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Mergers & Acquisitions
Sales Compensation: Best Practices in an Uncertain Market
Companies are seeing a new path forward that leaves behind legacy programs that tie income to territory.
LAST CHANCE: ID's 2021 Survey of Operations Closes Monday
As one of ID's most anticipated annual features, our Survey of Distributor Operations is open through Monday. Completing it gives you a chance to win one of six $10 gift cards.
Apr 9th, 2021
Sales is NOT an Outside Activity. It Hasn’t Been for Years.
Justin Roff-Marsh argues that if you design your sales function around the concept of sales as an outside activity, you will seriously handicap growth.
Mar 22nd, 2021
The Secret to Overcoming Price Objections
Mar 5th, 2021
5 With ID: Justin Roff-Marsh Wants to Set Salespeople Free
Jan 28th, 2021
How to Build a Value-Based Pricing Culture
Jan 22nd, 2021
5 Minutes With ID: Lawson Products' Trista Jones on Hiring During a Pandemic
Jan 18th, 2021
7 Actions Distributors Need to Take Now
Fortune favors the bold, and in order to get through this crisis, distributors must take decisive action. This new industry playbook gives you the seven actions distributors need to take to move their companies in the right direction.
Apr 5th, 2021
5 Minutes With ID: Sales Expert Mark Allen Roberts
Roberts says 60 percent of distributor salespeople are currently struggling with adapting to virtual selling — but they don't have to.
Dec 22nd, 2020
When the Highest Bid for Contractual Agreements Still Wins the Price War
An excellent sales rep knows how to submit a bid that is higher than the rest of the competition and still win the contract. Here’s how.
Dec 15th, 2020
Would You Welcome Tough Times?
Before answering, consider this story.
Dec 11th, 2020
How to Upskill Face-to-Face Salespeople for Virtual Selling
Industrial sales heavily relies on in-person relationships. So, what are the top skills virtual sales teams must improve?
Dec 9th, 2020
Is it Time to Fire a Customer?
Distributors will typically do anything they can to keep a customer, but everyone has their breaking point.
Dec 9th, 2020
Preparing for the Unknown: Scenario Planning for Pricing
Today’s market turbulence can make it seem impossible to think of what might happen, but your company's future could depend on it.
Oct 22nd, 2020
Let Disruption Fuel a Reevaluation of Your Sales Structure
Will your current sales structure work when everything returns to a “new normal”? Chances are you need to make some changes.
Oct 15th, 2020
Sales: Have You Lost Control?
There is one thing we fear more than losing a sale, money, or even our job: It’s control.
Oct 9th, 2020
What is the First Principle of Selling?
First principles are fundamental truths that provide a decision-making foundation. Here, Paul Reilly explains what that bedrock principle is for B2B sales.
Sep 14th, 2020
The Keys to Cultivating a Successful Sales Team
Johnstone Supply regional sales manager Darrell Sterling highlights the pillars to forming and improving an effective sales team.
Aug 19th, 2020
B2B Sales: Prevailing in Tough Times
Some of the most notable innovations of our time came amid American economic recession.
Aug 11th, 2020