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Mergers & Acquisitions
Get Data-Driven Selling Right the First Time
Data can be a game-changer for distributors — but it can also easily go awry.
Why Personal Touch Still Matters in Distribution Sales
Digitalization has only raised expectations for the personal touch in B2B sales.
May 9th, 2022
Critical Traits of a Modern Distribution Sales Organization
Distributors often rely on sales practices done the same way for years, maybe decades. This piece discusses four things modern distributors must do differently.
Apr 14th, 2022
LinkedIn: The World's Largest Business Search Engine
May 16th, 2022
Are You Plussing Your Customer Experience?
May 10th, 2022
If You Want to Charge Higher Prices, Share Your Costs
Feb 18th, 2022
Why Your Sales Department Should Not Be Responsible for Revenue
Feb 11th, 2022
Today in Manufacturing Podcast
Today in Manufacturing has a new podcast brought to you by the editors of Industrial Media. In each episode, we discuss the five biggest stories in manufacturing, and the implications they have on the industry moving forward.
Apr 22nd, 2022
NAW Summit Takeaways: Using Data and Removing 'Blockers' to Transform Your Sales Force
Motion's president and EVP detailed how they went about overhauling their sales force, which included some tough conversations and going all-in on data.
Feb 9th, 2022
Six Reasons Why You Shouldn’t Lower Your Standards When Hiring Salespeople
It’s hard to find good salespeople right now, but lowering your standards to fill an opening could be a fatal mistake.
Jan 31st, 2022
5 Minutes with ID: How Remote Work and Virtual Selling are Reshaping Distribution's Sales Force
In this episode, we chat with Alexander Group's Andrew Horvath on sales pros' ongoing comfort level with the remote sales environment.
Dec 7th, 2021
Sales: Be Brilliant in the Basics
Relying too heavily on shortcuts impedes your progress as a salesperson.
Nov 29th, 2021
Customer Messaging Matters in Tough Times
Empathy is the key to powerful and persuasive messages. Are you conveying the right tone? Sales guru Paul Reilly advises.
Nov 2nd, 2021
How Leveraging AI Can Transform Distribution Sales
Finding the right tools in 2021 and beyond is essential for distributors who want to efficiently transition their sales teams into a post-COVID environment.
Oct 26th, 2021
Retool & Retrain: Does Your Sales Team Have a Data-Driven Growth Playbook?
How can distribution leaders help their sales teams adapt to this new environment of selling and customer expectations? The answer lies in leveraging customer data.
Oct 19th, 2021
Why the Physical Seller-to-Customer Relationship is Still Important in B2B
Seemingly all discussions about industrial supply today focus on digital activities. Here, Global Industrial's chief sales officer explains why personal relationships will remain a vital element.
Oct 15th, 2021
Is Wage Inflation Coming to the Sales Force? (Yes)
The Alexander Group analyzes the results of its new survey of sales departments, covering their practices, wage inflation, COVID implications and much more.
Oct 13th, 2021
Technology & Software
4 Ways Distributors Can Shorten the Sales Cycle
There is no magic wand to fix current problems, but distributors can start implementing these strategies to shorten the sales cycle and provide a more enjoyable customer experience.
Oct 11th, 2021
How to Educate Your Customers Who Think Any Torque Wrench Will Do
Many customers still base their decision almost solely on price.
Oct 8th, 2021