Mergers & Acquisitions
What it Means to Be an Innovative Seller
Darrell Sterling discusses how if you're not changing in distribution sales, you're being left behind.
Apr 2nd, 2020
Distributor Pricing Priciples in Recessionary Times
Mar 30th, 2020
ID's 2020 Survey of Distributor Operations is Here!
Mar 27th, 2020
The Sales Contrarion in B2B Distribution
Mar 26th, 2020
How 'General' Should a Generalist Sales Rep Be?
Mar 25th, 2020
Selling in Uncertain Times
Given the recent events, it’s time for perspective, not panic.
Mar 17th, 2020
Reducing Sales Rep’s Role in Forecast Errors
Sales reps tend to hoard customer information, often leading to forecasting errors that can hurt both the company and customer. Here's how to bridge the customer intelligence gap.
Mar 12th, 2020
Q&A: ID, Conexiom CEO Talk Sales Order Automation
ID editor Mike Hockett chats with Conexiom's new chief executive Ray Grady about his job transition, the factors impacting B2B distribution and the role sales order automation can, and should, play in this market.
Mar 10th, 2020
Implementing a Proactive Inside Sales Team is Easier Than You Think
It might be time to consider creating a proactive inside sales team to kickstart results from within.
Mar 9th, 2020
Avoid a Price War: Don’t Be Everything to Everyone
If distributors don't optimize the value of their customer relationships, they're missing opportunities.
Feb 25th, 2020
Setting SMARTer Sales Goals
A surprising number of salespeople operate without goals: the functional equivalent of a pilot with no flight plan.
Feb 14th, 2020
Value Propositions that Anticipate Customer Needs
In order to ensure that all value messages resonate, winning organizations create value propositions that meet four simple criteria.
Feb 4th, 2020
Prioritize 3 Factors to Drive Customer Experience
Distributors often develop a value proposition and then immediately fall back into status quo. Here are the factors to focus on when sharpening customer experience.
Jan 23rd, 2020
Selling in 2020: Are You Really Committed?
With 2020 off-and-running, Paul Reilly discusses the mindset needed to make this sales year your best one ever.
Jan 15th, 2020
How CRM 'Light' Can Help Your Salespeople Close Deals
PipelineDeals co-founder JP Werlin explains how using the right software can result in a faster sales cycle
Dec 11th, 2019
Are You 'Staging' the Sale?
What if you “staged” the sale? What if you attended to every detail? Each detail is an opportunity to create value and differentiate your alternative. A little more time, energy, and effort can go a long way to creating value in the customer experience.
Dec 4th, 2019
The Death of Field Sales
Attend this presentation and learn: • Why the standard sales model is broken – and why customers will go to tremendous lengths to avoid interacting with salespeople • Why salespeople should not own customers, should not earn commissions and should not operate autonomously • How to take field salespeople from performing two business-development appointments a week to four a day (an order-of-magnitude improvement) • Why you should replace the outdated outside-in approach to the design of sales with
Advantage Business Media
Dec 31st, 1969
Today's Discount Impacts Tomorrow's Profitability
Before your next discount, consider the long-term, compounded impact on profitability.
May 9th, 2019
Elevating Today’s Distributor from Sales Enabler to Doctor
Move away from being a mere 'sales enabler.'
Apr 22nd, 2019
The Little Things Add Up To Big Sales
The key to bigger sales is the little things; this is the law of making the sale.
Apr 8th, 2019
7 Reasons Why Salespeople Cut Their Price
Research shows over 70 percent of salespeople will cut their price if the buyer asks for a discount.
Apr 3rd, 2019
Five Principles of Customer Experience Leadership
Customer Experience (CX) is one of the hot business topics in all Business-to-Customer (B2C) and Business-to-Business (B2B) companies today.
Mar 26th, 2019
Lawson Products Announces Board Appointments
J. Bryan King, CFA and a principal of Luther King Capital Management, has been appointed chairman of the company’s board of directors.
Mar 22nd, 2019
What If You Treated Existing Customers Like Prospects?
Are you working as hard to keep the business as you did to get the business?
Mar 22nd, 2019
A Key CEO Priority: Enable Great Customer Experiences to Drive Loyalty
A great customer experience leads to highly visible recommendations, brand preference, repurchase activity, and purchasing associated products.
Mar 1st, 2019
Competition is Always There (Whether You See Them or Not)
Don’t worry about competition, welcome it.
Feb 14th, 2019
3 Symptoms That Show Your Value Proposition Isn’t Working
A good value proposition defines the benefits of your company's products and service.
Feb 12th, 2019
To Make the Sale, Dare to Be Different
Sometimes being memorably out-of-the-box can make all the difference.
Feb 11th, 2019
Your Most Important Business Success Metric – Customer Loyalty
The collection of loyal customers that are at a business every day and purchase every instance when they have a need that are the most valuable.
Jan 23rd, 2019
Why Channel Sales Forecasting is a Challenge
How to fix a broken forecasting system in 4 steps.
Jan 17th, 2019
Oh, the Deals You’ll Close!
'Oh, the Places You’ll Go!' is Paul Reilly's favorite Dr. Seuss book. It’s deeply inspirational and educational. With that being said, here’s his sales version of 'Oh, the Places You’ll Go!'
Jan 16th, 2019
Proactively Reduce Price Resistance Through Value Reinforcement
Are you getting all the credit you deserve for the value you deliver?
Dec 21st, 2018
Would You Rather Be Talented or Motivated?
Sixty-nine percent of sales leaders said their top-achiever is more motivated than he or she is talented. Although talent is part of success, it appears that motivation is more important.
Dec 5th, 2018