No Top 5 last week as I was road-tripping around California on my Honeymoon. Paul Reilly's latest sales best-practice blog topped content on ID this past week, while news of a new master MRO distributor was also popular.
Here's this week's Top 5
Price Objections Are Self-Inflicted Wounds: Popular ID contributor Paul Reilly explains that experienced buyers know salespeople fear losing business and will often cave into offering discounts when faced with resistance. Here are some ideas to help you steer the conversation away from price. Reilly was the featured panelist on our Tuesday webinar, 'Industrial Sales: Differentiating With Value.' View it on-demand here.
Veteran Industrial Execs Form New Master MRO Distributor - AgoNow: A team of veteran industrial distribution executives has formed a new company, AgoNow LLC, a pure industrial wholesaler and channel solutions provider based in Tulsa, OK.
How Industrial Companies Are Changing Strategy During Slow Growth: A new report from global management consulting firm L.E.K. Consulting reveals how industrial companies are responding to the current slow growth environment — and what the response will mean for the future of companies around the globe in a range of manufacturing sectors.
Report - Amazon Responsible For At Least One-Third Of U.S. E-Commerce: A USA Today review of Amazon's financials from the U.S. Commerce Department found that items sold by the company comprised about 15 percent of overall e-commerce in the country. But the addition of items sold by third-parties via Amazon's website or mobile app appears to at least double that share.
Motion Industries Reports Slight Drop In Q3 Sales, Narrows Outlook: No. 8 on ID's Big 50 List, Motion reported a year-over-year sales dip of 0.7 percent in Q3, while organic sales slid 2.5 percent. The company also lowered its full year sales outlook, with parent company Genuine Parts Company saying there are no signs of meaningful industrial market recovery until 2017.