought-leadership articles dominated readership on ID for a second-straight week, while news that Staples is pursuing an acquisition of workplace essentials distributor Essendant led all traffic.

Here's this week's Top 5

Pending S.P. Richards Deal, Essendant Gets Buyout Offer From Staples: On Wednesday, it was announced that Staples is pursuing buying diversified workplace essentials distributor Essendant, making an offer just five days after Essendant and Genuine Parts Company announced a merger with GPC’s office products subsidiary.

Got Surplus Industrial Products Inventory? Who Else Knows?: You surely have surplus inventory, and it's because no one that you know wants to buy it. But maybe someone that you do NOT know wants to buy it. Here, Mark Tomalonis explains how to expose that extra inventory to an unknown audience of potential buyers.

Q&A - Amazon Business Talks Services, Customers' Tail Spend: I chat with Martin Rohde, Head of Commercial Customers at Amazon Business, about how the e-supplier helps its more than 85,000 sellers with tail spend, and about its overall services offering.

5 Tips To Present More Confidently: Research shows that only a little more than one-third of salespeople think they offer buyers a compelling reason to choose their solution over the competition. Where's the confidence? Here, Paul Reilly outlines different preparations salespeople can utilize to convince themselves before trying to convince prospects.

The Key To Succeeding In Industrial Sales: The most successful industrial salespeople focus on value above all else, yet research shows most sales meetings are not valuable to buyers. Here, Mike Schultz advises how to provide additional value in your sales conversations.

 

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