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Mergers & Acquisitions
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.
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
4 Ways Distributors Can Shorten the Sales Cycle
Oct 11th, 2021
How to Educate Your Customers Who Think Any Torque Wrench Will Do
Oct 8th, 2021
Selling Through Tough Times of Peak Demand
Oct 7th, 2021
Three Tenets to Leading a High-Performance Distribution Sales Team
Sep 23rd, 2021
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.
Mar 19th, 2021
In Sales, Quality Still Tops Quantity Every Time
Darrell Sterling says the upside-down funnel is the wrong way to sell, and personal accountability is what truly determines success.
Aug 25th, 2021
How to Overcome Sales Reps’ Resistance to New Technology
Although you’re introducing tools that should ultimately preserve market share, increase revenue, and help your team do their jobs more efficiently, driving adoption can be tricky.
Aug 24th, 2021
Why Pursuing Unified Workflow Will Handicap Your Organization, and a Superior Approach, Courtesy of Your Local Restaurant
Ballistix leader Justin Roff-Marsh explains how prioritizing organization-wide workflow is often a mistake, and what should instead be the focus.
Aug 23rd, 2021
The Secret to Strategic Sales Planning
Today, sales staff can understandably get lost in the mire of data. Simplifying the organization with accurate planning is the ultimate goal.
Aug 11th, 2021
Three Sales Leadership Principles to Guide Your Team
Sales guru Paul Reilly emphasizes three priorities for B2B team leaders, and how tough times present opportunities.
Aug 9th, 2021
ID's 2021 Salary Report: Sales & Sales Management
In the third and final part of this series, industrial distribution sales representatives and managers get real about their compensation.
Aug 5th, 2021
Zoom to Acquire Cloud Company in $14.7B Deal
The videoconferencing company went public for slightly more than $9 billion just two years ago.
Jul 19th, 2021
Bringing Science to Your Art-Heavy Sales Management Methods
Managing the distribution sales force is an opportunity-rich area for taking advantage of such data through analysis.
Jul 16th, 2021
How to Help Sales Reps Succeed in a Hybrid Remote/In-Person Model
The silver lining of the transition we’ve seen over the past 12-18 months is that it opens up new opportunities for sales reps.
Jul 14th, 2021
How Much Do 'Made in USA' Claims Help in Marketing Results?
When you see the words "Made in USA" on a product, it's purely for marketing purposes. So, does it work?
Jul 1st, 2021
Technology & Software
Quote Management Tool Improves Close Rates by 30-50%
Interlynx Systems' new quote management system is driving major improvement in close rates.
Jun 24th, 2021